Federal Construction Contracts: “TOP TEN” Things to know about your customer . . . (Part 1 of 2)

Federal Construction Contracts: “TOP TEN” Things to know about your customer . . . (Part 1 of 2)

Federal Construction Contracts – What you Don’t Know about Your Customer

With federal construction contracts, it’s been said that no one wants to be sold, but everyone loves to buy.  This is particularly true in today’s environment when the pressure is on sales people to get the orders, almost no matter the cost.

And if you are in the construction business, it’s tougher than ever.  You’ve got employees and overhead that must be covered and a dwindling pool of cash-paying customers.  When that happens in any economy, all sectors, and even the federal sector, get an influx of opportunists trying to take jobs away from the ‘good old boy’ network of incumbents.

To overcome these market driven problems requires something more than “what was working before”.  You need a strategy, a plan, goals and methods to achieve them, including going back to the fundamental principles of business success.

question

Knowing How to Script

In the Advanced Federal Construction Training Workshops, we spend a great deal of time with what is called “scripting”.  If you know ahead of time what your buyer is going to say, and you know exactly the right response that will cause them to award you the contract, you are miles ahead of the guessing competition.

This is a list of the first five of the “TOP TEN” questions that are utilized to engage a buyer.  Without our Workshop training, you’ll have to figure out the best way to present the questions and elicit the response you want.

First – Recognize the age old truism, “Everyone is waiting for someone to tell them what to do.”  The problem is that they will only accept direction from a trusted source.  Even our President, after his miserable performance at the first debate was looking to his team to tell him what to change so that he could win re-election.  He knew that if he performed as badly at the 2nd debate as he did at the first one, we might have had our first Mormon President in the White House.

2nd – In federal construction, you need to know the customer priorities.  What has to happen?, why? and when?, are the questions that will lead to an understanding of what priorities have been set in the customer’s mind and the reason that you’ve been granted access to influence a decision-maker.

3rd – You also need to know: What the customer thinks his priorities are, may not be what they should be.  An example is within the story of my friend Scott after he was summoned by the VP of Kohl’s, whose plan it was to finance new marketing initiatives by demanding that it’s vendors lower their prices.  You can read the whole posting, “THREE GREAT LESSONS FROM A MASTER” and learn about how Scott convinced the VP that the VP had been focusing on the wrong thing.

4th – What are the potential client’s alternatives? You may not think about this much, but the fact is that 50% of the customers you get in front of can decide not to decide, at least for now.  If you are not prepared to create a sense of urgency on their part, you may leave the client frustrated because the issue is still on their “to do” list.

5th – Is there a story behind the process that your customer is willing to share?  On a NASA contract, our federal construction contract bid was $317,000 higher than Chicago Bridge & Iron (CBI), a multi-billion public corporation.  The story behind the decision to pay the extra money was that CBI had included a 12-month schedule with their proposal while ours was shown at 9 months, a full 90 days sooner.

At a cost of $50,000 per day operational costs, it was a no-brainer; pay $317,000 to save $4.5 million on a $4 million contract.  Once the customer was convinced that the project could be completed in 9 months, they issued the contract within minutes.  Best part: The profit was more than $1.6 million.

Next week we’ll post Part 2 of 2 of the federal construction TOP TEN Things to know about your customer that can make a huge difference in the way you do business.

Until then, I’m Doug Reitmeyer and you can connect on LinkedIn here:  www.LinkedIn.com/in/DougTheExpert

Co-Creator: Federal Construction Magazine

Sample: www.tinyurl.com/FCMagazineSummerIssue

Peek the current issue:  www.FC-Mag.com/Sneak-peek

Blogs for February:  http://reitmeyer.com/2013/02/

PS – Two announcements:

(A) – I’ll be one of the featured speakers at the IRC Summit event next week.  You can get a $500 discount if you sign up by this Friday.   Use Promo Code ALYNX200 at Checkout.
Click on this link today and get a seat before they are sold out: http://ircsummit.com/#!/register-now

(B) – In two weeks from today, we’ll have the next “Advanced Federal Construction Contracts Training” Workshop.  There is still one ticket available.  Carl Ballerino (www.HCS-GC.com) attended the late January Workshop and has already received his first federal contract award to repair a pump at Dyess AFB. He plans to start the project tomorrow.

