Design Development

Enzo Scalora is the founder and CEO of Scalora Consulting Group, an owner's project management firm that provides support and guidance to clients in various sectors. With over 26 years of experience in the industry, Enzo is known for his leadership awareness and expertise in organizational structure and balance.

Enzo Scalora, founder and CEO of Scalora Consulting Group, joins the podcast to discuss the role of an owner's project manager and the importance of bringing them in early in the project. He emphasizes the need for transparency, collaboration, and alignment among the project team to minimize risks and ensure successful outcomes. Enzo also shares his insights on the future of the industry, including the importance of innovation, productivity, and sustainability. He highlights real-life examples where his company has saved clients millions of dollars through clear alignment, effective problem-solving, and smart decision-making.

Key Takeaways:

• An owner's project manager acts as a support system for clients who lack expertise or staff to manage building projects.
• Bringing in an owner's rep early in the project can help minimize risks, address team dynamics, and avoid budget overruns.
• Value engineering should be done throughout the design process to make informed decisions and minimize redesigns.
• Building strong relationships and trust among team members is crucial for effective collaboration and successful project outcomes.
• The industry should focus on innovation, including prefab construction, automation, and AI, to improve productivity and efficiency.
• Sustainable growth is more important than rapid expansion, and it involves stabilizing and improving the business to create long-term value.

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

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Find out more at https://h-o.engineering/podcasts/

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Expand your perspective and unlock new opportunities with a daily learning habit. Tune in to this episode to learn more about the impact of lifelong learning.

The main speaker in this episode is not a guest but the host of the podcast, Design Development. He shares his personal experiences and insights on the topic of lifelong learning.

Hey everyone, today we're going to delve into a topic that has had a profound impact on my life - lifelong learning. Learning is not just something we do in school or at work; it is a daily habit that can transform our lives. When I talk about the importance of lifelong learning and the power of habits, it comes from a place of complete conviction because of how much it has done for me.

Our Host Rens Hayes discusses the importance of lifelong learning and the impact it has had on their life. They emphasize the need to go beyond learning only what is required for one's job and to actively seek out new knowledge and skills. The speaker shares two books that have had a profound impact on their perspective: "The Compound Effect" by Darren Hardy and "The E Myth" by Michael Gerber. They highlight the lessons learned from these books, such as the power of daily habits and the importance of becoming the person you want to attract. The speaker encourages listeners to develop a daily learning habit to compound their growth and improve their personal and professional lives.

Key Takeaways:

1. Lifelong learning is essential for personal and professional growth.
2. The compound effect of small daily habits can lead to significant growth over time.
3. Reframe the word "no" as a step closer to a "yes".
4. Become the person that attracts what you desire.
5. Small businesses often fail due to the misconception that technical expertise guarantees business success.
   
   
   

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

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Find out more at https://h-o.engineering/podcasts/

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This week, we have an extraordinary crossover episode as Rens Hayes, the charismatic host of the immensely popular Design Development Podcast, makes a special appearance on the Empowered Returns Podcast hosted by Michael DiMella & P.T. Vineburgh.

Rens Hayes is the founding partner of H&O Structural Engineering. With a background in structural steel fabrication, Rens brings a unique perspective to the field of engineering. He is passionate about building a strong brand and providing value to clients through a well-defined design process.

Rens Hayes, founding partner of H&O Structural Engineering, shares his journey from working in his family's steel fabrication business to starting his own engineering firm. He emphasizes the importance of having a clear mission, vision, and core values to guide decision-making and create a strong company culture. Rens also discusses the value of client alignment and how H&O delivers exceptional service by focusing on project planning and communication. He highlights the trend of mass timber construction and the opportunities it presents for sustainable and innovative building design. Rens concludes by discussing the challenges and exciting projects he has worked on, including a repositioning of an old timber building and an 18-story high-rise student housing development.

Rens Hayes, founding partner of H&O Structural Engineering, discusses the importance of alignment and culture in business. He emphasizes the need for a clear mission, vision, and core values to guide decision-making and organizational behavior. Hayes also highlights the value of project planning and communication in delivering successful outcomes for clients. He shares examples of challenging projects and the creative solutions his team has implemented. Hayes concludes by discussing the future growth plans for H&O, including national expansion and acquiring other firms. He also recommends two books: "A Hundred Million Dollar Offers" by Alex Hormozi and "The Almanac of Naval Ravikant."

