Construction Genius | Construction Leadership

A long term commitment to building relationships through networking will result in more sales. As a CEO or President, you play the main role in building your network and making sure the people in your organization continue to cultivate those relationships.

My guest today is a construction company President and a tremendous networker. Austin Edwards of Emerald Site Services gives several practical pointers that can help construction leaders in not only expanding their network, but in nurturing those connections to encourage more sales.

Find out how you can cultivate the right network that propels your business to success.

0:00 Introduction2:39 The CEO's Role in Business Development 5:14 When Saying 'No' to Big Projects Is the Right Choice6:59 What Networking Actually Is9:53 Networking Vs. Selling12:33 The Right Way to Network15:56 The Mindset for Starting the Conversation19:21 Identifying the Person You Want to Get Introduced To21:08 The Importance of Being Top of Mind23:21 Cultivating Relationships Outside Your Direct Network25:34 Maintaining Your Current Clients (While Growing Your Business)28:09 The Difference Between Good Events and Bad Events30:05 Overcoming Rejection32:20 Why CEOs Should Share their Network with Their People34:32 How to Get Better at Networking36:53 Networking Advice Specifically for CEOs38:38 BONUS: The Must-Visit Restaurant in Budapest

Austin Edwards is the President and Principal at Emerald Site Services. Based in Sacramento, California, the company offers stormwater compliance services and consulting as well as complete solutions for erosion and sediment control. As President, Edwards oversees a family-owned company which has been in business since 1982.

Edwards supports various charitable organizations and advocacy groups in Northern California. He is also a keen outdoorsman.

• Connect with Austin (https://www.linkedin.com/in/austin-edwards-46444b26)
• Work with Emerald Site Services (https://emeraldss.com/)
• Caviar and Bull (https://caviarandbull.com/)

Do Your Project Executives Need to Become Better Leaders?

• Book a 10-minute call with Eric Anderton to see if/how he can help (https://10minutes.youcanbook.me/)

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

The pandemic has brought on the rise of "hybrid work environments", people working in the office and the job site and at home.

This new work setting has proven to be a double-edged sword as workers are given more time to tend to their personal lives while business owners struggle to keep productivity and happiness in check. Today's guest, Founder and CEO of L-12 Services LLC, Lizabeth Wesely-Casella, shares with us her take on this professional phenomenon.

Learn insider tips on how to keep your employees and teams happy and understand what you can do to become a better leader to your people in a hybrid work environment.

Discussion Points:

0:00 Introduction2:48 What is a Hybrid Work Environment?3:51 Everyone is Overwhelmed6:31 Learning by Osmosis9:44 A Culture of Trust and Relationships16:52 Creative Problem-solving Frameworks19:55 Managing Performance23:42 Becoming a Good Listener28:44 Developing Trust as an Executive30:42 Steps to Making Hybrid Work More Effective33:10 BONUS: The Must-Visit Restaurant in DC

About the Guest:

Lizabeth Wesely-Casella is the Founder and CEO of L-12 Services LLC, a firm specializing in internal communications training focused on workflow, processes, and culture.

Her work has resulted in long-lasting success for organizations, including talent retention, client re-acquisition, and streamlined processes that save time and increase revenue.

The L-12 Services client list spans a wide variety of industries including NGOs, educational programs, technology, and civilian-military lead organizations.

Resources:

• Connect with Lizbeth (https://www.linkedin.com/in/lizabeth-wesely-casella/)
• Work with L-12 Services
  • (https://l12services.com/)
  • (https://l12services.com/icna-2021/)
  • (https://l12services.hubspotpagebuilder.com/streamlined-workplace-program)
• Modena Modern Italian Cuisine (https://www.modenadc.com/)

Do Your Project Executives Need to Become Better Leaders?

Book a 10-minute call with Eric Anderton to see if/how he can help (https://10minutes.youcanbook.me/)

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Every one of your clients started out as a stranger to you. Good Marketing is how you turn strangers into friends, clients and evangelists for your company.

Wayne Mullins, Founder and CEO of Ugly Mug Marketing, is back to share with us his approach towards The Natural Progression of Marketing. He shares that by having the right intentions and setting clear expectations you can use Marketing to turn strangers into friends, clients, and evangelists.