See what your peers are saying about it here:  www.GCExperts.com/workshops

The Workshop is a transformational event for federal construction professionals, specifically designed to get you up and going in the federal construction market in the matter of just a few days.  Graduates have access to over $250,000 worth of training, tools, templates and technologies that have delivered, over the past 32 months, more than $340 million in highly profitable government contracts.

Three Great Lessons from A Master in Federal Construction

Three Great Lessons from A Master in Federal Construction

A Master in Obtaining Federal Construction Contracts Tells All…

Scott is a proven master at growing businesses in federal construction. In his niche, he runs the largest manufacturer and distributor network in the world with revenues exceeding $500 million/year.

We shared a few days together at the “Waters Edge Hotel” on the San Francisco Bay in Tiburon celebrating my wife’s 60th birthday. After a dinner cruise around the bay, we went out on the deck overlooking the city of San Francisco. While enjoying a bottle of fine wine, imported cheese and that wonderful SF Sour Dough Bread, Scott shared some of his incredible business insights:

Maximizing Sales Per Square Foot

(1) Regarding federal construction competition: “I mastered maximizing sales per square foot on the retail end by proper product mix and placement per location around the world.  In between store visits, I mastered the manufacturing and distribution of my product line.  That enabled me to ‘target’ competitors and get the retailers to stop giving them shelf space in all the major retail stores. I could easily demonstrate to the retailers that, by using my products and set up they could double their profit per square foot.  Over time, all my competitors began suffering.  Eventually I could pick and chose who to buyout and who to put out of business.”

(2) Regarding differentiation in federal construction: “You have to be substantially different than your competitors or you end up in a price war and no one wins. Last year the new VP at Kohls Department Stores requested that I attend a meeting on Kohls’s growth plans for 2013.

After the presentation, the VP said he wanted a better pricing discount, threatening that he would start negotiating with my competitor if he didn’t get lower prices.

I said to the VP, ‘You’re a smart guy that is focusing on the wrong thing. In our business, it’s never the ‘price’ you pay for our products. In fact, a cheaper price would result in Kohls making less money per item because of Kohls’s method of pricing mark-ups. Your focus needs to be on the ‘profit’ per square foot of floor space that Kohls makes for their stores.

Why do you think Walmart gives us 100% of their business? It’s not because we are the cheapest. It’s because we bring value that none of our competitors can deliver. In fact, after a study made by Walmart, they determined that our product line delivered twice the profit per square foot that they were getting from our competitor’s product line.”

Cleaning Out the “Head Trash”

(3) Regarding education: “I didn’t get a college degree because I had figured out that real business happens in your head. Once you get a great coach, and he or she helps you clean out the self-defeating bull-shit that goes on in your brain [I call it “head trash” and everyone has it], then it is only a matter of focusing on the right things, which are

(A) Excellence in customer satisfaction
(B) Delivering greater value than your competitors
(C) Setting high goals and pushing yourself and your people to achieve them
(D) Sharing the rewards with your team so they will be motivated to work with you to “take it to the next level”

I have learned a lot from people like Scott and freely share their stories for your benefit.

Two Kinds of Business People

There are two kinds of business people –

A) those that think they know it all and struggle their entire lives, and

B) those that get expert training and use it to get superior results.

Just two questions before I close:

(1) Which one are you? (It’s rhetorical, just ponder it)

(2) Are you willing to step out of your “comfort zone”, get access to the most powerful life, business training and coaching program ever developed for construction executives?

If the answer is “Yes”, call me or “Live ‘chat’ with an Expert” to learn more about the federal construction business at  www.GCExperts.com 

PS – Connect with me on LinkedIn here:  http://LinkedIn.com/in/DougTheExpert

The Top 5 Experts in Federal Construction – Get them on your team!

The Top 5 Experts in Federal Construction – Get them on your team!

“TOP FIVE” EXPERTS in Federal Construction – Get them on your team! Please share YOUR favorite Industry Expert and tell us WHY we need them.

Madison Leeper has been doing research and talking with various contractors and experts. Here is her first try at delivering the results of her investigations. Please comment with your suggestion of the best federal construction experts you know and tell us why you recommend them.
 

