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This Month's Featured Article                            
Do More To Get More! George Hedley

Do you often stress about increasing sales while the available opportunities are shrinking and the competition is increasing? Most companies try to work harder in tough times. But the best they can do is hope to stay even doing the same things they always have done. The truly successful construction, design-build, and subcontracting companies and suppliers do things different than their competition to get ahead. They go the extra mile. They do more than their competition. They provide more than the minimum per plans and specifications they are contracted to perform. They do more to get more!

41 Extra Things I Want
When I present my program entitled: “Sell More Than Price” I get asked what more do I want from my subcontractors and suppliers. My long list includes the following:

1. Be a friendly team player
2. Provide competitive, fair, and consistent pricing
3. On-time, accurate, and complete bids and proposals
4. Educate my estimator about the options available
5. On-time delivery of supplies and materials
6. On-time submittals and shop drawings
7. Know the business of contracting
8. Be professional, look sharp, and act first class
9. Return your phone calls within 30 minutes
10. Have a regular time you can be reached every day
11. Use e-mail for every day correspondence
12. Use digital cameras to send photos of job issues
13. Do your own project clean-up every day
14. Know construction contracts and do what they say
15. Be well funded and have adequate working capital
16. Charge the right price on change orders
17. Always include proper backup on invoices
18. Visit jobsites before you are called
19. Stay ahead of job schedules
20. Never create down time for our crews
21. Don’t bid jobs you can’t handle
22. Never delay jobs with lack of manpower
23. Do your own punch-list before we do it for you
24. Provide responsible decision making English speaking foreman
25. Have a professional ongoing safety program
26. Don’t over-bill and front-end load invoices
27. Have the same salesperson / estimator who is friendly, positive, in our office every week, quick, knowledgeable, not a pest, and anticipates our needs
28. Be someone who helps us sell
29. Bring us lots of leads
30. Pick up plans and return them timely
31. Suggest other subcontractors and suppliers
32. Recommend architects, engineers, bankers, real estate agents, insurance and bonding agents
33. Keep us stocked with up to date product literature and samples
34. Take us golfing or to lunch with potential customers
35. Provide subscriptions to industry trade publications
36. Invite us to industry association meetings
37. Have a great website with product information, technical materials, engineering data, and up to date industry standards
38. Invest in our development projects
39. Bring us joint venture and equity partners
40. Tell us what we can do to improve & make a profit
41. Give me great front row Laker tickets!

Providing the minimum at the lowest cost will continue to get you marginal work. But to get the results you really want, you’ve got to do more. Consider implementing a few of these pro-active ideas and get more than the minimum.

-------------------------------------------------------------------------------George Hedley owns a $75 million construction and development company and Hardhat Presentations. He speaks to companies on building profitable businesses, leaders, and loyal customers. He holds 3-day in-depth "Profit-Builder Circles" open to construction company owners in an interactive roundtable format bi-monthly. The "Profit-Builder System" includes proven tools to always make a profit, build equity, create wealth, win profitable jobs, motivate your people, and enjoy the benefits of owning a profitable company.

For information on Mr. Hedley's programs or to receive his free management e-newsletter, visit www.hardhatpresentations.com , call 800-851-8553, or e-mail him at gh@hardhatpresentations.com.

George Hedley HARDHAT Presentations
3189-B Airway Avenue Costa Mesa, CA 92626
(800) 851-8553 Fax (714) 437-1125
Email: gh@hardhatpresentations.com website: www.hardhatpresentations.com