E602: The Best Sales Force

The best sales force is completely free, just engage them.


  1. Sales and marketing is a huge part of our business
    1. We spend money on advertising and lead development
    2. We spend time seeking out opportunities
    3. Are you taking advantage of the best sales force available?
  2. Word of mouth is the best form of advertising there is
    1. It creates instant credibility
    2. It builds relationships with none exist
    3. Referrals put you in the driver’s seat
  3. Build up your word of mouth
    1. Over promise and over deliver
    2. Make customer satisfaction a priority
    3. Create raving fans of your work

E552: Chase The Right Work

Landing the wrong project can destroy a good business.


  1. Not all work is equal
    1. Different project types, sizes, locations, etc.
    2. Different Owners, clients, managers, financing, etc.
    3. Different requirements placed on the contractors
  2. Determine what is best for you
    1. Start with your vision – what types of projects support it
    2. How do you want your business to run
    3. What are the skill sets you have now and in the future
  3. Use the Go / No-Go process
    1. Create your ideal project and create a score
    2. Score each potential project should be scored and compared to the ideal
    3. Use this scoring to determine which projects / clients you should chase
    4. Don’t be afraid to walk away