EXPERT 1: DOUG PHELPS

As a business adviser to the construction industry since 1998, Doug has develop a proven step-by-step process (The Just Rewards Plan) to improve the profits of your construction company.  If your construction company is not making as much money as it should call Doug Phelps, 386-585-4624

Company website, www.TheJustRewardsPlan.com
Connect with Doug here:  http://www.linkedin.com/pub/doug-phelps/22/379/622

Join his LinkedIn Group “Profit
Builder” here: http://www.linkedin.com/groups/Profit-Builder-4199471
 
 
 
 
 
 
 
 

EXPERT 2: TRAVIS BONTRAGER

Travis Bontrager is an expert at creating and implementing online strategies for construction professionals which result in more construction projects for each client.  Travis is also the host of, BOSS Association, a Commercial Construction Web Show where he interviews construction industry experts from across the country.

Watch The Construction Web Show at www.BossAssociation.com
Connect with Travis at www.LinkedIn.com/in/travisbontrager or at www.NobartConsulting.com

EXPERT 3: LARRY SILVER

Larry is a consultant that, when you bring him on-board, will help you develop a long-term business plan, will hold your feet to the plan and twist your arm to follow it. Wes Reeder (www.reedergeneral.com) was $5 million/yr and Larry has him at $20MM and on a continued growth curve. Larry’s proven model is to envision the future and then make it happen.

Connect with Larry here: www.linkedin.com/pub/larry-silver/1/b89/1a6
Company website: www.contractormarketing.com
Connect with Larry’s group, “Construction Marketing Ideas” here: http://www.linkedin.com/groups?gid=2593771
 

EXPERT 4: JACOB KRAHL

Jacob has another unique approach as described at www.EliteConsultingPro.com. There are only a few tickets left to get into his annual conference – get your tickets here: http://www.eliteconsultingpro.com/sign-up/

Connect with Jacob here: www.linkedin.com/in/jacobkrahl
Join Jacob’s group, “Elite Contractor Network” here: http://www.linkedin.com/groups/Elite-Contractor-Network-4505815
 

EXPERT 5: DOUG REITMEYER

Doug’s niche is the federal market – no one will get you a federal contract faster. He’s done over a thousand personally and those companies that have been through his high-intensity training have received over 300 of them. Listen to the recorded phone conversations of his graduates:

All these guys are on LinkedIn. Connect with them. They know what they are doing!
 

Bonus Expert: MARC PACINO

Marc uses his 35-plus years of experience as a former Senior Contracting Officer, for USARSUPTHAI (US Army Support Thailand) and a Senior Construction & Engineering Contracts Acquisitions Director for Navy Docks & Piers-PACDIV at Subic Bay. Philippines (PACDIV), to assist his clients strategic approaches and pursue their business development objectives.

Here’s Marc’s contact information:

Marc Pacino, Phone 949-295-3312
CEO & Principal
Ambiente Federal Services
Anthem Federal Consulting
Las Vegas, NV 89117
mpacino@ambientefederal.com
www.ambientefederal.com
www.anthemfederal.com

Connect with Marc here: www.linkedin.com/pub/marc-pacino/8/79a/91a/

 

At $90,000/month profit, Jeff asked, “Am I Making Too Much Money?”  What would you have said?

At $90,000/month profit, Jeff asked, “Am I Making Too Much Money?” What would you have said?

“Damn”, Jeff realized that the government was going to find out;

He was making $90,000/month.

What will you do when it happens to you?

 

 

 THE PROBLEM:

The phone rang, it was Jeff Williams. “What’s going on?” I asked.

He was deeply concerned as he said,

“What happens when the government finds out that

I’m making $90,000/month profit on one of our federal contracts?”

 

Below is an “insider” email: Confirmation of the conversation with one of the graduates of the “Advanced Federal Construction Training” Workshops:

[ See Jeff talking about his training  HERE]

From: “Doug Reitmeyer”  <doug@gcexperts.com>
Subject: [info] Your New Bureau of Land Management (BLM) contract
To: “Jeff Williams”

Hi Jeff, This email is a confirmation of our phone discussion today.  You called about your first BLM contract pay request for $190,000, being sent to the Contracting Officer (CO) today.

