I have moved the blog to: www.buildingnewbusiness.com
Come on over!
Thanks,
Bobby
Tuesday, December 9, 2008
Sunday, November 23, 2008
The Absolutes of Subjective Advice
Since I took my first philosophy course as a freshman in college, I have been a fan. In the many years since, I still enjoy studying philosophy and can say that doing so has done much more for me than being able to answer a few more questions on Jeopardy than I normally would have other wise.
Bear with me here as I promise to quickly get beyond the ‘school lesson’. If you read my post on ‘Magic and Sushi’ then you may remember that my passion for magic (Illusions) has helped me in business in that it has taught me to look at situations differently as far as coming up with solutions that may not be so obvious at first; the same is true with philosophy.
That said, let me take you to what I have learned watching some of the home repair/fix-it shows on cable. I am not a handy man but I do enjoy watching the work of those who are. In watching these shows, and I admit I speak from an understanding that I know very little about interior design, I could not help but notice how much of what is suggested as a solution seems to be subjective.
Here are a few examples:
1. We want to add this color to the baseboards because it will anchor the theme throughout.
2. If we place this bowl on the table, it will serve as a focal point helping to distract the buyer from the fact that the ceiling is not that high
3. If you are going for Zen, then nothing says Zen like river rock and textures.
Now, these claims may in fact be absolutes. I could query 1,000 designers and they may all be in total agreement and if so, fine. The point I am making is that as you are trying to grow your business, be careful of what may be subjective advice passing for an absolute.
Here are a few examples:
1. Cold calling is for the stone age, no one cold calls any more
2. If your business card does not make someone do a back flip, get rid of it and get one that does.
3. If you are not subscribing to a lead service, you are dead in the water.
In my, admittedly, subjective opinion, there are elements of truth in each of those sayings but one should not accept or discard each as something ‘either/or’ (Either true or false). I would ‘translate’ the three bits of advice as follows:
1. There may be better options for you than cold calling.
2. A great looking business card is better than a dull or amateurish looking one.
3. Subscribing to a lead service could give you an advantage.
If you are still reading, allow me to jump back to the ‘classroom’ briefly and what is known as the ‘fallacy of appeal’. This is common form of fallacy in that, rather than present an objective argument that stands on its own merit, presents some form of appeal, prompting the listener to accept a point without further questioning.
As you grow your business remember that there are lots of free advice out there, mine included. I encourage you not to fully discount or embrace what you read but rather see how it can apply to your business and take what truth from each that will help. Sometimes, the value may be nothing more than hearing or reading something that almost immediately you reject as ‘crazy’ but, after some thought, may prompt you to, as Apple says, ‘think different’.
In answering emails and my involvement in discussions on industry related online forums, it is easy to see/read so much advice that is pure opinion. In these tough economic times, are there any absolutes a company can focus upon? I believe there are, the good ole P&L statement comes to mind.
However, the path one takes to go about making productive changes will be paved with subjectivity which is why I am such a big proponent of doing all you can to not just ‘shoot from the hip’ as you try to build your business but document your changes, tweaks, adjustments. (See: ‘”Practice Does Not Make Perfect, Perfect Practice Makes Perfect.” - Bumper Sticker (Business) Theology –Thursday, November 6, 2008)
Bottom line, keep what works, toss what doesn’t but make sure you formulate the difference on absolutes as opposed to whether or not you find it personally appealing.
OK, next time I will be less ‘philosophical’…that is, unless I happen to write my blog just after being in a thoughtful discussion on the writings of Ludwig Josef Johann Wittgenstein and how his Vienna Circle promoted the believe that logical analysis performed with the help of symbolic logic is the preferred method for solving philosophical problems. (Talk about exciting!)
As always, if you have any questions, please feel free to drop me a line via email…I love talking shop.
Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc. An Atlanta based management consulting group specializing in business development, sales, marketing and profitability as well as executive placement for the Architectural, Engineering and Construction industry.
http://www.cmconl.com/
Bobby can be reached at bobbydarnell@cmconl.com
Bear with me here as I promise to quickly get beyond the ‘school lesson’. If you read my post on ‘Magic and Sushi’ then you may remember that my passion for magic (Illusions) has helped me in business in that it has taught me to look at situations differently as far as coming up with solutions that may not be so obvious at first; the same is true with philosophy.
