Quality before Sales

Quality Before Sales: Why It’s Time to Shift Your Focus

Welcome to Elevate Construction’s blog, Episode 1400! That’s a huge milestone. In today’s blog, I want to talk about a principle that should guide everything we do: Quality Before Sales. Stick around, because this could change how you approach your next project.

Exciting Updates from Elevate Construction:

We’ve been on an incredible journey lately. The general superintendents who are co-authoring Elevating Construction Superintendents with me have agreed to join future blog interviews. Dean from PCL is also bringing some of their top-notch general supers into the conversation. Plus, we’re working on setting up regular blog collaborations with folks like Adam Beane, Mark, and Jake. These partnerships are what drive this community forward, and I’m beyond excited.

On the project front, we have a full construction team ready to build projects up to $150 million. High Street is looking for their next venture, and our pre-construction process has been running smoothly. If you know any owners seeking a great GC or looking to explore a collaborative partnership, reach out. I’m putting that positive energy out there.

We’re also making big moves with technology and growth. We’re expanding our VDC capacity and have just hired nine new team members at LeanTakt. Our Elevate Boot Camp is nearly sold out, with only a few spots left. If you’re interested, act fast!

Meanwhile, our books are progressing well. The Takt Theory and Control book is almost updated, the Field Engineer book is in editing, and the CPM book should be ready within six weeks. All formats, paperback, Audible, you name it. I couldn’t be more thrilled.

This Blog is About YOU:

Every piece of content I create is for you. If you have questions, ideas, or want to showcase your work, I’m all ears. Send me your videos, quotes, topics, or LinkedIn posts. I want this blog to highlight YOUR work just as much as mine. We are in this together.

Builder’s Code of the Day: Variation Kills Flow

Today’s code is about variation. The more variation you introduce into your project, the longer it will take. Stability, rhythm, and flow are what drive speed and efficiency. Running around making daily field changes out of habit is a killer for progress. Plan well, stay consistent, and you’ll see the difference.

A Message That Fuels Me:

I recently received a message from a reader that struck a chord. They spoke about how our content resonates, how they’ve developed resilience in this challenging industry, and how they believe we’re making real change. Messages like these are what keep me going. It’s not about fame or credit, it’s about us, working together to elevate this industry.

Three Questions to Diffuse Any Disagreement:

I came across a simple but powerful strategy to handle disagreements, and I believe every superintendent should have this visible in their office:

1. What would you suggest?
2. What would it take for you to agree?
3. Can you live with it?

These questions are sincere and disarming. They build bridges rather than walls, fostering collaboration in even the most tense meetings. Trust me, when you’re in a room full of trades discussing logistics, these questions can be game-changers.

Quality Before Sales: The Core Message

Now, let’s get to the heart of today’s blog Quality Before Sales. This isn’t just a catchy phrase; it’s a mindset. I was reminded of this while reading Marcus Sheridan’s They Ask You Answer.

Here’s the deal: the era of pushy sales tactics is over. People don’t want cold calls. They don’t want to be “sold to.” They want to find quality. Over 70% of buying decisions are made before the first sales conversation even happens. This is 100% applicable to construction.

If you’re a superintendent, PM, or PE interviewing for your next project, the best way to win that job is to deliver outstanding quality on the project you’re working on right now. Connect with the owner, pay attention to details, go the extra mile, and put yourself in the client’s shoes. Quality sells itself.

A Question for You:

Here’s my challenge to you: What are you doing right now to wow your client and win the next job? How are you ensuring your work stands out, so that it can be showcased with pride to anyone, anytime?

Key Takeaway:

Delivering exceptional quality on your current project is the most powerful sales strategy for securing your next job. In today’s construction industry, clients aren’t convinced by pitches, they’re convinced by performance. Quality always comes before sales.