Construction Genius

Welcome again to the Construction Genius podcast. This is episode three of our three-part series on how to succeed in construction sales even if you hate selling. Today's episode will introduce you to a questioning framework that you can use when negotiating new opportunities.  And just one more shout out, if you or anyone who reports to you are responsible for sales you might find the construction sales assessment that I put together extremely useful. Head out to my website at https://ericanderton.com/constructionsales. Download the assessment, fill it out, and also take the exercise that's included with the assessment and it'll help you to focus on and strengthen the five traits that successful salespeople in any field consistently display. For detailed show notes on this episode, visit my blog at https://ericanderton.com/blog. If you'd like to reach out to me on social media, I'm on LinkedIn and Twitter. And on my Youtube channel, you'll find a complete library of insights on life, business, and leadershi

This is episode two in the three-part mini-series on how to succeed in construction sales even if you hate selling. Today we're going to be looking at a sales strategy that you can use when pursuing new projects and courting new clients. Specifically, we're going to dive into the importance of identifying sales objectives. How change impacts your ability to achieve your sales objectives. And three types of decision-makers in any construction sale and how to identify them. Keep in mind if you or anyone who reports to you is responsible for sales you might find the construction sales assessment that I've put together extremely useful. Just go to my website https://ericanderton.com/constructionsales. You can download the assessment and also take a short exercise to help you to strengthen the five traits that successful salespeople in any field consistently display. For detailed show notes on this episode, visit my blog at https://ericanderton.com/blog. If you'd like to reach out to me on social media, I'm on Lin

Welcome to Construction Genius. Today is episode one of a three-part mini-series I've put together on how to succeed in construction sales. Even if you hate selling. So in episode one, we'll look at the psychology of high performers. And if you or the people who report to you are responsible for sales, you might find the construction sales assessment that I've put together extremely useful. It describes the five traits that successful salespeople in any field consistently display and you can rate yourself on those traits and then complete a short, simple exercise to help you strengthen any of the traits you need to work on. If you'd like to get the assessment just go to my website https://ericanderton.com/constructionsales For detailed show notes on this episode, visit my blog at https://ericanderton.com/blog. If you'd like to reach out to me on social media, I'm on LinkedIn and Twitter. And on my Youtube page, you'll find a complete library of insights on life, business, and leadership that I've published o

Craig Gini is an owner along with his two brothers, Kevin, Brian, and his dad Gene of Collins Electrical Company, a $177m contractor headquartered in Modesto, CA. He is Vice President and Renewables Manager. He is responsible for a company-wide focus on "Green Technologies" and "Energy Efficiency." Craig has been involved in the installation of energy-efficient lighting for nearly eight million square feet of Ford and Chrysler facilities nationwide. He has also been the driving force behind almost 68 Megawatts of Utility-Scale and Distributed Generation solar installations throughout all of California. Craig's focus is to bring back the values of true "Customer Service" by being attentive to his customer's needs. He is dedicated to the process of utilizing a "Team Approach," consulting with his customers to develop programs that are customized to benefit each individual and present "Efficient Solutions" as a viable option to the customer's needs. Join me as we discuss his journey from acting back to the famil

Show Notes:  A time of corruption and crisis  The duty and responsibility of leadership  Why leaders need support from "Jeremiahs"  Who are your Jeremiahs?  What is the message of the Jeremiahs?  Why are they important?  Internal and external truth-tellers  Jeremiahs understand your company's culture and care about your company  Jeremiahs are willing to tell the truth They come with problems and solutions  How to respond to Jeremiahs?  Listen to them  Don't "kill the messenger"  Take their feedback and respond appropriately  Don't fear what other people think

There are three million construction companies in the United States. Listen to this episode and learn 7 ways to set yourself apart and build a great business.    Highlights Include: My attempt to distinguish myself at a traditional English public school 7 ways to distinguish yourself:  Pursue Niche Work at Which You are Excellent and Profitable  Deal with clients you know well Work with project partners that you trust  Maintain high quality efficient construction work  Emphasize and Demand safety  Insist on timely payments for all dollars earned  Have a financial cushion to weather bad times  What is a niche, and why it's important  How to get to know people by committing to long term relationships  How to give and build trust with your project partners How to improve processes so that you can maintain high quality work Why a strong safety culture is vital, and how to make sure safety is prioritized  How to get paid for what you've earned by being a "nice squeaky wheel" The secret to getting through th

Bill Porter is the President of Porter Law Group, Inc.  Bill has been awarded the highest possible rating of "AV Preeminent" by America's premier attorney rating service, Martindale-Hubbell, which has also designated Bill as a "Top Rated Lawyer" in the field of construction law.  Bill's practice encompasses more than 30 years in private, state and federal construction claims before state and federal courts as well as in mediation and arbitration. Bill regularly represents contractors, subcontractors, suppliers, developers and owners in complex multi-party construction litigation. His areas of expertise include construction collections, mechanics' liens, stop notices, bond claims, prompt payment remedies, construction contracts, competitive bidding, construction defects and construction-related labor and employment matters. He is an appointed El Dorado Superior Court Temporary Pro Tem Judge, a private mediator and arbitrator and has regularly contributed to legislation on behalf of the construction industry. B