That said, let me take you to what I have learned watching some of the home repair/fix-it shows on cable. I am not a handy man but I do enjoy watching the work of those who are. In watching these shows, and I admit I speak from an understanding that I know very little about interior design, I could not help but notice how much of what is suggested as a solution seems to be subjective.
Here are a few examples:
1. We want to add this color to the baseboards because it will anchor the theme throughout.
2. If we place this bowl on the table, it will serve as a focal point helping to distract the buyer from the fact that the ceiling is not that high
3. If you are going for Zen, then nothing says Zen like river rock and textures.
Now, these claims may in fact be absolutes. I could query 1,000 designers and they may all be in total agreement and if so, fine. The point I am making is that as you are trying to grow your business, be careful of what may be subjective advice passing for an absolute.
Here are a few examples:
1. Cold calling is for the stone age, no one cold calls any more
2. If your business card does not make someone do a back flip, get rid of it and get one that does.
3. If you are not subscribing to a lead service, you are dead in the water.
In my, admittedly, subjective opinion, there are elements of truth in each of those sayings but one should not accept or discard each as something ‘either/or’ (Either true or false). I would ‘translate’ the three bits of advice as follows:
1. There may be better options for you than cold calling.
2. A great looking business card is better than a dull or amateurish looking one.
3. Subscribing to a lead service could give you an advantage.
If you are still reading, allow me to jump back to the ‘classroom’ briefly and what is known as the ‘fallacy of appeal’. This is common form of fallacy in that, rather than present an objective argument that stands on its own merit, presents some form of appeal, prompting the listener to accept a point without further questioning.
As you grow your business remember that there are lots of free advice out there, mine included. I encourage you not to fully discount or embrace what you read but rather see how it can apply to your business and take what truth from each that will help. Sometimes, the value may be nothing more than hearing or reading something that almost immediately you reject as ‘crazy’ but, after some thought, may prompt you to, as Apple says, ‘think different’.
In answering emails and my involvement in discussions on industry related online forums, it is easy to see/read so much advice that is pure opinion. In these tough economic times, are there any absolutes a company can focus upon? I believe there are, the good ole P&L statement comes to mind.
However, the path one takes to go about making productive changes will be paved with subjectivity which is why I am such a big proponent of doing all you can to not just ‘shoot from the hip’ as you try to build your business but document your changes, tweaks, adjustments. (See: ‘”Practice Does Not Make Perfect, Perfect Practice Makes Perfect.” - Bumper Sticker (Business) Theology –Thursday, November 6, 2008)
Bottom line, keep what works, toss what doesn’t but make sure you formulate the difference on absolutes as opposed to whether or not you find it personally appealing.
OK, next time I will be less ‘philosophical’…that is, unless I happen to write my blog just after being in a thoughtful discussion on the writings of Ludwig Josef Johann Wittgenstein and how his Vienna Circle promoted the believe that logical analysis performed with the help of symbolic logic is the preferred method for solving philosophical problems. (Talk about exciting!)
As always, if you have any questions, please feel free to drop me a line via email…I love talking shop.
Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc. An Atlanta based management consulting group specializing in business development, sales, marketing and profitability as well as executive placement for the Architectural, Engineering and Construction industry.
http://www.cmconl.com/
Bobby can be reached at bobbydarnell@cmconl.com
Wednesday, November 12, 2008
Where Will This Economy ‘Lead’ Us?
"These are the new leads. These are the Glengarry leads. And to you they're gold, and you don't get them. Why? Because to give them to you would be throwing them away. They're for closers." Blake – Glengarry Glen Ross
Boy do I love that movie! If you have never seen Glengarry Glen Ross and have anything to do with trying to bring in new business for your company, watch this movie. It should make you feel a little better about your current situation. For there to be zero violence, it is the most difficult movie for me to watch because the performances are so powerful. [Warning: It is definitely a ‘grown up’ movie…keep the kids far away as the language can curdle milk.]
