Beyond the Build

Customer Relationships

Actions vs Mindset

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 get jobs because they have a long-standing reputation for excellence and people want to associate their project with that company’s brand. Some firms will get projects because they are the cheapest. Quality might not be there, but the bid came in low. It’s important to keep in mind that the number given may not be the total cost.

While I am always thinking of cost, we also try to weave value in there as well, once someone looks under the number. The numbers we submit should be competitive, and just the same as when we buy service, the expertise provided should always make the price tag a good investment.

Instead of pouring over a long list of rules and actions to build a successful business, maybe it makes more sense to invest in what separates one from the pack. Make it your mindset, and let the rest fall into place from there.

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Merrill Stewart Jr.

Merrill Stewart is Founder and CEO of The Stewart/Perry Company, a commercial building contractor based in Birmingham.