Your concern was that, under the terms of your federal contract, the BLM requires that you fill out forms that will tell the BLM how much of the $190,000 they are paying you, is being paid to which specific subs and suppliers.

You are only paying out $100,000 of the $190,000.

Thus the BLM is going to know that Joe Funk Construction is making about $90,000 in margin this month on your contract. And because it is a unit priced contract they’ll know that you’ll be making $90,000/month for the life of the contract; nearly half of the full contract price is profit.  What if you are asked to explain the huge profit margin?

OK – I got the picture and understand your concern.  Here’s what I explained to you:

First – it is OK to make A LOT of money on a federal contract, so there is no need to suffer guilt. My $960,000 Walter Reed Army Medical Center contract cost $308,000 to complete, so the profit on that job was $652,000 – a whopping 68% of the contract!   Our bonding company, when they saw the numbers, actually asked if we were laundering drug money (in all fairness, the job was in Washington DC when its Mayor, Marion Barry, was jailed for drug possession and use).

Like I said, it is OK to make A LOT of money in this business and you don’t have to explain it – you are just really good at what you do because you learned how to greatly increase margins and revenues by “The Industry Expert”, Doug Reitmeyer.

Given the fact that your BLM project was competitively bid and you were the low bidder by $4,000, Uncle Sam has already received the benefit of competition in the marketplace.

Second – Understand the agency budget – over $1.1 Billion.  Get familiar with each agency you work with and let them know that you have studied what they need and why they need it. Explain to every BLM employee that you want to be a valuable resource for them.  Over time they might surprise you with a request to take over a project for them.

Building relationships with Federal procurement officials brought me many millions of dollars in contracts that never went out for bid. A couple of the attachments to this email should help you to become conversant in the language of the BLM budget, requirements and goals.

Third – the more money Joe Funk Construction makes from doing federal contracts, the more resources it will put toward the effort to get more of them.  That’s a BIG PLUS for us taxpayers; We want and need competition.  Profits always breed competition, so high profits are very good for the economy.

That all said, I really want you to know how proud I am that you came to the Workshop, took notes, followed through with the phone calls, attended the webinar and followed the Blueprint exactly as it was laid out for you.  And your first six months results of over 42% average profit margin and more than $480,000 profit have been even more impressive than my average over the past 35 years; Commendable indeed!

Attached are some of my comments regarding the “Sales Dance” as posted on the LinkedIn “Construction Business Owners” Group.

All the best to your continued success with our program,

Doug Reitmeyer, Phone 512-260-4008
Results:  http://GCExperts.com/workshops

cc:  Rusty Norris, President, Joe Funk Construction Engineers, Inc.

Attachments:  Doug Reitmeyer’s “The Selling Dance”
BLM Budget
What they say . .

 

Do You Need Convincing? Watch the brief videos:

You can see Jeff in this original “end of Workshop” video:

Then again in these two videos after his 2nd time attending the Workshop:

Subscribe to me on YouTube
* Six months after putting our systems into their business, Rusty sent this email:

Doug-

Since May 1st JFCE has bid 20 federal projects. We have won 3 projects totaling $1,139,618. Our anticipated profit on these projects is 42.6%. If we can continue at this pace, we will consider our first year in the federal market an outstanding success.

By comparison, we have just completed $12.7 million in DISD school renovations at a 6% profit margin.

Thank you very much for helping JFCE get started in the federal market, and thank you for your continued support since the workshop.”

Rusty Norris, President
Joe Funk Construction
Dallas, Texas 75229
972-406-5206 Direct
rnorris@joefunkconstruction.com
www.joefunkconstruction.com

pies

Attachments:

BLM Budget

What They Say About The Advanced Federal Construction Workshop

The Selling Dance

GOVERNMENT CONSTRUCTION: New Resources for Getting Highly Profitable U.S. Federal Contracts

GOVERNMENT CONSTRUCTION: New Resources for Getting Highly Profitable U.S. Federal Contracts

New Resources in Government Construction

For government construction professionals interested in getting highly profitable U.S. Federal Contracts, here’s several new resources…

  1. The “Government Construction Experts” hang out at LinkedIn Group “Federal Construction Professionals”
  2. The top trainers and consultants have launched a YouTube Channelwith more than 50 videos.
  3. Google “Government Construction Experts” to find out more about what they do for contractors and subcontractors.
  4. Visit GC Experts  to learn more about attending the most powerful federal construction training in the world.