I was having a conversation with a prospect who is concerned about being able to build new business during this downturn. The conversation turned, as one might expect, to discussing how he feeds his pipeline and how he leverages the information that not only makes into the pipe, but is not considered ‘pipe worthy’.
I believe there is no such thing as a ‘bad lead’ for people selling products or services in the construction arena.
The one thing I tell anyone I speak with about building new business in this economy is that the greatest sales people in the world are not going to be able to convince any owner or developer into constructing a new building that they cannot afford.
So, what do we do?
If you subscribe to F.W. Dodge, Reed Construction Data, DEC International, CDC News or any of the other construction lead services you need to make sure you milk each lead for useful information. Remember, you are not the only company purchasing those leads so you have to know how to leverage each one beyond its primary purpose.
One of the profound incidences that led to me this business is when I was working at Construction Market Data (Now called Reed Construction Data) and would see companies paying up to hundreds of thousands of dollars for leads and using the information to just a small degree of their worth. My analogy is they were purchasing a new set of woods and irons (golf clubs for the non-golfers out there) and when it was time to play; they would grab just three clubs and leave the rest in the bag.
This is the time to review your sales and marketing strategies. How do you feed your pipeline? How do you process your contacts? How do you measure your results? How do you leverage each lead? What are you doing that your competitor is not?
With the days growing shorter, construction slowing down because of the season, now is the best time to review your sales processes and sharpen your ax.
A lead is not a contract or purchase order but merely the first step in that direction. What will you do differently that will give you the edge over the other hundreds of companies who have the same information?
There is no better time than now to refine the processes that fill your pipeline. I do not believe the economy will stay down but who knows when it will turn? In the mean time, use any time you have not fulfilling business to do all you can to build new business.
If you have any questions, let me know.
--------------------
Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc. An Atlanta based management consulting group specializing in business development, sales, marketing and profitability as well as executive placement for the Architectural, Engineering and Construction industry.
www.cmconl.com
Bobby can be reached at bobbydarnell@cmconl.com
Thursday, November 6, 2008
Bumper Sticker (Business) Theology
Politics and religion, the two subjects we are to avoid in polite company. No worries, I do not plan on trying to prove I can pull off broaching either subject in a way that will help you build new business. What I will do in this offering is to highlight some of my favorite ‘bumper sticker’ phrases, add a little meat to the bones and relate them to some ideas that may help spark a fire as you build new business.
“People Don’t Like To Be Sold, But They Love To Buy”™
This is such a popular ‘Bumper Sticker’ that it has been trademarked. This comes from renowned sales coach Jeffrey Gitomer, a creative, on-the-edge, writer and speaker whose expertise on sales, customer loyalty, and personal development is world renowned. If you are not getting his free, weekly newsletter, sign up now! (http://www.gitomer.com/)
What Jeffrey is saying here is that how often do you hear someone say, “I am going to the mall to be sold a TV.”? As compared to “I am going to the mall to buy a TV.”? Gitomer can elaborate much better on this topic than I ever could but the gist of it all is to make your product or service something someone wants to buy rather than something you have to sell them.
How much effort do you put in each month on learning new ways to have others buy from you?
“If I Had Six Hours To Chop Down A Tree, I Spend Four Sharpening My Ax.”
I just wrote a white paper for a client where I was able to use this, one of my favorite quotes. It has been attributed to Abraham Lincoln and it so simply states the need for proper planning. As we head into the colder months, depending upon which part of the country you reside, construction may slow to a crawl, if it has not already. This is the time you should be sharpening your ax.
How does your pipeline look? How are you filling that pipeline? How are you working that pipeline?
When you are trying to get people to buy…are you beating a tree for six hours with a dull ax or are you slicing through to new business with time to spare?
”Practice Does Not Make Perfect, Perfect Practice Makes Perfect.”
This quote has been attributed to Vince Lombardi but I am going to credit my father, my lifelong coach, for the impact this has had on me. Growing up, one would have had a difficult time convincing me I would not become the next Jack Nicklaus. Golf is what I did. One day, in the back of a golf magazine, I saw an ad for a net that one could erect in a garage or large room which would allow the person to hit practice shot after practice shot, grooving their swing all through the winter.
