I spoke to a contractor last week who is considering contractor coaching for his business. His business is down like many in this challenging economy. During our conversation I asked him if he is following his business plan. He said he doesn't have one!

THE DREAM

Recently, I spoke with a veteran contractor who was having challenges with his business. There was significant budget slippage on projects and poor communication between his carpenters and customers. These challenges were causing significant culture issues among the employees in the field and the office. The owner found himself putting out fires every day. All departments were playing the blame game pointing fingers at everyone but themselves.

Have you noticed the huge influx of wannabe contractors now claiming that they offer design build services to homeowners? This isn't anything new, but it seems that since we've been hit with the recent economic downturn any carpenter, roofer, plumber or handyman who can swing a hammer is claiming that they are a design/build company. Homeowners faced with less equity and looking for deals are taking chances hiring tradesman with little or no understanding of what it means to be a professional design/build company. This spells big trouble for consumers and contractors alike. Many design/build impostors are pawning themselves off as a true design build professional. These contractors bid incomplete plans and leave questions unanswered until they have the homeowner over a barrel. Once the job has started then the change orders are submitted for incomplete plans and scope of work. With little leverage the homeowner has no choice but to pay up or risk an incomplete job. This hurts the perception the homeowner has of our industry. The ensuing finger pointing between designer, contractor and homeowner leaves no winners.

Imagine you finished a large kitchen addition remodel project last year and the client has a party with several high income friends over, oohing and awing about the project. Several hours into the night, after a few martinis, one couple says to the client, we need to talk to company who did this. The client replies no problem just call Smith Remodeling at 1-617-456-7891. Of course the couple says thank you, write it down on a napkin and lose it the next day. Then they get busy and forget your name and number and never call, or worse call someone else.

A contractor coaching client recently asked me to assist with an employee who was not meeting expectations. The employee was not performing in a satisfactory manner that has lead to a serious customer complaint and loss of profit.

We are fast approaching the mid year mark and hopefully the beginning of an improved market. Many contractors and entrepreneurs are telling us that leads are increasing. However consumers are still cautious, slow to make decisions, seeking multiple bids, considering smaller projects, looking for more value and sales cycles are much longer. One friend said he just had 6 appointments to make one window sale, when it used to be two calls only 1 year ago. Does any of this sound familiar?

I was riding through a suburban neighborhood last week and saw 12 projects in progress in an upscale Massachusetts town. I took the names of the companies down to research who they were. I was somewhat pleased to see that at least some companies are winning jobs. 

A few months ago I discovered a company on ContractorTalk that is a great resource for marketing ideas for remodeling and trade contractors. The owner of the company is Mark Buckshon and he has been working with contractors for many years. He is in touch with the contractor's needs, understands consumers and has great insights for marketing your business. I frequently read and learn from his site and always come away with ideas that can help my business as well as my contractor coaching clients. I recommend you sign up for his newsletter and visit his site frequently. Here is his blog link.

In our 4 Legged Chair System for contractors and entrepreneurs, the first leg of the system is marketing.