Before we can market ourselves, we have to establish a base line. That will require us to develop an understanding of what we are marketing and, above all, who we are. Many contractors identify themselves as being in the...
WALT DISNEY ONCE SAID, “you can dream, create, design and build the most wonderful place in the world, but it requires people to make the dream a reality.” Company founders understand that they need quality, professional...
When discussing distributors and manufacturers, we have to take a look at the big picture to see how it relates to contractors. This business relationship is important because it affects a contractor’s ability to meet the...
Marketing for Integrated Building Systems (IBS) requires two separate discussions: What is marketing exactly? And how do I branch out into IBS? Regarding marketing: “Its purpose is to create a customer,” said Peter Drucker...
The electrical contractor founders started their businesses with nothing more than an idea to work their trade. They created their businesses despite the risk and uncertainty. These entrepreneurs brought their skills and...
Trade shows are a big part of our industry. The current economy means contractors and vendors are being more prudent with company spending. Executives are questioning why they should attend conventions. There is a simple...
Handing over the family business is never easy Electrical contracting firms are mostly small family businesses and are going through a generation transition in the United States. It is predicted by the year 2013, nearly $4...
How does a family business exist? In this world of business conglomerates with clearly defined structures, and multicultural specialty workforces, how can family business survive? In the United States there are 22.4 million...
There has always been confusion regarding the differences between marketing and sales. The confusion is initiated when contractors discover that the most important task of marketing is not selling. Marketing is typically the...
For more than 30 years I have managed, taught and developed the skills of many successful sales professionals. Markets, competition, products and customers' demands have changed over the years, but the relationship between...
