How to Succeed in this Economy, Part One
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THE INDUSTRY |
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| To succeed in this economy, especially in the construction industry which is one of the hardest hit business sectors, you must be of extremely important value to your clients and prove it everyday. Gone are the days of sifting through job bids, cherry picking the ones suitable to you and slam dunking the job - well done – then moving on to the next one. |
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Now days many jobs seem to go to the low bidders, who eventually will become unprofitable. So, how can you get the job price that will keep your company profitable? You must build your value with your clients everyday. Your company must provide something unique and indispensible to your client that makes them realize they need you and will pay the price to get you and keep you.
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"They used to cal me Mr. Low Bidder"
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Networking and meeting current clients and prospective clients allows you the opportunity to share your expertise with them and build value in your services and products. Tom LeDuc, President & CEO of LeDuc & Dexter Inc. has created a network of clients and prospective clients through trade organizations and educational training courses, most recently in the green building industry. LeDuc, along with Art Dexter, Vice President & COO and key management personnel from the company have attended many training courses and become Licensed Green Plumbers. |
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LeDuc & Dexter Inc. was named 2009 Green Plumber of the Year by Green Plumbers USA
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LeDuc has taken additional training including Build It Green to become an Advanced Certified Green Building Professional. He has met new people and people he has known for years in the construction industry while attending these courses and other trade committees he belongs to, such as, the Green Building Committee at the North Coast Builders Exchange. These networking opportunities have allowed LeDuc to build the value of his company by sharing his expertise in green plumbing with contractors who need his company’s services. This has also led to being hired to perform the work. |
Tom LeDuc, President & CEO of
LeDuc & Dexter Inc.
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Field personal have the opportunity every day to help their clients find easier solutions and save money and time. This is perhaps a company’s greatest opportunity to acquire and keep a lifetime client and should be the goal of all field personnel. If you can’t “wow” your clients on the job they will look for someone else, probably for their next project and you’ll be left to just wonder why you are no longer working with them.
In this down economy you can’t simply bid and cross your fingers - and you can’t simply go through the motions on the job and expect your client to stay with your company. |
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LeDuc & Dexter installed this
"solution based" mechanical room
at 7 & 8 Vineyards in Napa
(click on image for larger view)
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| You have to spend time with your clients and listen to them, find out what they really need or perhaps don’t even know what they need, and then go about educating them and helping them get exactly what they do need. Your clients will see you as valuable and keep you - only if you take the time to show them how valuable you really are by helping them succeed with their challenges. Your goal should be to make your company indispensable to your clients. |
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Editorial Credits
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Contributors
LeDuc & Dexter Inc.
Tom LeDuc, President & CEO
Writer
Sam Gallagher
Dommer & Associates Editor
Tom LeDuc
LeDuc & Dexter Inc.
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