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HUMAN BEINGS NOT STRUCTURES MAKE GREAT PROJECTS F OUR KEYS TO L ONG T ERM S UCCESS.

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Presentation on theme: "HUMAN BEINGS NOT STRUCTURES MAKE GREAT PROJECTS F OUR KEYS TO L ONG T ERM S UCCESS."— Presentation transcript:

1 HUMAN BEINGS NOT STRUCTURES MAKE GREAT PROJECTS F OUR KEYS TO L ONG T ERM S UCCESS

2 P RESENTED B Y : Alan Haughey Principal ConTech Construction, LLC

3 W HAT D O C LIENTS W ANT ?

4 “If I had asked people what they wanted, they would have said a faster horse.” - Henry Ford

5 W HAT DO OWNERS REALLY WANT ? To win To be part of the team To feel included Feel pride in their contribution To be trusted and respected Security: To trust their construction teammates r

6 W HAT DO OWNERS FEAR ? Fear of: Being taken advantage of Cost over-runs Schedule over-runs Bad quality Experts’ knowledge Letting down their owners/investors » Losing their job if things go poorly Fear of their own ignorance

7 F EAR, M ISTRUST, AND U NCERTAINTY A RE THE E NEMY OF E XCELLENCE “Start With Why” by Simon Sinek Trapeze artist and his net

8 KEY #1 Alignment & PLANNING E STABLISH I NTEGRITY A LIGN YOUR O BJECTIVES V ISUALIZE OUTCOMES P LAN

9 EVERYONE ON THE SAME SIDE OF THETABLE

10 Owner ContractorEngineer C OLLABORATION & P LANNING Mutual Benefit for all Parties

11 C OLLABORATION & P LANNING Advantages for the Owner Builds Trust and Confidence over Time

12 C OLLABORATION & P LANNING Advantages for the Engineer Are you a referee or a target? Builds trust and confidence with the team over time

13 C OLLABORATION & P LANNING Advantages for the Contractor Can provide stress free budget and schedule Builds trust and confidence with the team over time

14 KEY #2 Collaboration T ALK ISN ’ T CHEAP. I T ’ S INVALUABLE

15 WEEKLY SUBCONTRACTOR MEETINGS Weekly subcontractor meetings focus and unify effort Reduces uncertainty Builds a sense of teamwork

16 PROGRESS MEETING WITH OWNER Meeting minutes given to all attendees Ball-in-court: Accountability With everyone in the room, speed of decision making is instantaneous There must be a decision maker at the meeting

17 E XTERNAL C OMMUNICATION Website, Newsletter, and YouTube “Control the Conversation” Build anticipation Silence the naysayers and gossip mongers Defend the owner rep or the Board Show the positives Videos Photos Progress updates

18 KEY #3 Performance U TILIZE YOUR PLAN K EEP EVERYONE E NGAGED EXECUTE

19 PERFORMANCE Everybody is working together as a team Utilize the expertise of each stakeholder Builds buy-in from everyone there because they are part of the process Total transparency and disclosure builds trust Monitor efforts – track changes, document changes, review data, Build trust and confidence

20 P ERFORMANCE M ARKETING

21 S OLVE U NFORESEEN P ROBLEMS T OGETHER

22 Manage Conflict A fork in the Road Lifelong consequences Step up Make sure they notice Harsh Critic versus Raving Advocate

23 KEY # 4 WOW! FACTOR O WNERS NEED EMOTIONAL REINFORCEMENT OF WHAT THEY ARE PAYING FOR.

24 W OW ! F ACTOR Owners need to see where their money went. Curb appeal is required to satisfy owners. Structural fixes alone are not enough. Owners crave pride of ownership. They want to feel refreshed. They want to see and feel the transformation. They want to be able to show off to their friends and family Unexpected bonus features

25 A RCHITECTURAL POOL DECK

26 R ENOVATED R ECREATION D ECK

27 C OMPASS R OSE – S TAMPED C ONCRETE

28 Aesthetic Details

29 F INISHED P RODUCT

30 Intangible Wow Factors Fanatic customer service Constant Good Humor Celebration of success Direct, human visceral connection The limbic brain system

31 TANGIBLE RESULTS FOR THE CONTRACTOR ON THIS PROJECT International recognition for winning project of the year A tremendous sense of accomplishment for transforming a major landmark A true spirit of teamwork with the owner, architect, engineer, and subcontractors Very profitable project Three (3) new projects with the client within one year Two new clients who merely drove past the job and called

32 Typical Project Schedule

33 WHAT YOU WILL GAIN The cost of getting a new client is reported to be 5 to 8 times more expensive than keeping a current client A happy current client will pay more than a skeptical new client because they know, not hope, that you can perform A repeat client is more apt to give good referrals A repeat customer is more forgiving of a mistake because they presume it was not intentional or the norm Repeat customers become friends and advocates over time Friendship

34 Still Don’t Believe ? Think of your personal life- spouse or child Integrity Start with the end in mind -Alignment Collaboration Performance Wow Factor

35 It’s not Just Business It’s Personal


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