Feeds:
Posts
Comments

Archive for the ‘Sales & Marketing’ Category

I am happy to report that this month, our little company Construction Market Consultants, Inc. is ten years old. That’s all I wanted to say about that; I just realized this a few weeks ago and thought I would share it in my next post…and now, on to your regularly scheduled blog.

I have written many times, finding ways to weave an analogy about golf and business mainly because I believe such mentions help create a pretty decent word picture. When asked what we do, a quick answer is that we are very much like a golf coach for your business. We come in, take a look at your ‘game’ and help you enhance what is working and correct and improve what is not.

So here we go again with one more golf to business/business to golf illustration.

One can learn a lot of useful information for both their golf game and their business from blogs, articles, newsletters, etc. I remember one of the most profound tips I ever received for my golf game came while waiting to get a haircut. It was a simple, one-page item about the difference between missing a putt on the ‘amateur’ side versus the pro side. Some may know what this means but if you are one that doesn’t and are curious, let me know.

I do believe there comes a time when one should consider seeking some customized answers. One size may fit all for hotel robes but not so much when it comes to building new business. I do love reading articles which such headlines as ‘Five Techniques To Increase Sales ’That Start With The Letter ‘M’. (I am actually writing one as we speak.) However, not everyone is selling the same product or service and they are not selling to the same group of prospects. Sometimes, a little customization is in order.

There are definitely some universal truths that will help anyone’s game but every now and then, consider calling your ‘local pro’ and ask for a lesson.
———————–
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

http://www.cmconl.com

Advertisements

Read Full Post »

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.

———————–

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

Read Full Post »

Back in the day, when I loved going to shows and had far fewer responsibilities than today, there was nothing like seeing ‘The Boss’ in concert. For those who have witnessed his show, you know you leave feeling as if you have climbed a very large hill, wind in your face.

For those who only know Mr. Springsteen’s music through the airwaves or via their favorite music playing machine, you really should consider seeing him live. More than likely, you will leave thinking that if the Olympics ever included rock and roll as an event, it is easily conceivable that Bruce Springsteen and the ‘E Street’ Band would win gold, silver and bronze.

That said, I remember one of the times he played in Atlanta, after a few songs, he stopped to greet the crowd, “How’s it going Chattanooga!?” Some good natured ‘Boos’ followed and he was quickly told he was in Atlanta. I remember thinking, how silly is that!? How could someone not know what city they are in? I mean, I am sure the tour is hectic but his days of lifting equipment; loading and unloading are/were way, way behind him.

Fast forward a few years and I one day find that I am assigned a rather large, ‘rock and roll’ task. Because of a very large initiative, and the debut of a new company within our stable, I was tapped to create, write and deliver a one hour presentation on how to introduce this new product to architectural firms.

My agenda was simple…do this presentation at all 12 of our major branch offices in five days.

As memory serves me, the schedule was:

Monday – San Diego, Los Angeles, San Francisco

Tuesday – Denver, Kansas City, Dallas

Wednesday – Chicago, Boston

Thursday – Washington DC, Atlanta

Friday – Tampa, Orlando

Just revisiting this schedule in my mind makes me tired. But, in those days, the potency of the ‘piss and vinegar’ running through my veins was definitely of a higher proof than today. In spite of all the eagerness and enthusiasm that I packed with me on this ‘whirlwind tour’, I did indeed find myself, in the back of a cab, wondering what city I was in. As soon as I reached for my itinerary, I remembered that Springsteen concert and thought to myself, “Wow, I don’t know what city I am in!”

Since those days, I have yet to find myself in the same situation. However, from time to time, in spite of my best OCD efforts to keep a well maintained scheduled and prioritized task list, I have had to take pause and focus on which way is up. For me, the end of the year is a great time to not only take a personal inventory of accomplishments and goals but for my business as well.

As we see 2010 draw upon a close and the wheels of commerce coast to a stop for another year, I hope you have fared well during this time of economic uncertainty and, from a business perspective, realized that if it did not kill you, it made you stronger.

Finally, while I publically apologize to Mr. Springsteen for my thoughts on his confusing Chattanooga with Atlanta, I also offer my most sincere wishes that you are able to build new business in 2011 to unprecedented heights.

Merry Christmas and here’s to a safe, happy and prosperous new year.

———————–
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

Read Full Post »

Back in the saddle is a good place to be!

My last post was more than a while ago and I did share with everyone how I was involved in an auto accident that put me on the sidelines for a while. Between physical therapy and having to have an operation, plus keep up with my ‘day job’, I have not had much time to write. That has changed.

One of the things I learned while I was trying to sneak in trips to the doctor and to P.T., was just how much I took for granted my ability to walk downstairs to my office each day and how much I truly am addicted to what I do. (Business-wise that is.)

I set as my goal, way back when, that I would retire at age 40. I had a Finance professor who taught Federal Finance (The Federal Reserve, etc.) and he did just that. On our last day of class, he said he wanted to thank us for being such a great group of students and that this was his final class as he was retiring.

To make a long story short, and to definitely date myself, my professor invested in real estate in the Athens, GA area, begin pyramiding his properties for several years and within a six month time frame, liquidated everything, netted after taxes, just north of $2,000,000. He bought a condo in south Florida and munis with the rest. That, I told myself, would be my plan.

Well, fast forward and the closest I ever came to that would be when my former company was sold, the new owners told ‘old timers’ like me to hit the road and I had six months severance and they had to purchase my stock. I was in no hurry to get a job. I told my wife, I was going to take six weeks and do nothing but play golf.

That lasted about three days.

