Always Promote Your Business

I'd been having problems with my water heater, and I finally got tired of lighting the pilot. My neighbor, who had experienced the same problem, recommended a water heater repairman. The repairman got to my house within 30 minutes and had the problem solved within the next 30 minutes.

Of course as I handed him my check , I explained what I do: help contractors build their businesses. I also gave him a business card and an information piece with a few marketing tips. He then informed me that he was part of a larger plumbers association and invited me to take part in their meetings. We then discussed the importance of networking. You know I'll be following up.

The following may be common sense, but they're worth repeating:

- Always be ready to promote your business, whether or not you're in a business setting.

- Always have your business collateral ready, especially when you're in a networking setting.

- Always be able to articulate what you do.

To bid, or not to bid

I’d like your opinion on the issue presented in this article: “USC nixes bids; donor chooses architect.”

Firms spent $100K and months of labor to win a project and USC canceled the bid when the major donor wanted to hand-pick the Architect. Has your firm ever experienced this?

Architects, Contractors, Suppliers and others in the building industry are professional service providers, right? Could you imagine having a medical issue, lining up five doctors, and saying, "Okay, tell me what my problem is, how you're going to solve it, and how much you'll charge, then I'll decide who'll fix me." No, we do our research first, hopefully find the best service provider (medical professional), and pay them for the solution. If we don't like their solution or need clarification, we go pay another service provider for their opinion.

How did our industry get to a place - a place where we're really not trying to move away from - where we give away our hard earned knowledge and skills? Maybe the solution is not to get into a bid situation, but focus to positioning to negotiate a contract.

This may be easier said than done when bidding is still prevalent and in this economic climate, but it could be something firms could work into the business development plan.

16 Articles and Blog Posts for Contractors & Builders to Write

1. Why did you become a builder or contractor?
2. How do you collaborate with other building industry professionals on a project?
3. What or who inspires you?
4. Write a review of your favorite building or space built by someone else.
5. Write a review of your favorite building or space built or worked on by you.
6. Describe the best project you ever worked on.
7. Describe the project you are most proud of.
8. Give advice to those entering the construction industry.
9. Describe the relationship between contractors and materials suppliers and how it can be improved to better serve the end-user.
10. What trends do you foresee for the construction industry for the next five or 10 years?
11. What are the trends for your niche market in construction for the next five to 10 years?
12. What makes you a leader in your niche market?
13. Describe your hobbies and how they may relate to the construction industry.
14. What organizations do you volunteer with and why?
15. Write a summary of the last workshop or conference you attended.
16. Describe your “aha” moment – the moment that changed your career.