When I told my dad I wanted one, he balked. I asked why and he said, “How do you know if you are grooving your swing the correct way? How can you tell where the ball ends up if you are hitting it into a net?” He went on to explain unless you could see the end result, that practice alone is not making perfect.
How often to you review your presentation? Have someone critique your pitch?
“Any Goal Not Written Down Is Nothing But A Dream.”
I never cease to be amazed, when talking with prospects, how few do not have a simple list of goals. I won’t even go into how few actually have a business plan. I am not sure who to credit the above quote to but it is one of my favorites.
Think about this...the construction industry is all about following plans, construction documents and specifications. This information will tell a contractor everything from how to erect the steel all the way down to pointing the direction of air flow from a diffuser yet when asked if the have/follow a set of plans for their business, many just stare and blink.
Let today’s goal be to create a list of goals unless, of course, you have already accomplished this goal. If so, what about your employees? Do you know what their goals are?
"Failure Will Never Overtake Me If My Determination To Succeed Is Strong Enough."
This one is easy. Og Mandino, author of ‘The Greatest Salesman In The World’ and the book I have purchased more than any other. (We give a hardback copy of this great book to all high school graduates we know.)
Times are tough and who knows when things are going to turn around but hang in there and never give up. Sharpen your ax every day, even if it is for just five or ten minutes at a time.
If your determination needs a boost, get Og’s book and if you read nothing else, read “I Will Persist Until I Succeed.” It works for me every single time.
--------------------
Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc. An Atlanta based management consulting group specializing in business development, sales, marketing and profitability as well as executive placement for the Architectural, Engineering and Construction industry.
http://www.cmconl.com/
Bobby can be reached at bobbydarnell@cmconl.com
Tuesday, October 14, 2008
To Make A Long Story Short
We live in an age of time saving devices and services and I love each and every one. I truly believe that a fax machine, for those who still use them, saves time compared to putting a document in the US mail but I am not so sure the time we save actually goes in as a credit in our ‘time bank’ before we quickly ‘spend’ those saved moments. We want things fast and we want them now.
As much as I love being able to get the latest ball scores and weather on my Blackberry while watching my little girl play softball, there are just some things that cannot be hurried. In the time that I have been a business development consultant I have learned many things and key among those is, in the A/E/C market, when you bill yourself as a ‘business development consultant’ people will listen to you. They want to know what you may know, that they don’t. What small bit of information do you have that may help them bring in some new business, today. The truth of the matter is, there are not any ‘New Business Packets’ one can stick in the microwave for 90 seconds and out comes a purchase order or even an RFP.
Building your pipeline takes time.
Building your brand takes time.
Building your company’s reputation takes time.
Building your business takes time.
Of course, I am not telling anyone anything new so don’t think of this offering as anything more than a gentle reminder that the things we do today are the seeds for the contract we close in weeks or even months down the road.
The economy is tighter than bark on a tree right now and there are a lot of prospects and potential customers sitting on the sidelines wanting to ‘wait and see’. As a business owner, this is not the time to sit on the sidelines, waiting and seeing. If you have some extra time on your hands, here is a short and quick list of items you may want to consider giving a quick review:
-- How does your collateral material look? It is time for an upgrade? This includes your letterhead, brochures, website, mailing labels, business cards, etc.
-- How are your public speaking skills? Have you ever been to a Toastmasters meeting?
-- How are you doing in the wonderful new world of ‘social networking’? Are ‘LinkedIn’, Plaxo, Facebook foreign words to you?
-- How many e-newsletters do you receive versus how many you read? Is it time to revaluate their worth? Are you not reading some that may really have some useful information?
-- How are you doing on keeping in touch with your tried and true clients/customers? Do you only call on them when you are trying to sell them something?
-- How long has it been since you attended your local association meeting?
The list could go on and on but I promised to keep it short and quick.
We live in an age where we don’t have time to read the entire book…give me the ‘Cliff Notes’ version please. Heck, there even services one can subscribe to that does exactly that…gives you the latest and greatest business book reduced down to just a few pages. [I have always wanted to give their trail version a run but never had the time.]