Take the time to listen to this informative episode today.

Discussion Points:

0:00 Introduction2:07 Why Marketing Doesn't Work5:45 The Natural Progression of Marketing7:43 Identifying Strangers8:54 Strangers to Friends11:54 Assigning Marketing Pieces to Components17:13 Setting Expectations21:56 Exceeding Expectations

About the Guest:

Wayne Mullins, Founder & CEO of Ugly Mug Marketing has scaled multiple companies & helped hundreds of entrepreneurs do the same with their companies for the past 20 years. He's worked with and inspired clients from 100 industries and has directly influenced 100K entrepreneurs.

Through his books and training programs, Wayne influences 250K entrepreneurs annually. Ugly Mug Marketing has won the praises of some of the leading influencers in the business world, such as, Chris Voss (New York Times Best Selling Author of Never Split the Difference), Neil Patel (Founder of QuickSprout & Kissmetrics), and Ari Weinzweig (Co-Founder of Zingerman's).

Much of Wayne's success comes from thinking differently and outside the box. He's learned a lot along the way and is honored to have the opportunity to share those experiences with others in hopes that it will help and encourage them in their journey.

Resources:

• Visit Ugly Mug Marketing (www.uglymugmarketing.com)
• Connect with Wayne (https://www.linkedin.com/in/fireyourself/)
• Follow Ugly Mug Marketing on Facebook (https://www.facebook.com/uglymugmarketing/)

Do Your Project Executives Need to Become Better Leaders?

• Book a 10-minute call with Eric Anderton to see if/how he can help (https://10minutes.youcanbook.me/)

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

I root for the San Francisco Giants. They are my favorite baseball team. In the past few years, they've been struggling, losing more games than winning. This year, that's started to change. They've strengthened their roster, and are on pace to win over 100 games.

Are you devoting time to evaluate your construction company's roster strength? Building winning teams starts with Construction CEOs taking the time to ask this simple question, "Do I have the right people in the right seats?"

In this week's Construction Genius episode, I talk about how Construction executives can follow the example of the Giants. I emphasize the importance of constantly evaluating the strength of your company's roster, and I take you through practical steps you can follow when the right person is in the wrong seat.

If you are committed to building a winning team, listen to this episode.

0:00 Introduction 3:17 Do I have the right people in the right seats?6:04 Get out your organizational chart 8:15 The goal is to have every position filled with plus plus people 8:55 3 options to consider if you have the right person in the wrong seat10:29 How to handle situations where you want to promote, but there are limited seats 12:07 You're responsible for your company roster's strength 13:54 Next steps

Download Your FREE Company Roster Evaluation Template:

• https://www.constructiongenius.com/construction-company-roster/

Listen to this podcast episode: RECOVERING FROM DEMOTION | EP 23:

• https://www.constructiongenius.com/podcast/recovering-from-demotion

Would you like an outside voice to help you evaluate your roster? Contact me on my website:

• www.constructiongenius.com/contact

Do Your Project Executives Need to Become Better Leaders?

• Book a 10-minute call with Eric to see if/how he can help https://10minutes.youcanbook.me/

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

The process of submitting and responding to RFIs is often a source of tension.

In today's episode, my guest, Slater Latour, frames the challenges that the construction industry has in taking a concept and design and building it in the real world. He then explains how the whole RFI process can be managed effectively. Slater and I also discuss the software developed by his company, Newforma, and how they help companies have an efficient RFI process.

Stay to the end of the episode to understand how conflicts in the RFI process can be overcome. Check out this episode today!

Discussion Points:

0:00 Introduction2:29 Why do RFIs cause tension in a construction project 3:46 People responsible for the efficient processing of RFIs4:35 Dealing with frustrations on rushed designs due to RFIs6:03 Reducing tension around RFIs without the blame game7:33 Information often missed in the RFI process 8:21 How to avoid wasting resources on inefficient RFI procedures11:06 Newforma and its project information hub system14:00 Challenges in RFI technology selection and implementation 17:13 Newforma - coordination, not replacement18:13 The reason why companies refuse a format change according to Slater19:26 Hallmarks of companies that succeed in change management 21:40 Slater shares how companies can set up for a smooth RFI process

Slater Latour is the Chief Marketing and Product Officer of Newforma, a company that pioneered the Project Information Management (PIM) software category in 2004 for architects, engineers, contractors, and construction company owners.