Key Takeaways:

• Having a clear mission, vision, and core values is essential for guiding decision-making and creating a strong company culture.
• Client alignment is crucial for delivering exceptional service and achieving project goals.
• Mass timber construction is an emerging trend that offers opportunities for sustainable and innovative building design.
• Project planning and communication are key to reducing risk and ensuring successful project execution.

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

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About The Guest(s):

Adam Stark is the co-founder of JetBuild, a construction management software that streamlines administrative tasks and improves collaboration among stakeholders in the real estate development industry. With a background in commercial real estate and a passion for wellness, Adam brings a unique perspective to the world of construction technology.

Adam Stark, co-founder of JetBuild, shares his journey from military service to commercial real estate development and the inspiration behind creating a construction management software. JetBuild aims to solve the administrative and time-wasting tasks faced by developers and contractors, offering a user-friendly interface and robust features. The software automates processes such as budget management, bid management, and document control, saving users significant time and improving efficiency. Adam also discusses the importance of routine and habits, his experience as a certified yoga instructor, and the benefits of meditation and mindfulness in his personal and professional life.

Key Takeaways:

• JetBuild is a construction management software that addresses the administrative and time-wasting tasks faced by developers and contractors.
• The software offers a user-friendly interface and robust features, including budget management, bid management, and document control.
• JetBuild automates processes to save users time and improve efficiency, allowing them to focus on proactive decision-making.
• Adam emphasizes the importance of routine and habits, which he learned from his military service and applies to his personal and professional life.
• Meditation and mindfulness have played a significant role in Adam's wellness journey and have helped him manage stress and improve focus.

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

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Scott Bates is the Vice President of Strategy and Development at Erland Construction, a leading construction management firm based in Massachusetts. With over 25 years of experience in the industry, Scott has played a key role in the growth and success of Erland Construction, overseeing marketing, business development, and strategy. He is also a principal owner of the company.

Scott Bates, Vice President of Strategy and Development at Erland Construction, shares his insights on marketing, business development, and ownership transition in the construction industry. He discusses the unique challenges of differentiating in a mature and commoditized market, the importance of building relationships and trust with clients, and the role of marketing in showcasing the value and expertise of a construction company. Scott also highlights the significance of succession planning and the recent implementation of an employee stock ownership plan (ESOP) at Erland Construction.

Scott emphasizes the importance of providing off-script experiences for both employees and clients, going above and beyond to create memorable moments. He shares examples of how Erland Construction has done this, such as taking new employees out to dinner or surprising clients with unique gestures of appreciation. Scott also emphasizes the value of acknowledging and educating clients about the behind-the-scenes efforts that contribute to their project's success.

In terms of advice for emerging leaders, Scott emphasizes the importance of building a network early on, as well as finding mentors and continuously challenging oneself. He also highlights the significance of being known in the industry and creating lasting impressions through personal and company branding.

Key Takeaways:

• Differentiating in a mature market requires showcasing the value and expertise of a construction company.
• Building relationships and trust with clients is crucial for long-term success.
• Marketing plays a vital role in highlighting a company's unique value proposition and differentiating from competitors.
• Succession planning is essential for the long-term sustainability and growth of a construction company.
• Implementing an employee stock ownership plan (ESOP) can provide employees with a stake in the company's success and foster a culture of ownership.
• Providing off-script experiences for employees and clients creates lasting impressions and fosters loyalty.
• Acknowledging and educating clients about the behind-the-scenes efforts can enhance their perception of a company's value.

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

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Andrew Katz is a real estate developer and co-founder of Katz Development, a family-owned development company based in Denver, Colorado. With a background in retail brokerage, Andrew brings a unique perspective to the development process. He is known for his innovative approach to design and his focus on creating high-quality, sustainable buildings.

Andrew Katz, co-founder of Katz Development, joins the podcast to discuss his journey in real estate development and the company's latest project, Denver's tallest mass timber building. Andrew shares his background in retail brokerage and how it helped him learn the city of Denver and the fundamentals of deal-making. He also talks about the importance of building places he would want to go and the focus on high design and decarbonization in their projects. Andrew explains how they acquired the site for their current development and the decision to use mass timber as the building system. He discusses the challenges and benefits of working with mass timber and the importance of surrounding yourself with experts in the field. Andrew also shares his advice for emerging developers and the value of gaining experience in the industry.

