There are two ways to look at networking functions: A box to check, or an opportunity. Since you are there anyway, the “opportunity” option seems to make more sense. I’m always sharing the importance of leaving a business conference, a cocktail party, or a luncheon with new acquaintances. You might make a business contact or …
Yesterday, I received a call from a customer concerning our performance on a project. It was not the kind of communication I relish receiving, but I needed to hear it. We pride ourselves on doing a better than average job for our customers, but sometimes we fall short. This particular job was not up to …
Last weekend, I watched an interesting piece by Ted Koppel about how communication style and mastery of current mediums has affected the presidency. Franklin Roosevelt and his famous Fireside Chats made radio an effective political communication tool with a warm embracing tone that helped families though some tough years. Dwight Eisenhower brought campaigning to television, and JFK …
When we made the decision to trade our offices in a corporate environment for a 16-acre campus, a garden was part of our plan. We saw a garden as part and parcel to the building, a place of beauty where we would all learn to eat a bit better. Beyond the fruits and vegetables that …
In the construction business, it can be common to ask for a Fee & General Condition proposal prior to the plans being finished so that a customer/owner can bring a contractor on board. This is very analytical, and the question I ask myself is, “Where’s the matrix for the heart?” In any business transaction, there …
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 …
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 …
There was a time when pigs did fly. Each year in December, I would look forward to my mother taking me to ride “The Pink Pig” at the downtown Atlanta department store of Mr. and Mrs. Rich (Rich’s). It’s an iconic holiday memory, and one that always endeared me to the now out-of-business retailer. As an …
One of our senior managers recently told me about walking a project with our civil site superintendent and a customer. As they toured the job site, the customer asked several questions and shared other thoughts while they walked. Without a word, the superintendent pulled out a pad and started a running list of discussion items. That simple act sent the customer a message that was …
In the last few days, I was talking with our CFO about what distinguishes between a good hire and an average one. He said something like this: By watching how someone handles their personal life, we get a good glimpse of how valuable they can be to the company. Character, values and good judgment sometimes …
About a year ago, a senior project manager of ours was having lunch in a local BBQ joint and happened to be sitting next to someone he had not seen in many years. As he was leaving, he reintroduced himself. They shook hands and exchanged pleasantries. Three months later, the almost forgotten friend came into …
As much as I try to avoid canceling commitments, it happens on occasion. We accidentally double book a lunch appointment or fail to calendar a meeting. Unexpected deadlines pop up. It happens. This week, I missed a meeting. Not good. I was in Houston and just did not get back in time. Worse, I failed …