Slater is committed to assisting Newforma in continuing to grow its business by providing useful solutions to the AEC market. He has had corporate strategy and cross-functional leadership responsibilities in companies ranging from early-stage start-ups to one of the world's ten most diversified financial services providers.

• Contact Newforma https://www.newforma.com/company/contact/
• Watch Newforma's product videos https://www.newforma.com/news-resources/product-videos/
• Follow Slater and Newforma in the following social channels
  • https://www.linkedin.com/in/slaterlatour
  • https://www.linkedin.com/company/newforma/
  • https://twitter.com/newforma
  • https://www.facebook.com/NewformaInc/
• Abe and Louise's https://abeandlouies.com/
• Bricco https://bricco.com/

Do your project executives need to become better leaders?

• Book a 10-minute call with Eric Anderton to see if/how he can help https://10minutes.youcanbook.me/

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

If you look at the statistics, you'll find that two-thirds of construction companies are unsaleable. If you are to gauge your current company's status, do you think it is structured in a way that it can be sold either internally or externally? Are you setting yourself up for success come sale time?

My conversation with my guests, Matt Drake and Scott Duncan, revolve around this very important topic in this week's Construction Genius podcast episode. Matt and Scott are co-founders of BaseRock Partners. We discuss three things in this episode that you'll find helpful.

• how to structure your company
• how to grow your company, and
• the different options available to you for selling your company

Join our discussion as we look into the best ways that you can set up your construction company for success. Tune in now!

Discussion Points:

0:00 Introduction1:48 Why ⅔ of construction companies are not saleable5:07 Whether internally or externally, what distinguishes companies that are saleable?7:14 Matt and Scott share how companies can become more saleable10:56 Who can benefit the most from ESOPs?12:38 The right reasons for considering ESOPs14:34 Ensuring a smooth ESOP transition16:23 How companies succeed with their ESOP transition17:55 Matt talks about internal ownership transfer19:40 Scott discusses the importance of objectives in internal ownership transfer 20:51 Risks that come along with setting your company up for success22:32 Fear of taking risks: Is it a generational thing?23:27 Why education and management dept are crucial to be saleable 25:03 Can companies successfully shift from one structure to another?27:36 Why ESOP is the better choice in most situations28:50 How to avoid choosing the wrong team to succeed your company31:16 Matt and Scott's experience with family businesses33:07 Establishing a timeline of success for your company35:52 What makes an ideal board?37:43 Mergers and Acquisitions: two companies are better than one?39:02 The "BaseRock Difference" and how it helps companies become attractive About the Guest:

Matt Drake and Scott Duncan are co-founders of BaseRock Partners, an investment bank that serves the engineering and construction industries. Matt and Scott are trusted advisors to owners, industry partners, and private equity firms.

They operate on their four-pronged vision which they call the "BaseRock Difference": "client first" mantra, industry expertise, industry focused solutions, and team oriented, education-based approach.

Resources:

• Need Consultation for Your Company's Transaction Options? Contact Matt Drake and Scott Duncan https://baserockpartners.com/
• Follow Matthew Drake on Linkedin https://www.linkedin.com/in/matthewdrake2010/
• Follow Scott Duncan on Linkedin https://www.linkedin.com/in/scott-duncan-1943693/
• Restaurants:

• • https://www.pappyssmokehouse.com/
  • https://saltandsmokebbq.com/
  • https://gquebbq.com/

Do Your Project Executives Need to Become Better Leaders?

• Book a 10-minute call with Eric Anderton to see if/how he can help (https://10minutes.youcanbook.me/)

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

Construction is risky. Insurance is one tool in a contractor's toolkit to help manage that risk. Savvy construction companies understand that purchasing insurance based solely on price is a losing strategy. They know that it is vital to establish long term relationships with insurance providers, and they focus on actively mitigating risk on every project. This holistic approach enables them to turn risk into profit.

