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Archive for January, 2011

I am guessing it has now been close to a year when this blog was nominated and won Mark Buckshon’s ‘Best Construction Blog of 2010’ contest. I only mention this because the contest is back on and I would like to promote it as best I can as well as mention publicly that I am sitting it out this year.

Mark Buckshon is the reason why I started a blog in the first place. How Mark and I met makes for a pretty cool networking story and from that, he gave me my first ‘big break’ by allowing me to write an article for one of his regional newspapers.

Last year’s blog contest came to my attention because I subscribe to Mark’s blog and his newsletter. It was through one of the two that I became aware of the contest and while one could nominate their own blog, I saw that Chris Hill (Construction Law Musings) was in the hunt so I figured why join a ‘fight’ I cannot win. (Translation: Chris’ blog is, in my opinion, one of the very best out there.)

Later, in an update about the contest, I saw that I was not only nominated, but leading the voting. That changed the landscape of my intentions and after reading the rules, I saw that I better give this competition some attention.

The purpose of this entry is not so much to tell one how to win a blog contest but to emphasize the importance of contact management. In my ‘previous life’, there was a period of my career where I was responsible for training all the researchers at Construction Market Data, an international construction information group. That involved mastering their large database of projects, companies and contacts. That is where I developed my passion for CRMs, data mining and was able to weave my healthy dose of OCD into a pretty decent career.

Last year’s blog contest was like ‘American Idol’ except, no judges…just people ‘calling in’ to vote. This year, Mark has added other criterion which I believe is a great idea. After the contest, I wrote in my post ‘Madonna Voted Best Singer’ that I did not think for a minute my blog was the best. However, because part of what I do is train people and consult with companies on the importance of maintaining their data, leveraging it, networking and marketing and if the contest could be won by simply asking people to vote, then I knew I had no choice but to win.

Harvey MacKay, the author of such great books as, ‘How To Swim With The Sharks Without Getting Eaten Alive’ and ‘Dig Your Well Before You’re Thirsty suggests you should have as a goal to create a list of people that you can call on at midnight and they will be happy to loan you $10,000. While that is a goal I am still working on, I do have a very, very robust list of people I can contact who would easily consider clicking on a link to vote for me in a contest, referring me to someone or help me with any number of requests.

If the three most important words in real estate are location, location, location, I believe it could be argued the three most important words in building new business could be contacts, contacts, contacts. Some may think I carry this to the extreme but I currently have over 7,000 contacts, 80% of them are in the construction or design industry and I can tell you, for the most part, where I met that person, how we are connected, some small tidbit of history and more.

Also, the important part of maintaining your contacts is not to ‘touch base’ with them just when you need a favor.

After the contest was over, Mark called to talk and asked me how I gathered so many votes. At first, I did not want to tell him because the methods I used are actually part of the system I have developed and get paid to teach others. However, I did share with him the basics and even went so far as to share with him the text of the email I sent showing how I was able to gather so many votes. Mark published this in his follow up report.

Still, to this day, there are those who believed I ‘gamed the system’ or state that they believe I played fairly, ‘as far as they can tell.’ Those alone are the reasons I am sitting out the contest this year but I do encourage everyone to participate. There are a lot of great blogs out there with lots of great information and you can never tell when you will find that one little nugget or pearl of wisdom that could lead to bigger and better things.

Good luck bloggers!

To go to the contest, click here

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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.

Bobby can be reached at bobbydarnell [at] cmconl.com

www.cmconl.com

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There was a time when I was a fairly decent resource for all that was ‘technology’…however, that was many, many moons ago. I like to think I am a bit above the curve for some things, and I am learning more every day, but I still am surrounded by people who are bona fide experts and call upon their knowledge when I know I am faced with a task that is beyond my reach.

That said, I do know what binary is and how it relates to computers. I find it fascinating when I see a software program or application that does some amazing things and realize that all a computer can really do is add 1 and 0.

With the beginning of a new year, I believe it deserves our personal consideration to be a bit more ‘binary’ as we look at our current efforts to build new business. Now, before we begin, please do not misinterpret what I am about to say as me believing all things are either black or white. This is only a test. Please ‘circle’ the appropriate response.

Q: Do you have a bona fide, you can reach in a drawer, put your hands on, marketing plan for 2011?
A: Yes or No

Q: Was your bona fide, 2010 marketing plan effective?
A: Yes or No

Q: All of your employees are aware of and support your marketing plan?
A: Yes or No

See the pattern we are developing here?

Sure, one could answer the above questions with, “Kind of” or “Sort of” but for this exercise, those responses do not compute. There is no better time than the beginning of a new year to be more decisive in what you will do to build new business for the next 12 months.

In closing, will you take a few moments to sit down, review your business development, sales and marketing strategy and see if you need to upgrade or are happy with the results of your current model? Circle one please.

A: Yes or No.

Remember, goals that are not written down are just wishes.

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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.

Bobby can be reached at bobbydarnell [at] cmconl.com

www.cmconl.com

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