I started going ‘crazy’ and then decided that I would make my job to find a new job. I would go to my home office at 8:00 AM and search for my next opportunity until 5:00 PM. Fortunately, at the same time, I started Construction Market Consultants, Inc. and have loved what I do ever since.

Why does Donald Trump, Warren Buffett, Larry Ellison, Steve Jobs still put in the hours they do? Because they love what they do.

I have since changed my mantra from my days in business school. I never want to retire. Sure, I have lofty financial goals that would put me in a position so I would not have to work, but rather would want to work. Yes, my IRA is not where it used to be but I am not that concerned. I am addicted to churning the wheels of commerce and am so grateful that I get to wake up each day and participate in the free enterprise system.

In spite of loving what I do, don’t let me kid you, there are, to quote Jimmy Buffett, ‘Good days and bad days and going half-mad days.’ without a doubt. I am more than ready for 2010 to be a part of history. However, there is nothing like savoring a successful RFP or to be referred a nice piece of business that helps sooth the aches and pains from pulling the crank and seeing three lemons time and time again.

Next time, I will address something more specifically pertaining to building new business. Today, I wanted to remind everyone that if you too are ready for 2011, to just keep on hanging on and if no one else decides to participate, let’s just us turn things around in spite of the doomsayers! Being the week of Thanksgiving, I am willing to bet that even the most beleaguered businesses still has things to be thankful for.

Have a great Thanksgiving everyone and know that of all the many things I am thankful for, those who take time to read my ramblings are definitely on that list.

———————–

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

http://www.cmconl.com

Read Full Post »

Everyone,

Sorry for the lack of activity but I hit a snag about a month ago on a business trip.

To make a long story short, I was involved in a head-on auto collision (Not my fault), was knocked out, woke up in the ambulance, got a CT Scan at emergency room, was told as I was checking out, “Oh yea…by the way, we found a golf ball sized tumor in your neck, you need to get that checked.”

We had it biopsied, inconclusive.

Radio-active medical scan, inconclusive.

So, last week they went in and got it…thankfully, it was benign.

That said, I am back in the saddle and ready to churn the wheels of commerce once again! I did a webinar yesterday for a company called Elevation Research Group and was very happy with the results. It was on, what else? Building New Business for Architects.

I trust all is well and enjoying cooler temps. I hope to post some good stuff shortly so in the mean time, keep on churning!

Bobby

Read Full Post »

Way back when, in my college days, I became very interested in investing in real estate. Those were the days when one would have found it a challenge to flip through the channels on television and not have seen some ‘guru’ hawking their real estate, home study course.

It was during this time when I first heard the phrase; ‘A Win-Win Situation’ and ‘Win-Win Negotiating’. Of course, the philosophy behind the headline is that in such a situation or negotiation, both parties win. What a concept!

I believe that, unless one has a gun pointed at their head, any time two parties agree and sign their name on the proverbial dotted line, how can it not be a win-win deal?

The past few months, I have found myself dealing with a new type of business situation which I shall call a ‘Win When?’ scenario.

I have recently worked with two clients; both on bringing new product and service offerings to market…both are involved in the construction industry. Both situations have reminded me of my father’s oft repeated line; “If a job is worth doing, it is worth doing right.”

Both situations have also prompted me to add to that with this: “If a job is worth starting, it is worth completing.”

In construction there is also the famous edict; “Measure twice, cut once.”

I constantly have to remind, not only my clients, but also myself, that the tried and true rule is not: “Measure six dozen times, think about cutting, hold meetings on the cutting process, deliberate on the cutting process and then go back to measuring.”

Do not misunderstand me, I am not ‘dissing’ planning, so much as I am promoting execution. That said, I believe I am in good company.

“Plans are only good intentions unless they immediately degenerate into hard work.” – Peter Drucker

“A good battle plan that you act on today can be better than a perfect one tomorrow.” – General George S. Patton.

“Git ‘r done!” – Larry the Cable Guy

Specifically, what I am talking about is all the planning in the world needs to point to a specific goal with a specific deadline providing a specific result.

Take pause for a moment and answer the following:

“What is the single most important thing I need to achieve for my business?

“When do I need to achieve this?”

“How will I achieve this?”

There, business planning in a nutshell.

We all want to win; we all want to build new business, we all want to see our revenue and margins increase but are we spending too much time find sanding the widget or are we putting it in the showroom window with a ‘For Sale’ sign on it and moving on to build the next one?

I am afraid I have worked with, and talked to, far too many people who appear to be far more endeared to the idea of playing business owner than being a business owner. Times are tough and time is valuable. More now than ever, focus on what will take you to your next big ‘win’ and know ‘when’ that will happen.

Do that and I believe you will find yourself in your very own win-win situation.

———————–

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

http://www.cmconl.com

Read Full Post »

Today is the Fourth of July.

While I will be attending the annual Darnell Family picnic and fireworks extravaganza, I will not be celebrating the ‘Fourth of July’.

I will however be celebrating Independence Day.

Now, for those who think I may be splitting hairs in game of semantics, allow me to explain. In Iran, North Vietnam, Syria and Cuba…they have a Fourth of July. Today we celebrate Independence.

We hold these truths to be self-evident, that all men are created equal, that they are endowed by their Creator with certain unalienable Rights, that among these are Life, Liberty and the pursuit of Happiness.

Apart from topics of eternal themes, my family and friends, there is absolutely nothing I am more passionate about than my daily participation in free market capitalism. My daily engagement in building new business for Construction Market Consultants and for our clients has been made possible by those brave men who set the stage for this country to truly be the land of opportunity.

Have a great, safe, fun weekend everyone. After the holiday, it is back to churning the wheels of commerce and our pursuit of happiness.

Thanks for reading…

——————–

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

http://www.cmconl.com

Read Full Post »

Older Posts »