In this episode of Construction Genius, I'll discuss how you can reduce overwhelm, focus on what's most important, and be more effective in your leadership role by utilizing the urgent/important matrix. The matrix first attributed to Dwight Eisenhower, World War Two general and President of the United States. It was popularized by Steven Covey in "7 Habits of Highly Successful People". Highlights Include:  The Origin and popularization of the Urgent/Important matrix  The story of the "Pioneer" Long-Term Priorities: High Importance/Low Urgency   How to define Long-Term Priorities  Clarifying your vision and mission Understanding your role and responsibility  The example of Project Executives Why Long-Term priorities should drive Critical Activities  The example of Construction CEOs Why Unnecessary Interruptions happen  How interruptions are instructive  Where Wasteful Distractions come from and how to manage them  Next Steps:  Clearly define your role and responsibility  Define your mission and vision  Comb

Taking Advantage of R&D Tax Credits with Smith Miller, CEO of Strategic Tax Solutions About : Smith is the CEO of Strategic Tax Solutions (STS). STS is a private accounting firm that specializes in the area of tax known as the Research and Development "R&D" Tax Credits.They make the process of accessing R&D Tax Credit dollars straight forward, cost effective and risk free. At no cost, they review construction company tax returns and provide a cost savings estimate for your potential R&D Tax Credit savings. STS is exclusively dedicated to performing R&D Tax Credits. Highlights Include:  What are R&D tax credits and how construction companies qualify for them The "Four-Part" test that you must pass to qualify  How sub-contractors and general contractors can both benefit How you can take advantage of the credit, even if you bid on a job and don't get awarded the project Why you should get your CPA involved in the process early on STS's 100% success rate Learn More about STS and R&D

Peter Tateishi, CEO of Associated General Contractors of California (AGC of California) joins me to discuss "Build California", a new initiative of the association Eric for a fascinating exploration of the mission of his organization.  From the Build California website:  Only 9 percent of Generation Z is interested in a future in construction. So where's the disconnect? The construction industry has a perception problem and it's up to us, the associations, professionals, and organizations that actually build our state, to change hearts and minds. We have to redefine our industry. We have to invest in our own legacy so that future generations aspire to be construction professionals. Build California's pioneering approach utilizes robust marketing, communications, and outreach tactics in order to effectively engage with Californians about the lucrative, long-term, and immediate benefits of careers in the construction industry. Our outreach and programmatic efforts rely on on-going, customized messaging and reso

"Morale is a state of mind. It is that intangible force which will move a whole group of men to give their last ounce to achieve something, without counting the cost to themselves; that makes them feel they are part of something greater than themselves." Defeat into Victory, Battling Japan in Burma and India, 1942-1945 Field-Marshall Viscount Bill Slim  In today's episode, I explore the topic of morale: What it is, the three foundations of morale, and how to build and sustain morale in your organization. I will be draw on the wisdom of Field Marshal Bill Slim from his book Defeat Into Victory, which we previously covered in Episode 38. Highlights Include:  The definition of morale  The power of morale to move a group of people  How high morale is dynamic, and why it must be cultivated and maintained  Understanding the connection between human nature and morale Cheerful generosity: the hallmarks of high morale   3 Foundations of Morale: Spiritual, Mental, Material  Why the foundations are vital and how to get

Doug Reitz, President of Mark Wilson Construction returns to the show to discuss the project selection process he and his team use to procure profitable work.  Throughout Doug's career in the construction industry, he has been fortunate to have worked in positions that span from Project Clerk to President. He has completed or provided oversight through all delivery methods in projects related to the Medical, Educational, Public Works, Industrial and Religious fields. During this time he has worked closely with Clients, Contractors, Inspectors, and Design Professionals seeing all sides of a construction project giving him valuable insight into the entire construction process.In addition to teaching courses at Fresno State in the late 1990s and early 2000s, Doug has also had the opportunity to speak with local contractors, design professionals, and at industry events about the leadership concepts of "Listen. Plan. Build.", "Communicate & Collaborate", and "Safety, Quality, Time and Cost". Highlights include

In my garage I have an orange tool box that an old friend, Stan gave me. Stan was a great guy. A self-made first-generation immigrant to the United States. He owned an apartment building in Berkeley, and did the vast majority of the maintenance work himself. He gave me the tool box as a gift, and as a bit of a hint to me. A hint to use the hammer, wrench, screwdrivers to take care of the handyman stuff around my house. Just like Stan gave me the toolbox a number of years ago, I'm going to give you a tool, the 90 Day High-Performance Dashboard. The purpose of the tool is to help you maximize your direct report's productivity, and make your leadership easier.    It's designed to help your direct reports to think about what they need to do to achieve high-performance, act accordingly and adjust as necessary. If used correctly, it will enable you to hold your direct reports accountable for their performance, and help you to strengthen your relationship with them. In this episode I'll cover:  Who is the tool for

