Customer Strategy Intersection

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

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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




The Productivity-Talent Bonus
Contractors will receive a major talent bonus when they put a relentless focus on field productivity. They will become “Talent Magnets” for the best in the industry making them unstoppable even in the face of major talent shortages.
Succession Fact #2: Desire & Competencies in the Management Team
Succession Fact #2: No exit strategy or deal structure will create desire, alignment, and competencies in the management team. With that said, it is incredibly important that the exit strategy and structure of the deal maintains and enhances the team.
Ownership Transition and Capital Basic Model
When a contractor goes through an ownership transition, the business itself is the proverbial goose laying the golden egg. Remember the basic math formula for ownership transitions and use this simple calculator as a starting point.