Key Takeaways:

1. Katz Development focuses on building places they would want to go, with a focus on high design and decarbonization.
2. Andrew Katz's background in retail brokerage helped him learn the city of Denver and the fundamentals of deal-making.
3. The decision to use mass timber as the building system for their current project was driven by the desire to differentiate themselves in a competitive market.
4. Working with mass timber presents unique challenges and requires expertise in the field.
5. Gaining experience in the industry and working for established developers can be valuable for emerging developers.

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

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Peter Atherton, founder of ActionsProve, discusses the causes and solutions for burnout in the workforce. He emphasizes the importance of strategic planning and growth in the AEC industry and the need for owner-led organizations to create opportunities for their employees. Peter highlights the challenges of mergers and acquisitions and their impact on company culture. He also explores the shift from individual superheroes to high-performing teams as a solution to burnout. Peter concludes by sharing resources available through his website and offering advice for emerging leaders.

Key Takeaways:

• Strategic planning is a process that requires ongoing communication and collaboration within the organization.
• Ownership structure and leadership team development are crucial for creating opportunities and attracting top talent.
• Building strong relationships and trust within the organization is key to overcoming challenges and achieving success.
• Burnout is a leadership problem to solve, and engaging and supporting high achievers is crucial for organizational success.
• Shifting from individual superheroes to high-performing teams is essential for sustainable success in the AEC industry.

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

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Matt Sluter is the CEO of New England Construction, a general contractor based in Rhode Island. With 37 years of experience, Matt has been running the company for nine years and has grown it into a mid-sized business with 53 employees and over $70 million in revenue. In this interview, Matt shares his insights on organizational leadership, growing a family business, and his experience in the construction industry.

Matt talks about his background and how he started selling in 2009 when there was nothing to sell. He shares how New England Construction has evolved from a design-build firm to a generalist, servicing a range of sectors including retail, office, corporate, multifamily, and industrial. He also discusses the challenges of controlled growth and the importance of balancing top-line and bottom-line growth. In addition, he talks about the car dealership market and how New England Construction found a niche in building car dealerships.

New England Construction is a mid-sized general contractor that operates within a two-hour radius around Rhode Island. The company has diversified its offerings, including retail and car dealerships, which have become a niche market for them. The car dealership model offers a vast array of buyer personas, and the building's structure is like a back house, with storage, maintenance, and parts, as well as a showpiece that creates a buyer experience.

Matthew Sluter, who has been running the family business for nine years, shares his personal background and experience working for two construction companies on the West Coast. He believes that having insight into the operation that can execute at a larger scale is crucial for small to mid-sized businesses. However, in bigger companies, the political side of things can be challenging, and merit-based promotions are not always the norm.

Sluter emphasizes the importance of recruiting and hiring well, creating a culture of transparent dialogue, and empathizing with employees. He believes that the quality of people that a company gets into its organization is crucial, and the first 20, 50, 80, 100 people become those that take on the responsibility of passing on the culture. Sluter is proactive in taking care of his employees, and he is aware of the challenge of compensation. He tries not to take anyone for granted and ensures that they are paid within a range that is close enough to Boston's scale, where the cost of living is high.

As Gen Xers and Millennials become more influential in the decision-making process, Matt has observed that they want to work with people they trust and that are transparent, and that they enjoy the experience with. They are much more collaborative and want to enjoy the experience. Matt believes that understanding the client's business is critical to delivering successful projects. He is entrepreneurial when it comes to creating positions and believes that driving sales is a huge part of the business equation. Matt attributes his leap in leadership to being largely involved in selling and the sales strategy for the company.

Matt and Rens discuss the importance of creating a positive buyer experience and how this can be achieved through transparency and collaboration. Matt believes that people want to work with people they like, and he is proactive in creating an environment where his employees feel valued and heard. He emphasizes the importance of building trusting relationships with clients and being transparent about margins and project breakdowns. This approach has helped to build a collaborative team dynamic where everyone is focused on success. Looking to the future, Matt Sluter is focused on driving sales and continuing to deliver successful projects while maintaining a positive company culture.