Speaking of Cliff Notes, and I will close with this as I know you are in a hurry. I was on a plane not too long ago and the gentleman next to me had the last name, ‘Cliff’. I made a comment to the effect of, “Oh, Cliff, as in ‘Cliff Notes’?” and believe or not, he replied, “Yes, exactly. My father created ‘Cliff Notes’.”
After asking him to thank his father for me for helping me, and an untold number of other high school students who did not have time to read ‘Robinson Crusoe’, I asked him, “How did your dad come up with the idea for ‘Cliff Notes’?
His reply was, “Well, to make a long story short…”
--------------------
Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc. An Atlanta based management consulting group specializing in business development, sales, marketing and profitability as well as executive placement for the Architectural, Engineering and Construction industry.
http://www.cmconl.com
Bobby can be reached at bobbydarnell@cmconl.com
As much as I love being able to get the latest ball scores and weather on my Blackberry while watching my little girl play softball, there are just some things that cannot be hurried. In the time that I have been a business development consultant I have learned many things and key among those is, in the A/E/C market, when you bill yourself as a ‘business development consultant’ people will listen to you. They want to know what you may know, that they don’t. What small bit of information do you have that may help them bring in some new business, today. The truth of the matter is, there are not any ‘New Business Packets’ one can stick in the microwave for 90 seconds and out comes a purchase order or even an RFP.
Building your pipeline takes time.
Building your brand takes time.
Building your company’s reputation takes time.
Building your business takes time.
Of course, I am not telling anyone anything new so don’t think of this offering as anything more than a gentle reminder that the things we do today are the seeds for the contract we close in weeks or even months down the road.
The economy is tighter than bark on a tree right now and there are a lot of prospects and potential customers sitting on the sidelines wanting to ‘wait and see’. As a business owner, this is not the time to sit on the sidelines, waiting and seeing. If you have some extra time on your hands, here is a short and quick list of items you may want to consider giving a quick review:
-- How does your collateral material look? It is time for an upgrade? This includes your letterhead, brochures, website, mailing labels, business cards, etc.
-- How are your public speaking skills? Have you ever been to a Toastmasters meeting?
-- How are you doing in the wonderful new world of ‘social networking’? Are ‘LinkedIn’, Plaxo, Facebook foreign words to you?
-- How many e-newsletters do you receive versus how many you read? Is it time to revaluate their worth? Are you not reading some that may really have some useful information?
-- How are you doing on keeping in touch with your tried and true clients/customers? Do you only call on them when you are trying to sell them something?
-- How long has it been since you attended your local association meeting?
The list could go on and on but I promised to keep it short and quick.
We live in an age where we don’t have time to read the entire book…give me the ‘Cliff Notes’ version please. Heck, there even services one can subscribe to that does exactly that…gives you the latest and greatest business book reduced down to just a few pages. [I have always wanted to give their trail version a run but never had the time.]
Speaking of Cliff Notes, and I will close with this as I know you are in a hurry. I was on a plane not too long ago and the gentleman next to me had the last name, ‘Cliff’. I made a comment to the effect of, “Oh, Cliff, as in ‘Cliff Notes’?” and believe or not, he replied, “Yes, exactly. My father created ‘Cliff Notes’.”
After asking him to thank his father for me for helping me, and an untold number of other high school students who did not have time to read ‘Robinson Crusoe’, I asked him, “How did your dad come up with the idea for ‘Cliff Notes’?
His reply was, “Well, to make a long story short…”
--------------------
Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc. An Atlanta based management consulting group specializing in business development, sales, marketing and profitability as well as executive placement for the Architectural, Engineering and Construction industry.
http://www.cmconl.com
Bobby can be reached at bobbydarnell@cmconl.com
Tuesday, September 30, 2008
Magic and Sushi - Part II
Magic & Sushi – Part II
Yesterday the market dropped 777 points. Today, I am hoping to have sushi for lunch.
