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Does Your Contracting Pipeline Live in the Owner’s Head?
Relationships matter in construction, and most subcontractors have good ones. The owner or president carries the key customer relationships, and the project managers carry everything else. That arrangement can work well. It is also fragile. In our last post, we asked whether you know by name who owns each strategic account. This one looks at what happens when the answer is the owner.
9 Disciplines to Activate Collins’ 20-Mile March
Wed, Jul 25, 2012 — Discipline is Good, Right? In Jim Collins’ “Great By Choice” this pyramid model provides a framework for his trilogy-logical discussion. I’ve read this book wearing two lenses – one, as a principal in our firm, and two as a marketing executive. As a business leader, I aspire to a higher level of discipline in my leadership as well within my personal work ethic. As a marketer, I recognize – primarily from the past 10 years of expanding digitally-dominated marketing and dynamic market ecosystems – that discipline is indeed the capstone of success. Goes Against My Instincts The 20 Mile March is “Jim Collins code” for consistent, methodical and metered execution. He correctly calls it out as a choice or decision, even a strategy, for securing sustained growth. The argument goes against several mantras ingrained within me – “strike while the iron’s hot” “leverage your opportunities” “capture the moment”. No, instead, his research observed that companies win (and south pole explorers survive) when they meter their progress. How might this apply to our business at Chief Outsiders? Perhaps we should add one new major market a year to our firm, regardless of the market conditions. If it’s a tough year, we add one new market. If the economy is rocking and highly favorable, we still add only one new market. Collins’ research tells us the benefits of steady pace outweigh the opportunistic instinct to lunge ahead in good times or hunker down in tough times.