Blog 3 Columns

  • Contractor Community0

    September 2017 Contractors Must Be in Compliance with OSHA Silica Rule by Sept. 23 Construction contractors with more than 10 employees have until Sept. 23 to comply with OSHA’s final rule (http://bit.ly/1WZOnFf) regulating employee exposure to respirable crystalline silica. Under a rule issued by OSHA on March 25, 2016, construction employers must comply with all

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  • The Roadmap for Business Development—A Structured Approach

    The Roadmap for Business Development—A Structured Approach0

    by Stephane McShane, Maxim Consulting Group The need for structured business development processes has never been more important. As the delivery methods in the construction industry evolve, so does our need to be highly skilled at selling our work. That said, there are many pitfalls in the sales side of construction that can be avoided

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  • Take Off the Mask: What is Your Real Value Proposition?0

    by Larry Silver, Contractor Marketing Inc. One of my fellow construction consultants was an expert on proposals and was contacted by a top-tiered ENC firm. My friend showed up in their conference room to review their current proposals and to evaluate why their win ratio was so low. He slowly and deliberately was turning the

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  • How to Find Sales Aces

    How to Find Sales Aces0

    by Tom Woodcock, Seal the Deal I’m often contacted for references on top-notch sales aces. Contractors and suppliers that are willing to over-pay to get an established, proven sales rep. Instead of developing or finding their own, it’s easier to poach a sales person that is already built. The fact they’re riding the efforts of

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  • Selling Effectively—The Buyer Blending System

    Selling Effectively—The Buyer Blending System0

    by Jerry V. Teplitz, JD, Ph.D., CSP Have you ever tried to sell a client and had difficulty establishing rapport? Have you ever emphasized something you thought important and your client responded blankly? Do you find some clients make slower (or faster) decisions than you think appropriate? Answering yes to any of these questions means

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  • Switched-On Selling: Balance Your Brain For Sales Success0

    by Jerry V. Teplitz, JD, Ph.D., CSP Today, if a company or an individual invests in sales training, they want it to make a difference in the bottom line. But most sales trainings start at the wrong level by focusing on sales techniques instead of the subconscious blocks that are keeping salespeople from achieving their

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