In my previous entry, I talked about two things in my personal life that have helped me in my business life. The first being my passion for magic, that is, ‘slight of hand’, illusions, card tricks and not Harry Potter making a broom talk kind of magic. The second being how I did a complete ‘180’ on sushi and went from believing that sushi restaurants were the grandest product of marketing ever, since no one could possibly like that stuff, to tracking all the sushi restaurants I have sampled in my travels across the county.
Magic has helped me because it has taught me to look at things differently, how to think about solutions differently and more often than not, how to not ‘over think’ a situation when the answer may be quite simple…much like a good magic trick.
My love for sushi has helped me because it is probably the single most profound example of me being so entirely wrong about something and the reason I am now enjoying the benefits of being proved wrong, is simply that I tried something new.
Another example would be how I was ‘married’ to my old CRM system…until I tried a new one.
My favorite way to book a hotel could not be beat…until I tried a new one.
I believe you see where this is going.
Times are tough for most business owners. The economy is crawling at a snail’s pace and in order to ‘meet payroll’, many companies are going to have to, while they attempt to figure out the ‘magic trick of the day’…order a nice sampler platter of sushi and try something new.
For the past several years, we have been focusing on revenue growth with our clients. In the past year and a half, we have also learned to focus on cost containment. In doing so, we have learned there are many more ways to save money….big money, beyond keeping the thermostat at 78 in the summer and 68 in the winter.
A few of the more profound ways we have learned to directly impact your bottom line would be:
Wireless/Cell Phone Rate Plan Optimization – Granted this is more towards companies with a larger number of wireless units, be it AirCards, Blackberries, cell phones but we have learned, apart from the United States Federal Tax Code, there are few things as complicated as understanding a wireless bill/rate plan once you get over a certain amount of units. (Hint: There is a reason for this.) We have worked with companies that have saved hundreds of thousands of dollars annually just by getting an expert to look at their plan, recommend changes and implement those changes.
Negotiate Overnight Shipping Rates – In the A/E/C world, getting something there absolutely, positively the next day takes on a whole new meaning. If you are shipping at ‘retail rates’ there are good people out there than can negotiate for you a better rate or you pay nothing. How can you not want to try this?
Office Supplies – Yes, you can significantly add to your bottom line while purchasing paper clips, ‘sticky notes’ and pens. Negotiate an office supply deal with a national supplier but make sure everyone in your company purchases from that contract. (See previous post on ‘The Cup vs. The Straw’)
These are just a few of the ones we are aware of and have worked with and there are, no doubt, others. The trick is, pun intended, to see things differently, or as Apple suggests, ‘think different’. Never, ever stop working on increasing revenue but at the same time, to paraphrase Ben Franklin, "$10,000 saved, is $10,000 earned.”
--------------------
Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc. An Atlanta based management consulting group specializing in business development, sales, marketing and profitability as well as executive placement for the Architectural, Engineering and Construction industry.
www.cmconl.com
Bobby can be reached at bobbydarnell@cmconl.com
Yesterday the market dropped 777 points. Today, I am hoping to have sushi for lunch.
In my previous entry, I talked about two things in my personal life that have helped me in my business life. The first being my passion for magic, that is, ‘slight of hand’, illusions, card tricks and not Harry Potter making a broom talk kind of magic. The second being how I did a complete ‘180’ on sushi and went from believing that sushi restaurants were the grandest product of marketing ever, since no one could possibly like that stuff, to tracking all the sushi restaurants I have sampled in my travels across the county.
Magic has helped me because it has taught me to look at things differently, how to think about solutions differently and more often than not, how to not ‘over think’ a situation when the answer may be quite simple…much like a good magic trick.
My love for sushi has helped me because it is probably the single most profound example of me being so entirely wrong about something and the reason I am now enjoying the benefits of being proved wrong, is simply that I tried something new.
Another example would be how I was ‘married’ to my old CRM system…until I tried a new one.
My favorite way to book a hotel could not be beat…until I tried a new one.
I believe you see where this is going.
Times are tough for most business owners. The economy is crawling at a snail’s pace and in order to ‘meet payroll’, many companies are going to have to, while they attempt to figure out the ‘magic trick of the day’…order a nice sampler platter of sushi and try something new.
