Construction Genius

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!

Construction is a competitive and crowded industry. Setting yourself apart from the competition in the minds of potential and existing clients is a challenge. What should you focus on to stand out from the crowd and attract your ideal clients?

In this week's podcast episode, my guest Peep Laja shares the best way to market your company and stand out from the competition. He has deep marketing experience, so he understands what it takes to be different and to attract your ideal clients.

If you're a construction company owner that is struggling with differentiating your company from the competition, you'll find this discussion insightful. So tune in to this episode today!

0:00 Introduction 2:22 Biggest mistake companies make when marketing in a crowded field 5:07 Why do companies struggle with setting themselves apart 5:53 Two obvious ways to differentiate your company from the rest 7:07 What does a brand mean? 9:55 How to know if somebody already owns a message in the market's mind 11:24 How to actively cultivate brand perception 14:37 Table stakes 15:37 Storytelling and brand 17:33 What people are missing with marketing 19:54 Taking aspects of the table stakes and bring aspects out to set oneself apart 22:42 Who should be driving the differentiation effort in an organization?23:52 Pick one thing that differentiates you 25:19 How long should a company be committed to a single marketing message?26:06 Get clear on your identity 26:39 What to ask to get clarity on your uniqueness29:00 Start communicating the idea externally 29:30 Attract and repel

Peep Laja is a former champion of experimentation and optimization turned business builder. He now grows a portfolio of companies and is the founder of CXL, Speero, and Wynter.

• Do Your Project Executives Need to Become Better Leaders? Book a 10-minute call with Eric Anderton https://10minutes.youcanbook.me/
• Visit Peep Laja's website https://peeplaja.com/
• Check out Peep Laja's company websites:
• • CXL https://cxl.com/
  • Speero by CXL https://speero.com/
  • Wynter https://wynter.com/
• Follow Peep on his social media channels
• • Twitter https://twitter.com/peeplaja
  • Linkedin https://linkedin.com/in/peeplaja/

Restaurants mentioned in this episode:

• Odd Duck https://oddduckaustin.com/
• Torchy's Tacos https://torchystacos.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!

The Construction Industry is slow at embracing new technologies. This makes sense because of the risk involved in every project, and the high-cost of failure. 3D Printing is one example of technology that has been touted as having the potential to positively impact the industry, but has yet to live up to the hype.

In this week's Construction Genius episode, I talk with Sam Ruben of Mighty Buildings. They are on the cutting edge of the use of 3D printing to build beautiful, affordable, and sustainable homes. Sam addresses why 3D printing hasn't lived up to its hype yet. He also answers some of the frequently asked questions regarding this technology and its biggest roadblock to success. We also talk about the environmental impact of 3D printing and many more.

Tune in to this interview and get a better gauge on the use of technology and how it can impact your company.

0:00 Introduction 2:32 Why 3D printing hasn't lived up to its hype yet 3:37 Changes to 3D printing to make the use of it easier 4:43 Communicate the use of new technologies 5:50 Questions that people ask about 3D printing 6:58 The Mighty Buildings approach 9:57 Customizations for unique projects and designs 12:42 How deep into a project can 3D printing go 14:19 Limitations of 3D printing 15:34 Labor disruption and how they address it 17:04 Expansion and Mighty factories 19:58 Biggest roadblock to success 22:57 Smaller construction companies vs. more prominent companies 23:52 What 3D printing will be like in the next ten years25:16 The environmental impact of 3D printing 29:05 Achieving safety goals through 3D printing 29:44 Next steps to educate yourself about 3D printing

Sam Ruben is the CSO/Co-Founder of Mighty Building, a construction technology company based in Oakland, CA, innovating the construction industry by creating beautiful, affordable, and sustainable homes using 3D printing, robotics, and automation.

• Do Your Project Executives Need to Become Better Leaders? Book a 10-minute call with Eric Anderton (https://10minutes.youcanbook.me/)
• Reach out to Sam through email ([email protected])
• Visit the Mighty Buildings website (https://about-us.mightybuildings.com/)
• Check out the following links
• • ABC Collaborative: https://advancedbuildingconstruction.org/
  • Housing Innovation Alliance: http://www.housinginnovationalliance.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!