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HUMAN BEINGS NOT STRUCTURES MAKE GREAT PROJECTS

HUMAN BEINGS NOT STRUCTURES MAKE GREAT PROJECTS. Four keys to Long Term Success. Presented By:. Alan Haughey Principal ConTech Construction, LLC. What Do Clients Want?. “If I had asked people what they wanted, they would have said a faster horse.” - Henry Ford.

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HUMAN BEINGS NOT STRUCTURES MAKE GREAT PROJECTS

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  1. HUMAN BEINGSNOT STRUCTURES MAKE GREAT PROJECTS Four keys to Long Term Success

  2. Presented By: Alan Haughey Principal ConTech Construction, LLC

  3. What Do Clients Want?

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

  5. What 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. What do ownersfear? 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. Fear, Mistrust, and Uncertainty Are the Enemy of Excellence • “Start With Why” by Simon Sinek • Trapeze artist and his net

  8. KEY #1Alignment & PLANNING Establish Integrity Align your Objectives Visualize outcomes Plan

  9. EVERYONE ON THE SAME SIDE OF THE TABLE

  10. Collaboration & Planning Mutual Benefit for all Parties

  11. Collaboration & Planning Advantages for the Owner • Builds Trust and Confidence over Time

  12. Collaboration & Planning Advantages for the Engineer Are you a referee or a target? • Builds trust and confidence with the team over time

  13. Collaboration & Planning Advantages for the Contractor • Can provide stress free budget and schedule • Builds trust and confidence with the team over time

  14. KEY #2Collaboration Talk isn’t cheap. It’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 • With everyone in the room, speed of decision making is instantaneous • There must be a decision maker at the meeting • Meeting minutes given to all attendees • Ball-in-court: Accountability

  17. External Communication 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 #3Performance Utilize your plan Keep everyone Engaged 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. Performance Marketing

  21. Solve Unforeseen ProblemsTogether

  22. Manage ConflictA fork in the Road • Lifelong consequences • Step up • Make sure they notice • Harsh Critic versus Raving Advocate

  23. KEY # 4WOW! FACTOR Owners need emotional reinforcement of what they are paying for.

  24. Wow! Factor • 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. Architectural pool deck

  26. Renovated RecreationDeck

  27. Compass Rose – Stamped Concrete

  28. Aesthetic Details

  29. Finished Product

  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 BusinessIt’s Personal

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