For some, the idea of “sales” is a little too comfortable, and they push products and services before it’s appropriate. For others, making a pitch is uncomfortable. I would argue both sides are approaching things wrong. This week, I had lunch with a friend, a prospect and customer relationship in the making, whose son plays Division 1 …
My FMI buddies always say that culture eats strategy for breakfast. I recently attended a workshop where the topic of corporate culture was addressed and compared to corporate climate, a subject that is perhaps equally important. Here’s the short version on both, a mash up of what was said that day and what I have learned …
In any kind of buy and sell, the customer experience is the differentiator. It’s where repeat business is earned or lost. This sounds simple, but we all know it’s hard to execute. In four decades of construction, I’ve yet to see a project that was delivered without any problems. Some are small, some large, but …
Natural light “sells.” Whether in an office or education environment, people will always perform better in the presence of natural light. We’re also seeing natural light play a bigger role in our projects, from both a productivity and an energy savings perspective. “Daylight harvesting” is the idea of using natural light to offset energy consumption. …
Since the first of the year, there has been lots of buzz about Opportunity Zones. Many know the program as part of the Tax Overhaul Act of 2017, developed to encourage private investment in economically distressed communities in exchange for a break in capital gains tax obligations. In this program, investors may fund a variety of …
The construction calendar is predictable: Rain or snow delays in the winter. Heat concerns in the summer. We’re building a job outside Dallas right now that has dealt with both. We had what seemed like monsoons for weeks and have finally gotten 2-3 weeks of good (but hot) weather. When the temperature of fresh-mixed concrete …
Next month, we will be starting another conversion, this time transforming a vintage Greyhound bus station into cool office space, maintaining classic bus station features. Our customer is having fun with the project and has purchased two vintage buses to park outside, as if ready to load passengers. They might be used as conference rooms …
Today marked the conclusion of the 24th World Scout Jamboree, where 45,000 Scouts from 167 countries came together at the Summit Bechtel Reserve. For 2 weeks, the Scouts participated in skill challenges, learning a bit more about each other’s countries, enjoying diverse food and more importantly, learning to respect each other’s differences in religion and …
This morning, I was in a meeting with a customer where we discussed the adaptive reuse of a 100-year-old machine shop into 40,000 sf of Class-A offices. It’s in the right place and now is the right time. Our architect friend asked about historic tax credits, and my customer quickly said, “No way.” He was responding …
It seems like the word “team,” as in, “our team,” or any other way it might be used can be the corporate soup du jour. Sometime ago, I took a group of Scouts on a 2-week hiking trek to the Philmont Scout Ranch in New Mexico. My tent partner and I would set up our …
Maybe one of the secrets to being a successful company isn’t all about what you do. Maybe it’s more in how you think. For us, it’s been important to focus on creating and connecting value. Make no doubt about it, cost will always be a component of value. Here’s what I think: Some firms will …
We are nearing the homestretch on one of our more unique projects. The Sidewalk Film Center and Cinema is taking shape in a space that was once the basement of a department store in our CBD. The initial challenge was to build the cinemas below the first floor food hall with an additional six stories of apartments …