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Trust Your Gut
I have railed against low bid contracting for many years as the root cause of shrinking contractor profit margins and increasing contractor failure. In principle, it is an insane way to do business (selling a product for the lowest price rather than the highest price...
Before-During-After Signing
In the dance between customer and branding or reputation, current business marketing theory breaks down the experience into three stages - before, during, and after - purchase. Research shows the advantages of considering the customer journey more holistically, and...
Take the Road Less Traveled
The title of this blog is our theme for 2024. It is too hard to make good money in our industry these days. Contractors risk their own capital taking on enormous and highly complex projects that require expert knowledge and execution and often last for years. But,...
Let’s Make Money
Let me begin 2024 by saying thank you to everyone who participated in our construction business management dialogue in the last eight years. We began the Weekly Construction Message with a few construction industry professionals and academics debating business...
The Bookie and The Bettor
Every bet has a winner and a loser. The bookie always wins a little, but the bettor often loses a lot. What’s the difference? The Recognition and Management of Risk. Risk Recognition Both the bookie and the bettor recognize that every bet has a winner and a loser....
Self-Confidence is a Belief
Over my career as a contractor, educator, and consultant to the construction industry I have worked with hundreds of different contractors that were as dissimilar as chalk and cheese. They were short or tall, large or trim, but they were all self-confident. No one...
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