It wasn't long ago that most contractors had more than enough work to keep busy. Depending upon who you believe, we started to experience a significant downturn in construction activity in late 2007. Up until this point it was easy to keep busy and even walk away from projects we didn't want. Now the landscape is quite different. We are all fishing in the same fish bowl with fewer fish.

The approaches that used to work are not producing enough to keep our heads above water. Many contractors are taking jobs they wouldn't even consider a few months ago at reduced prices potentially leading profit loss and business failure.

Today at the JLC Show in Providence, I spoke with many contractors in the seminars. The overall attitude was that it is time to focus on learning how to effectively market to generate quality leads and then learn how to sell these leads at the right price.

Interestingly, the majority of our current coaching clients are requesting marketing and sales coaching. They are holding off on production, process and administration improvements. One contractor client says what good is it to focus on production training and process if we don't have enough leads and sales to produce?

Are you receiving coaching for marketing and sales to help your business win the right jobs at the right price?