For the past several years, we have been focusing on revenue growth with our clients. In the past year and a half, we have also learned to focus on cost containment. In doing so, we have learned there are many more ways to save money….big money, beyond keeping the thermostat at 78 in the summer and 68 in the winter.
A few of the more profound ways we have learned to directly impact your bottom line would be:
Wireless/Cell Phone Rate Plan Optimization – Granted this is more towards companies with a larger number of wireless units, be it AirCards, Blackberries, cell phones but we have learned, apart from the United States Federal Tax Code, there are few things as complicated as understanding a wireless bill/rate plan once you get over a certain amount of units. (Hint: There is a reason for this.) We have worked with companies that have saved hundreds of thousands of dollars annually just by getting an expert to look at their plan, recommend changes and implement those changes.
Negotiate Overnight Shipping Rates – In the A/E/C world, getting something there absolutely, positively the next day takes on a whole new meaning. If you are shipping at ‘retail rates’ there are good people out there than can negotiate for you a better rate or you pay nothing. How can you not want to try this?
Office Supplies – Yes, you can significantly add to your bottom line while purchasing paper clips, ‘sticky notes’ and pens. Negotiate an office supply deal with a national supplier but make sure everyone in your company purchases from that contract. (See previous post on ‘The Cup vs. The Straw’)
These are just a few of the ones we are aware of and have worked with and there are, no doubt, others. The trick is, pun intended, to see things differently, or as Apple suggests, ‘think different’. Never, ever stop working on increasing revenue but at the same time, to paraphrase Ben Franklin, "$10,000 saved, is $10,000 earned.”
--------------------
Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc. An Atlanta based management consulting group specializing in business development, sales, marketing and profitability as well as executive placement for the Architectural, Engineering and Construction industry.
www.cmconl.com
Bobby can be reached at bobbydarnell@cmconl.com
Monday, September 22, 2008
Magic and Sushi – Part I
News flash! The economy is hurting just a tad.
OK, so that is really not any news but what may be news are the many different ways companies in the A/E/C marketplace are changing their operations in order to meet the many challenges of the slow down in their industry.
Increasing revenue is always one of a company’s top priorities. When times are good, cutting costs is sometimes put on a back burner and for understandable reasons. But these are times when we must push both our revenue increasing efforts as well as our cost cutting ones.
So what does this have to do with magic and sushi? Glad you asked. Of all my many interests outside of business, the one that has probably helped me the most is my love for magic. I became interested in magic as a young child but in my freshman year of college; I met a couple of guys who were really into magic. They helped support themselves through school by doing magic shows around the state and they sort of took me under their wing and showed me a few things.
When it came to magic, I learned a lot from Sammy and Steve but two of the main things I learned was (1) never do the same trick twice in a row. It makes it too easy for your audience to figure out the trick and (2) most people ‘over think’ the trick when trying to figure out ‘how’d you do that!” The solution is usually very, very simple.
In learning new illusions or tricks, I had to figure them out on my own as they rarely told me how a trick was done. Unless of course it was Sam who sold me a few…he also taught me a fair amount on negotiating and bartering.
Getting back to the topic of increasing revenue or cutting costs, as well as many other aspects of business, I have learned to take those same thought processes that help me figure out how a magician does something that seems utterly impossible and apply it to real world business situations. Just like in magic, it is often the simplest method that is correct one. This way of thinking has helped me to look at a situation, process many ways to figure out ‘how it’s done’ and finally arrive at what is hopefully the best answer. (Unlike magic, in business it usually takes a little longer to know if you were correct.)
Now, on to the sushi…
There was a time in my life when I was absolutely, totally, 100% convinced that the only reason anyone tried sushi, tasted sushi or ate sushi was because it was the ‘thing to do’. No one could possibly like it. It was raw fish for crying out loud!
I held that worldview for many years until something amazing happened. I tried it. You can now ad sushi to the long list of things I was wrong about. From that day forward, I have been hooked and when asked, ‘Where shall we go eat?” my answer is usually sushi.
The point I am trying to make here is that as we look for ways to improve our bottom line, we may have to ‘hold our nose’ and try some things we never thought we would try. We may have to tilt our head a bit and look to see if there is a way other than for the ‘card to be pulled up the sleeve on a wire’ for it to have disappeared.