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

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Judy Sparks, CEO of Smartegies, a marketing company that helps Architecture, Engineering, and Construction (AEC) firms achieve scalability and growth, emphasizes the importance of understanding the highest-value customers and targets and how to bring value to them. She believes that having a different infrastructure for marketing and sales can allow companies to scale faster, and conferences and pounding the pavement are no longer as effective as most professions and targets are reachable via digital.

Sparks is an expert in account-based marketing (ABM), which involves identifying high-value accounts and creating personalized campaigns that resonate with them. Marketing departments are moving from the sales enablement role of doing RFQs and RFPs to seeing themselves responsible for generating demand. The Scalable 6, a framework invented by Smartegies, helps AEC and commercial real estate brands prioritize critical foundational marketing elements that they can afford.

The Scalable 6 framework consists of six key components: branding, communications, account-based marketing and sales, digital strategy, diversity, equity, and inclusion, and sales enablement. Sparks explains that these components are critical to marketing and sales efforts for AEC firms. The framework helps to evaluate the current state of a company's marketing and sales efforts, identify gaps, and create balance for the current state of the organization.

Sparks stresses the need to move marketing's role upstream to demand generation. A leading-edge marketing and sales strategy is crucial for growth, and the Scalable 6 framework can help AEC firms prioritize critical foundational marketing elements that they can afford and create balance for the current state of the organization. Companies need to adapt to the changing buying audiences, and the seller-doers in AEC firms do not have time to take on sales and marketing roles. Lastly, Sparks believes that branding and brand strategy are key to attracting the right employees and customers, and communications, both internal and external, are also critical to differentiate a brand.

When it comes to marketing strategy, Sparks advises companies to start with data and consider outsourcing versus in-house hires based on cost and quality. She emphasizes the importance of understanding the highest value customers and targets, where they live online and offline, and the message they need to hear from a company in order to be interested. The Scalable 6 framework can be applied to companies of any size, and Sparks stresses the need for companies to adapt to changing buying audiences and prioritize a leading-edge marketing and sales strategy for growth.

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

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Parsons Commercial Group is a full-service commercial real estate firm founded by John Parsons in 1993. The company has grown over the years and now has 40 employees, 14 brokers, and a portfolio of over five and a half million square feet. Parsons believes in buying value-added properties that require work, rather than fully-baked deals, such as single-tenant properties with long-term leases. He sees risk in single-tenant deals, as the tenant may not renew the lease, leaving the owner with a property that requires significant investment to attract a new tenant. Parsons' reputation for closing deals and his strong tenant relationships have helped the company's success.

Parsons has experienced several market downturns, including the dot-com bust and the 2008 financial crisis. He believes that the current office market is going to be problematic for the next several years until we can figure out how to repurpose these buildings. The office market is struggling, and Parsons predicts that many office buildings, especially urban buildings, will go back to the lenders. He believes that these buildings will eventually be repurposed as mixed-use properties, such as apartments or a combination of retail and multifamily.

The demand for industrial space is still strong, and Parsons is confident they will get a full building user for their new 65,000 square foot building in Bellingham and 85,000 square feet of warehouse space in Bloomfield, Connecticut. The rent growth in the industrial market is due to a lack of speculative development in the last 25 years, leading to a shortage of space. The online economy has also increased the demand for warehouse space. Parsons predicts that the growth will continue, but he advises underwriting a deal assuming rents will plateau. He believes that buildings that accommodate users below 50,000 square feet will always win the day.

Parsons is bullish on the multifamily asset class. He thinks that the rental market will continue to be strong due to a whole generation of young people who are going to be renters. He believes that the multifamily asset class is a great place to put money because it is a highly sellable asset. Even if the interest rates move, there will always be a buyer. He believes that there might be a small haircut because interest rates move, but it's still a product that will have tenants. There's a huge tenant demand, and you're going to find a buyer no matter what.

Parsons also discusses the life science asset class, which is stimulating growth in the greater Boston area. He believes that it creates great jobs and opportunity and has investment capital behind it. However, with the recent capital markets, you're not seeing any specular lab go forward anymore. It's only if there's a tenant involved.

Thanks for being part of the Design Development community.

New episodes drop every Wednesday, featuring leaders across real estate, design, and construction.

The goal is simple: learn from how great people think, lead, make decisions, navigate setbacks, and create opportunity.

There is no single path to success.
Careers are not linear.
The lessons are in the story.

Subscribe so you don’t miss the next conversation.

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/

Let’s go.