Ethylene propylene diene monomer (EPDM) has been
on the worldwide commercial roofing market for 40 years. In this time span,
over 1 billion square feet of the material have been installed. The material
has established a proven track record of performance in all climatic
conditions, particularly in field membrane areas.
What can the diamond trade teach us about lead
management? More than you might think. The distribution and sale of these
precious gems exemplifies the importance of having a systematic approach to
qualify and grade your assets and, in turn, maximize their worth.
I am not a
talking head you see on the news or someone from academia who has now declared
a recession. Determining what caused the bank crisis and why the stock market
took such a hit and the ability to project our future economic situation are
well beyond my pay grade.
With increasing regularity, construction contracts are
providing for the resolution of disputes through arbitration, rather than
litigation through the court system. For example, the American Institute of Architects (AIA) 1987 and 1997 contracts
contain a provision which requires arbitration through the American Arbitration
Association (AAA).
I am privileged in ways that are beyond description.
My career has taken me throughout the United
States and Canada, working in the best industry
in the world while building relationships with many friends.
Last month’s article dealt with the art of asking
questions as a way to build knowledge of customers’ wants and needs. There is a
second part to that equation. Asking all the right questions will get you
nowhere unless you develop careful listening skills.
How do you define success? That is a question I
have asked at the conclusion of more interviews than I want to think about. For
some reason it stops most interviewees in their tracks. I have become
accustomed to patiently waiting on a response.
Aesop was writing about business in the 21st century
in the 6th century B.C. Wonder if he knew? His fable about the tortoise and the
hare has just been played out between a pair of banking giants. And the
tortoise won again.
Most people think of being smart as knowing a lot of
stuff. I have a different definition of smart. It’s knowing what you don’t
know. Although the world is filled with self-styled know-it-alls, the truth is that
nobody knows more than a tiny fraction of all there is to know about any given
subject. Truly smart people understand that. The smartest people never stop
trying to learn more.
There is no question that the marketplace is changing
and becoming more competitive. For the past few months, I have been writing
articles about this subject and how roofing contractors might succeed. I run an
active networking group for a select group of roofing contractors. I took a
moment to call some of our customers.
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