Customer Strategy Intersection

Having an effective market strategy is the #1 thing a contractor can do to ensure sustainable and profitable growth.

D. Brown Management Profile Picture
Share

Having an effective career strategy is the #1 thing you can do to be fulfilled personally, professionally and financially.  

Strategy Tools: Alignment With the Market. Customer Strategy Intersection.

The ultimate goal for a leader is to have a team with their career strategies aligned around a winning market strategy.  In this scenario your ability to recruit, develop and retain great talent will be nearly unlimited. With a team like this everyone will wake up in the morning wanting to RUN TO WORK!  The team will be having so much fun adding so much value to your customers that profitable growth is inevitable.  

For your strategy brainstorm the following and look for intersections:  

  • What are we GREAT at?  Better than 95% of the contractors in the market?  For brainstorming include things that with deliberate practice you could get great at within a short period of time.  
  • What do we LOVE doing?  If you don’t absolutely love what you are doing then the work won’t be fulfilling and profitable growth won’t be sustainable.  
  • What do customers really NEED?  This is tricky to get to because sometimes they don’t even know themselves.  This often requires Root Cause Analysis (RCA) type of tools to uncover those.  Hint - “on-time and on-budget” are surface level items.  Going deeper will accelerate your business development, project execution and growth beyond your wildest imagination.  
  • What do customers state they WANT?  This is not always the same as their truly deep needs and if you don’t appeal to their wants you won’t ever get a chance to address their needs. 

Having an experienced and unbiased 3rd party help facilitate the development of your market strategy is one of the best investments you can make.  Schedule a call to learn more.

Good to Great - Get the Right People




Cash Flow Tip 11 - Managing Change Orders
A well managed change order process will have a hugely positive impact on customer satisfaction, profitability, and cash flow. Poorly managed, this will negatively impact all three and will sometimes impact cash for years.
Production Tracking - Lessons Learned
Look at productivity as a daily “Jar” where your objective is to pack as much “Earned Value” into it as possible. Look at your costs in three major categories and focus on tracking what matters the most.
A Typical Project - Cash Flow S-Curve
Ensuring great financial outcomes is the ONLY way to build a sustainable construction business that can serve customers and develop team members over the long-term.