Small businesses face issues by being unprepared. To be awarded federal contracts, everything about the company impacts their success rate. This includes bidding on the right projects and having the right partners to work with. Those are two of the main reasons businesses fail or succeed.

Only by learning that its a vicious cycle do they realize that they could have come to recognized experts at the start. Having the right people allowed several contractors to not only get the job done, but achieve success above and beyond what was initially expected.

PS – To be even more motivated, listen to Mike Brasberger tell his story of life after joining GC Experts in the recorded phone conversation here:

www.GCExperts.com/brasbergers

And David Snodgrass of Snodgrass Construction will tell how he got $10 million in new federal contracts over the previous 60 days here:

http://www.gcexperts.com/vid12

Joe Call explains how he went from $500K bonding to $15 million in less than 60 days in two recorded phone conversations here:

http://www.gcexperts.com/vid10

And the story of how Carlos went from being a Houston, TX home builder to a national federal contractor is here:

http://www.gcexperts.com/vid11

Federal Contracts: “Philosophy” literally means “Love of Wisdom”

Federal Contracts: “Philosophy” literally means “Love of Wisdom”

 

The real purpose of business isn’t what most people think; it’s not to make cash.

Yes, cash is the life blood of a business, but it is not “The Purpose of Your Business”.

 

“The Purpose of Your Business”

Adopt the following philosophy as your purpose for being in business, and watch it improve. Here are the three parts:

A) To find or create a customer or client who has a need or desire for a product or service that you can provide to the level of their expectation(s).

B) They must have the money to exchange for what they need or desire, and

C) They must be willing to trade or exchange their money when they are satisfied that you have met their expectation(s).

This “Philosophy” makes the focus on creating a win-win agreement. Use this script,

“The purpose of our business is to create win-win agreements that meet the expectations of our clients. We do that by focusing first on understanding their wants, needs and/or desires, then developing a timely plan to exceed their expectations of value.”

Make an “up front” contract with the client that you both agree to work together to achieve the results they want. This is “The Buy-In” part of getting them to adopt my philosophy.

Once you have created a new customer and been awarded a contract, the “PURPOSE OF YOUR BUSINESS” changes. THE NEW PURPOSE BECOMES:

 

Handshake

 

TO KEEP THE CLIENT AND INCREASE THE VALUE OF THE RELATIONSHIP WITH NEW WIN-WIN AGREEMENTS.

There are three key parts to continually improve upon:

First – Identifying the right clients; the ones that pay you! You must know with precision exactly who your best clients are and where to find them. Two of the main reasons we love doing federal contracts are, by law, they must make construction progress payments monthly and within 14 days; it’s called the Prompt Payment Act. With Federal Contracts, we never have to worry about the money, and it’s easy to find solicitations for the contracts that they want to award!

Second – Conversion: You must have a fool-proof method of getting the potential client to become a customer.

Third – Keeping and increasing the value of each new customer.

OLYMPUS DIGITAL CAMERA

 

 

 

 

 

 

 

THE COMPETITION OBSTACLE:

If you think that the game of business is something just between you and the potential customer, you are dead wrong. All business is between you, the potential customer, and all the other companies that are capable of providing what the potential customer wants or needs; it’s called “competition”.

That’s right; you must recognize your competition every time you venture out to convert a potential client into a customer. And that means every time you turn in a bid to the government or anyone else. Loss of “purpose” will cause loss of customers to your competitors; it happens every day.

 

WHY THE FOCUS ON FEDERAL CONTRACTS? HERE’S THE ANSWER:

A) THEY HAVE NEEDS THAT I CAN EASILY FULFILL TO THEIR LEVEL OF EXPECTATION

B) THEY HAVE THE MONEY (AND MEANS TO PRINT MORE WHEN THEY RUN LOW!)

