How to Set Your Company Up for a Profitable Future
Succession planning is challenging. According to a 2017 FMI survey of construction companies, 77% think their successors will come from internal candidates, and 43% of construction company owners intend to sell to their employees. If this is your plan, how can you identify the people that will take over your leadership role and buy the […]
Read moreFive Ways to Prepare for a Great Day, Every Day
You know how vital it is to prepare for bidding, planning, and building work You prepare before presenting a proposal to a client. Your PMs put weeks into planning a project. Your foremen conduct tailgate meetings every day, getting ready for a great day of executing work. How much time do you take, each day, to […]
Read moreHow to Resolve He Said/She Said Conflicts
One day last week, there was an uproar at my house. My kids were playing, (more like fighting), together. A conflict had occurred, and it turned into a classic, “he said, she said” dispute. These happen when conflicting parties express opposing accounts of an event or situation. When you don’t witness them directly, they are […]
Read moreHow to Understand, Accept, and Use Adversity
My five-year-old was having a hard time. In our house, we practice the principle that if it is your toy, it is your right to do with it what you will. His older brother had a particularly exciting toy, and he refused to allow him to play with it. It was a time of adversity […]
Read morePlay to Win! How to Define Your Business Development Process
One of my coaching clients is a business development executive for an excellent general contractor. Early this week, I was helping him to define his business development process, and we identified three things that he needs to focus on to win the right types of projects with the right kinds of clients. 1: Know yourself. […]
Read moreHow to Succeed In Construction Sales Even If You Hate Selling: The Power of Good Questions [Part 3 of 3]
![How to Succeed In Construction Sales Even If You Hate Selling: The Power of Good Questions [Part 3 of 3]](https://www.ericanderton.com/wp-content/webp-express/webp-images/doc-root/wp-content/uploads/2020/01/how-to-succeed-in-construction-sales-even-if-you-hate-selling-part-3-of-3-sales-questions.jpg.webp)
This is part two of a three-part series on construction selling. Click here for part one. Click here for part two. Why Do People Buy Things? One of the keys in a tactical approach is that you have to think about a sale in terms of a weighing scale. The benefits you offer and the […]
Read more