In this week's podcast episode, I'm with Mike Heffernan, EVP of Alliant Insurance Services, an industry veteran with decades of experience. We cover three major topics:

• the biggest mistakes made by construction companies purchasing insurance,
• the biggest mistake insurance companies make when selling insurance services to construction companies,
• and how you can turn risk into profit.

Contractors who are curious about boosting their bottom lines will benefit from listening to this episode. You'll learn and benefit a lot from the wealth of information here. Tune in to this today!

0:00 Introduction 2:23 Biggest mistake contractors make when they are purchasing insurance 3:37 Mike explains the comparison between contractor A and contractor B 5:34 How insurance carriers price their premium 6:14 Why contractors struggle with a particular mindset 7:30 Partnering as an increasing trend in the construction industry9:28 Significant savings 10:20 What's the biggest mistake that insurance brokers make when selling to contractors?13:04 Mindset contractors should have to convert risk into profit 16:11 The purpose of insurance 18:16 Practical scenario of turning risk into profit 21:12 Other things contractors can focus on to increase the profit number 23:19 Mitigation 25:41 How contractors who do it best communicate the safety culture in terms of rhythm 26:58 Purchasing insurance based solely on price is a bad strategy 30:20 Mike shares about the services he provides for construction companies

Mike Heffernan is an Executive Vice President of Alliant Construction Services Group and is directly responsible for the Construction and Real Estate platform for Alliant Insurance Services Northern California property and casualty broking and client fulfillment operations. Mr. Heffernan has over 25 years' experience in the design, marketing, implementation and management of some of the largest real estate development projects throughout the country.

• Download the slides here https://www.constructiongenius.com/riskintoprofit
• Reach out to Mike Heffernan through email [email protected]
• You can also use a direct Line to reach Mike - 408 352 6701
• Check out Alliant Construction www.alliant.com/construction
• Follow Mike on LinkedIn https://www.linkedin.com/in/mikeheffernanprofile/

Do Your Project Executives Need to Become Better Leaders?

• Book a 10-minute call with Eric Anderton (https://10minutes.youcanbook.me/)

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

Hiring someone new is challenging. You go through the pain and the agony of sourcing the talent, interviewing the talent, taking them through assessments before making the hiring decision. With all the efforts you've put in, the last thing you want is for your new hires to fail. Ensuring their success in your organization is part of your job; the question is, what are the steps you need to take to ensure it?

I got inspired to do this podcast based on a coaching call that I had with the President of a construction company. And so, in this episode, I cover three things that will ensure that your new hires succeed. I also share a tool that I use with my clients, the 90-day High-Performance Dashboard, and how you can use it in your company.

If you're tired of having new hires slipping through the cracks, this episode is going to be a game-changer for you. Tune in to this today!

0:00 Introduction 4:27 #1 Buddy them up to ensure your new hires succeed5:47 What buddies do that are really important 8:06 #2 Ride around with the new hire to ensure they succeed 10:43 #3 - The 90-day focus 17:39 Making sure your new hires are successful in your organization is part of your job 20:35 Diligence is better than relying on luck

• Get the most out of your new hires with this tool - The 90-day High-Performance Dashboard (https://www.constructiongenius.com/high-performance-in-a-new-role)

Do Your Project Executives Need to Become Better Leaders?

• Book a 10-minute call with Eric Anderton to see if/how he can help (https://10minutes.youcanbook.me/)

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

• Feel free to reach out to me on my website and suggest topics that you'd like me to cover in the solo shows or people that you'd like me to interview for the podcast https://www.constructiongenius.com/contact/

Thank you for tuning in!

We hear all the time that the Construction Industry is broken. People then try to innovate to fix it. But what kind of innovations have the most impact? What happens when an organization wants to take on the challenge of shifting the entire construction industry? Is there a chance for it to thrive, or will it collapse?