C) THEY PAY PEOPLE TO INVEST THAT MONEY BY AWARDING HIGHLY PROFITABLE CONTRACTS! (Understand that it’s not “their” money; It’s our money!)

By focusing your business on federal contracts, you don’t have to worry about B) or C)!

Over the past 30 months, the 38 contractors and subcontractors that have been trained on how to best adopt this philosophy have received more than $330 million in highly profitable government contracts. They have joined an exclusive “Membership” program that now spans Alaska to Florida, New York to Hawaii and most places in between. See what they are saying about it in the brief videos here: http://GCExperts.com/workshops

 

Avaliable via Phone or Email

Doug Reitmeyer

doug@gcexperts.com

(512) 750-2677

 

Connect With Doug

LinkedIn:  CLICK HERE 

YouTube:  CLICK HERE

Note: If LinkedIn asks for an email use doug@gcexperts.com and please mention you came from Federal Construction Blog, this will speed up the connection process! Thank

 

My mission is to help others find incredible success in federal construction.

BONDING – HUGE JUMP CAPACITY: How Joe Call of Buffalo, NY Got it Done!

BONDING – HUGE JUMP CAPACITY: How Joe Call of Buffalo, NY Got it Done!

From $500K Bonding to $15 million in less than 60 days

Listen to Joe explain in how he got bonding in less than 60 days in Video No. 10 at http://GCExperts.com/workshops

OR WATCH THE VIDEO BELOW…

On May 2012, Day 1 of Federal Construction Workshop, Doug Reitmeyer interviewed Joe Call of Call Associates in Buffalo, NY and Marc Donnot of Apsalooke Contracting in Billings, MT. After learning about the 8(A) program, Joe decided to go into government contracting himself. He knew that there was a way to be successful in the government business, and was impressed by Doug’s program. One of Marc’s big takeaways from the workshop was how to communicate and get the desired response.

Make More Money by Learning “THE SCIENCE OF PRODUCTIVITY” – Get a Sneak-Peak of the New Article Here:

Make More Money by Learning “THE SCIENCE OF PRODUCTIVITY” – Get a Sneak-Peak of the New Article Here:

Federal Construction Professionals: It’s ALL about MAKING YOUR PROFITS SOAR . . .

Federal Construction 2.0 is the New Normal. Read author Gregg Shopmann’s article, “The Science of Productivity” in the latest issue of Federal Construction Magazine

FAST AND FURIOUS! Author Marvin Daster explains how using BIM and other advanced techniques enabled the fastest construction of a modern federal courthouse in Montana.

BE A HERO! Expert Doug Reitmeyer claims that the real Hero’s of hurricane Sandy’s aftermath are the hundreds of federal construction contractors that are doing the clean-up and reconstruction. See what his students say about him here: http://GCExperts.com/workshops

Click here to get a Sneak Peak: http://www.federalconstructionmagazine.com/sneak-peak-4-freewinter-2012

 

Federal Construction Magazine and the Federal Construction Executive Summit are comprehensive resources designed to show commercial construction executives what they need to know to get started, stay competitive and be successful in the Federal construction arena. Our magazine and Summit cover everything from understanding hidden costs and risks, to assembling the right team, to identifying what projects are right for your business, to implementing internal systems, to effectively communicating with contracting officers, technical representatives, inspectors, and others.

 

Our Magazine Our bi-monthly digital magazine is the industry’s only source for showing you how to expand your business into federal contracting. Editorial content includes how-to articles, profiles of successful Federal construction projects, insightful columns from some of the industry’s foremost experts on securing government contracts, and much more. Each issue reaches a diverse, verified audience, including government administrators, contractors, subcontractors, architects, engineers, suppliers, manufacturers, design firms and procurement companies.

Who We Reach 

Our bi-monthly digital magazine reaches many key decision makers in the Federal construction market. Our readers include:

  • Government Administrators
  • Contractors
  • Subcontractors
  • Architects
  • Engineers
  • Suppliers
  • Manufacturers
  • Design Firms
  • Procurement Companies
CONTRACT BIDDING: AFTER 10 YEARS I FOUND A BREAKTHROUGH STRATEGY

CONTRACT BIDDING: AFTER 10 YEARS I FOUND A BREAKTHROUGH STRATEGY

Contract Bidding: A Breakthrough Strategy for Your Business

On what basis does your company turn in their contract bidding $ amount? Do you bid based on cost plus overhead and profit, or value in the market?

