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Management Technologies for the Rest of Us™
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Construction Monkey is a web based software solution that provides sales lead management
specifically for the subcontractor and construction industry. Free trial services are available
for companies to investigate how to take their business to the next level.
Acquiring More Profitable Business
Interview with Terry KramerHost: Ted Garrison
Unfortunately, the reason many contractors don’t have an acquisition plan is because they
have been beaten into submission because of the focus on price bidding, reports Terry Kramer.
Fortunately, Kramer has a better solution. Every contractor needs to listen to how they can
fight back and increase their business.
NCS Radio 3.0 is a radio network resource for everyone involved or interested in the
construction industry. New Construction Strategies 3.0 is about taking a 360 degree look around
the industry and asking the brightest, most experienced thought leaders from every sector of
the construction industry, and related business and academic communities, two simple questions:
What's coming next? What do we need to do to be prepared for it? Each week we add a new segment,
with smart, accurate, insightful answers, so tune in often...Listen, Learn, Advance!
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| ConstructionMonkey.com is sponsoring the internet podcast interview with Terry Kramer
and Ted Garrison on NCS Radio titled Acquiring More Profitable Business.
You can listen to the entire interview here and read below our thoughts on
building a better work procurement process for your company. |
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| Enhance Your A-Team |
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(Part 1)
Recently Ted Garrison from NCS Radio interviewed Terry Kramer with Kramer Management Consulting
regarding acquiring more profitable business. In the interview the theme was repeated over and
over that construction companies need to focus more attention on the Work Acquisition Efforts
from the personnel they us to the systems utilized. It really struck a chord with me since the
past 20 years of my career has been focused on work procurement and I felt it was important to
expand on the ideas that Ted and Terry presented.
So how do you focus more attention on the Work Acquisition Effort? Is it just about hiring more
people and spending more money on software? I don’t think it is that easy or that simple.
It is a culture change that will require a focus shift on the part of the organization.
The Work Acquisition Team is called by a lot of different names: Preconstruction, Business
Development, Marketing, Estimating, etc., but I prefer to just call them the Acquisition Team
or A-Team.
In this two part series, I would like to look at the specific things your organization can do to
improve your Work Acquisition Effort so your A-Team can produce A+ results......
Read Entire Article... |
(Part 2)
In part 1 we covered the basics of the Acquisition Team (A-Team), in this installment I would
like to discuss some of the mechanics of procuring work. Like the construction of a building,
procuring work does not just happen, it comes about through hard work and planning and a very
focused effort. The most skilled craftsman without engineered drawings cannot accomplish as
much as those with detailed drawings. Winning work follows this same principle.
Data is the Key
I am a big believer that it is impossible to make decisions or do any work without good data.
For example, installing a roof top unit requires a tremendous amount of data acquisition before
the task can begin or it will not been done properly and will take forever to complete. From
the size of the unit to points and locations for connection, the total amount of data is
tremendous. Even think about all of the data prior to the field work that is required during
engineering. If the right data is collected correctly and efficiently and utilized properly,
the process goes off without a hitch, but we all know what happens when the process fails....
Read Entire Article... |
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