This is the core of my discussion with Brian Potter in this week's Construction Genius podcast episode. Brian worked for Katerra, a billion-dollar construction startup which recently filed bankruptcy. We explore what Katerra did right and where they've gone wrong, ultimately leading to its fall. Brian also shares why it's challenging to integrate the construction industry from top to bottom and how things could have been done differently.

This is an interesting episode that you can learn from. Tune in to this episode today!

Discussion Points:

0:00 Introduction

2:21 Brian shares his experience with Katerra

3:02 What Brian thought of the different thoughts towards Katerra

6:04 The car analogy and how Katerra envisioned their company to be

7:36 Brian's time in Katerra and why he describes it as bittersweet

8:55 Fatal flaws from its birth that haunted Katerra

10:43 Brian's perspective of the 'construction industry is broken'

12:36 Does everything need to be changed all at once?

13:59 Did the CEO's lack of construction experience contribute to Katerra's failure?

15:09 Conflicts between construction insiders and the outsiders

18:02 What did Katerra get right?

19:17 Brian's approach to those who want to start something like Katerra

20:38 Who should be the driving force behind changes in the construction industry?

21:38 One product Brian would choose to go after

22:42 Why Katerra was successful in attracting talented people

23:35 Brian shares his favorite part in working with Katerra

24:04 Scaling too quickly

About the Guest:

Brian Potter is a structural engineer and formerly worked at the construction startup Katerra. He is the author of the "Construction Physics" newsletter.

Resources:

• Subscribe to Brian's blog: https://constructionphysics.substack.com/
• Another Day In Katerradise https://constructionphysics.substack.com/p/another-day-in-katerradise
• Follow Brian on Linkedin https://www.linkedin.com/in/brian-potter-6a082150/
• Brian's restaurant recommendation: Fox Brothers BBQ: http://foxbrosbbq.com/

Do Your Project Executives Need to Become Better Leaders?

• Book a 10-minute call with Eric Anderton to see if/how he can help (https://10minutes.youcanbook.me/)

Connect with me on LinkedIn. For more podcast episodes, visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

Project changes increase risk, and create conflict. Dealing with change orders is a pain that subcontractors, contractors, and owners all share. The good news is that tools and technology are now in place to help reduce the risk and improve change order communication.

In this week's podcast episode, I interview Cameron Page, the CEO and founder of Extracker. He has construction industry experience, and so he understands the difficulties surrounding change orders. We discuss the underlying causes of the challenges with change orders and the primary people responsible for the change order conversation. We also talk about his journey to founding Extracker and what he envisions his company to be five to ten years from now.

Those looking for solutions to improve change order communication in their construction companies will benefit from listening to this episode. Tune in to this today!

0:00 Introduction1:45 Cameron shares his construction journey 4:08 Extracker and their focus 5:15 Why are change orders seemingly unique in the construction industry6:28 Why is the change order process so painful 8:54 Factors that contribute to the friction and what contractors are doing about it 10:39 Who is responsible for the change order conversation?12:27 Most effective way for GC's to communicate about changes14:49 Cameron shares how he transitioned to CEO and founder of Extracker 18:22 Why construction companies fail with technology implementation? 20:37 What you can learn from client feedback and interacting with clients 22:55 The biggest mistake Cameron made when he started Extracker 24:55 Resisting the temptation to cater to other demands from clients 26:30 Things Cameron recommends to do to make change order as smooth as possible29:20 Where Cameron sees Extracker in the next five to ten years from now

Cameron Page earned a Construction Management degree at Cal Poly SLO before working nearly ten years at one of the nation's largest design-build GCs. Seeing the need for better Change Order communication, he hatched the idea for Extracker.

• Do Your Project Executives Need to Become Better Leaders? Book a 10-minute call with Eric Anderton https://10minutes.youcanbook.me/
• Visit Extracker's website to know more about the service they provide www.extracker.com
• Extracker's testimonials page https://www.extracker.com/customer-stories
• Visit Extracker's LinkedIn profile https://www.linkedin.com/company/extracker/
• Follow Cameron on Linkedin https://www.linkedin.com/in/cameron-page-740aa722/

Restaurant mentioned in this episode:

• Domenico's Deli http://domenicosdeli.com/

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!