In my workshop “Building New Business™” I lead off with a card trick. It is, in my opinion, one of the greatest card tricks ever because its simplicity is only surpassed by the incredible effectiveness of the illusion. I start off with the trick not to show any slight of hand skills I may posses but to get the group suggesting ways how the trick is done. To date, no one who has not seen the trick before has figured it out but it has proven to be a great exercise to get everyone thinking…’how’d he do that.” In other words, thinking of different ways to find a solution.
In part II…we will look at a few ‘sushi items’ you may want to consider giving a try as ways to increase revenue or cut costs. Until then…pick a card, any card.
--------------------
Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc. An Atlanta based management consulting group specializing in business development, sales, marketing and profitability as well as executive placement for the Architectural, Engineering and Construction industry.
www.cmconl.com
Bobby can be reached at bobbydarnell@cmconl.com
OK, so that is really not any news but what may be news are the many different ways companies in the A/E/C marketplace are changing their operations in order to meet the many challenges of the slow down in their industry.
Increasing revenue is always one of a company’s top priorities. When times are good, cutting costs is sometimes put on a back burner and for understandable reasons. But these are times when we must push both our revenue increasing efforts as well as our cost cutting ones.
So what does this have to do with magic and sushi? Glad you asked. Of all my many interests outside of business, the one that has probably helped me the most is my love for magic. I became interested in magic as a young child but in my freshman year of college; I met a couple of guys who were really into magic. They helped support themselves through school by doing magic shows around the state and they sort of took me under their wing and showed me a few things.
When it came to magic, I learned a lot from Sammy and Steve but two of the main things I learned was (1) never do the same trick twice in a row. It makes it too easy for your audience to figure out the trick and (2) most people ‘over think’ the trick when trying to figure out ‘how’d you do that!” The solution is usually very, very simple.
In learning new illusions or tricks, I had to figure them out on my own as they rarely told me how a trick was done. Unless of course it was Sam who sold me a few…he also taught me a fair amount on negotiating and bartering.
Getting back to the topic of increasing revenue or cutting costs, as well as many other aspects of business, I have learned to take those same thought processes that help me figure out how a magician does something that seems utterly impossible and apply it to real world business situations. Just like in magic, it is often the simplest method that is correct one. This way of thinking has helped me to look at a situation, process many ways to figure out ‘how it’s done’ and finally arrive at what is hopefully the best answer. (Unlike magic, in business it usually takes a little longer to know if you were correct.)
Now, on to the sushi…
There was a time in my life when I was absolutely, totally, 100% convinced that the only reason anyone tried sushi, tasted sushi or ate sushi was because it was the ‘thing to do’. No one could possibly like it. It was raw fish for crying out loud!
I held that worldview for many years until something amazing happened. I tried it. You can now ad sushi to the long list of things I was wrong about. From that day forward, I have been hooked and when asked, ‘Where shall we go eat?” my answer is usually sushi.
The point I am trying to make here is that as we look for ways to improve our bottom line, we may have to ‘hold our nose’ and try some things we never thought we would try. We may have to tilt our head a bit and look to see if there is a way other than for the ‘card to be pulled up the sleeve on a wire’ for it to have disappeared.
In my workshop “Building New Business™” I lead off with a card trick. It is, in my opinion, one of the greatest card tricks ever because its simplicity is only surpassed by the incredible effectiveness of the illusion. I start off with the trick not to show any slight of hand skills I may posses but to get the group suggesting ways how the trick is done. To date, no one who has not seen the trick before has figured it out but it has proven to be a great exercise to get everyone thinking…’how’d he do that.” In other words, thinking of different ways to find a solution.
In part II…we will look at a few ‘sushi items’ you may want to consider giving a try as ways to increase revenue or cut costs. Until then…pick a card, any card.
--------------------
Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc. An Atlanta based management consulting group specializing in business development, sales, marketing and profitability as well as executive placement for the Architectural, Engineering and Construction industry.
www.cmconl.com
Bobby can be reached at bobbydarnell@cmconl.com
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