Jean Bjork is the President and Owner of Bjork Construction, a general contractor based in Fremont, CA.  In our wide-ranging conversation, we cover:  Jean starting off as a welder in her parent's business Valuable lessons her mom taught her about running a business Getting married to a carpenter and starting a construction business Continually learning about the Construction Industry as her company grew  Thriving in a male dominated industry  Allowing the quality of her work to establish her in construction  Bringing her daughter into the business, with the goal of passing the company onto her.  How to bring more women into the construction industry on the project side of the business  The importance of providing women a supportive workplace  Leadership traits that are essential to success Rookie mistakes that new leaders make  Three words of advice for women who want to get into construction This episode is brought to you by the Construction Leaders Dashboard.  Use it to clarify how you are going to be a s

Listen to this episode and gain insight into why construction projects fail, how to analyze the causes and how to avoid failure in the future.  In this episode of Construction Genius I explore the failed Burma Campaign of 1942 through the eyes of the British commander on the ground, Field-Marshall Viscount William Slim, who was defeated by the Japanese. I read from his book Defeat into Victory: Battling Japan in Burma and India, 1942-1945 .  According to historians Alan Millet and Williamson Murray Slim was:  "A hardened field soldier who had learned his trade on the Western Front and in the Indian Army, Slim combined troop-leading and training skills with personal and moral courage as well as charm, a sound grasp of soldiering, and a solid appreciation of Asian warfare and the excellence of the Japanese Army." Slim took lessons learned from the defeat in 1942 to heart, and used them to transform the training and tactics of the troops he was responsible for. The result was a sound defeat of Japan in 1944-45.

I welcome back to the show Scott Gable, CEO of CityLift Parking, a company that is revolutionizing the way buildings are built in the United States, particularly in urban, land constrained environments. CityLift Parking designs, installs, and services automated parking systems that reduce the footprint needed for parking and can typically be done at a lower cost per space than conventional parking. In this episode we discuss Scott's insights into scaling a construction business. Highlights Include:  Scott's first business growing a 60 head flock of sheep. The hard work and commitment involved in scaling a business. Scott's long-term goal: to be the dominant brand in the automated parking lift industry. The link between scaling and having a clear purpose Scott's love of creating a company that will outlive him.  The importance of vision, team, and common values  How CityLift's values are translated into everyday business An "ego-free" decision making process  Professionalism defined as a combination of compet

From April 2006 through January 2011, nearly 2.3 million construction jobs were wiped out in the United States Ever since then, the construction industry has not been able to make up for this loss of skilled labor.  There is not only a labor shortage in the field, there's also a leadership gap in the field and in the office.  Case in point is a message I received on LinkedIn from Sina Bahmani a young construction leader from Sweden:  I love your podcast Construction Genius. The content is very valuable for me and I have recommended the podcast to all my colleges. I work as a design manager in Sweden and something I would love an episode about how we as young managers can lead our teams when we still don't have so much experience in different technically advanced areas. This is a big issue in Sweden and probably in other parts of the world as well, where we have a generation shift and many young professionals in a highly demanding position. Thanks to Sina for his question. In this episode I'll discuss three

Steve McGough is the president and chief financial officer of HCSS, a Texas based company that since 1986 has specialized in developing software to help heavy, highway and utility construction industry companies streamline their business operations.  HCSS's mission is driven by a desire to help its customers "dramatically improve their business through our innovative, high-quality software and exceptionally helpful service, while providing a great life for our employees."  The firm works with more than 4,000 of the best construction companies in North America, including most of the top 25 in "Engineering News Record" magazine's "Top Heavy Civil Contractors." Interview Highlights:  The biggest challenge facing the construction industry  How "I Build America" aims to address this challenge The many educational paths into the construction industry Changes in the construction industry, including the increasing emphasis on safety  How to avoid the biggest mistakes construction companies make when implementing new

Overcome Your Toughest Obstacles: A 3 Step Innovation Process  "I was the worst guy in our school, the worst guy in our conference, and probably the worst guy in the State of Oregon".  Dick Fosbury, innovator of the Fosbury Flop, and 1968 high-jump Olympic gold medalist.  Your construction company has a variety of limitations. You also face a constantly changing environment. And you have familiar obstacles.  You need an efficient method to clearly:  identify the obstacles you face,  and tap the creativity and wisdom of your team  to come up with ideas for conquering the obstacles, drive your business forward. In today's episode of Construction Genius, you'll learn a step by step process, that I have taught construction company leaders and executives for the past 15 years, for exactly that. The warning:  This will not work unless you are willing to be honest, humble and decisive  The promise:  If you use this step by step process as I describe it, you'll be able to lead your team, in a meeting from a blan