Took me about 10 years to figure out I could make a lot more money once I knew what the customer considered was the value of what he wanted. Value has very little to do with price.

Anyone can sell on price, but that is difficult because then you are in direct competition with most of the other contractors . . . Put two fighters in a ring and they’ll both come out bloody and beaten up.

People buy based on their perception of value. It takes someone trained in estimating and psychology to sell based on value. Brief videos of the results of this type of training are posted here:

http://GCExperts.com/workshops

Sincerely,

Doug Reitmeyer

ph 512-750-2677

Crushing the Competition – Henry Ford did it with the assembly line, and guess who’s about to do it to you . . .

Crushing the Competition – Henry Ford did it with the assembly line, and guess who’s about to do it to you . . .

 The Federal Construction Expert’s latest insights on “Crushing the Competition”

 

Crushing the Competition in the Federal Construction Industry – Henry Ford did it with the assembly line, Michael Dell enhanced Henry’s innovation to go from nothing to a multi-billionaire, and guess who’s about to do it to you . . .

They’re suave, smooth talkers, tech-savvy and collaborative. And if you
don’t prepare yourself now, you’ll be eating the dirt they leave behind.
Ignore this insight and you’ll be left with fighting over the
unprofitable scraps of projects they aren’t interested in.

It’s time to wake up and smell the smoke before the fire consumes everything you’ve invested in because . . .

This is not your dad or grandfather’s world anymore; and the construction industry is never going to be like it was.

Only the very smart are going to survive with things you don’t even know about because you’ve never heard of them.

FEDERAL CONSTRUCTION EXPERTS GAME PLAN TO CRUSH YOU:

1. They are using technology to track every project, every bidder and every awarded contract.

2. By using sophisticated software, they are analyzing the information
to determine your management capabilities, bonding limits, the type of
contracts you’ve been making money on and, based on subversive
conversations, cooperative insiders, clandestine recruiters and hacking
techniques, they are learning what your weaknesses are.

3. If they haven’t already done so, they’ll be disrupting your business
plans by underbidding your bread and butter contracts and getting in
tight the construction procurement teams you have been counting on to
get paid

4. As they gain power and stature, they’ll be cherry-picking the best
talent from your company and supplementing them with the top graduates
of the best universities.

WHY THEIR GAME PLAN WILL WORK:

A. Old tools aren’t working anymore. Just like the nail and screw gun
replaced the hammer and screw-driver, Google replaced the Yellow Pages,
if you’re not invested in staying ahead of the competition, you’re
falling behind them.

B. Survival in a capitalist society favors the lean and mean. Bloated
companies running with legacy systems and unmotivated people can no
longer compete.

C. Most contractors, faced with declining revenues and profits, turn
into “opportunity seekers” instead of strategists and innovators. If you
spend all your time trying to cash-flow your business by seeking
short-term opportunities, you’ll be crushed by the savvy strategic
innovator.

Consider what engineer Charles Kettering said,

“If you have always done it that way, it is probably wrong.”

Henry Ford

WHAT YOU CAN DO RIGHT NOW TO THRIVE:

First, start with a clean sheet of paper and get serious about your business processes.

This quote from Harvard Business School professor, Dr. Andrew McAfee, explains why:

“Our research shows that creating an innovative business process is more
important to business success than developing a new product or
investing in tools or equipment.”

The key here is “more important to business success” . . . The most
important thing you can do to survive, thrive and bypass the struggles
of opportunity seekers is not investing in new products, tools or
equipment.

You must invest in creating an innovative business process that will set
you apart from your competitors and give you the edge going into any
deal or when going after any opportunity.

Strategic application of superior knowledge, unique tools, templates and
refined technologies is a game-changer. See what your peers are saying
about the results.

Get it at the: “Advanced Federal Construction Training” Workshop

Results: http://GCExperts.com/workshops

Ryan Reitmeyer, Ph 512-260-4008

PS – The next Workshop is scheduled for May 22-24. 2013. Call to see if you qualify for an invitation.