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Session Information

How to Define Your Business from the Client’s Perspective for Increased Profits

Session Type: Management
Track Number: M-11
Location: BCEC
Room: 158
Speaker: Ted Garrison, Garrison Associates

Date: Monday, October 04, 2010
Time: 8:00 AM - 8:50 AM

Date: Monday, October 04, 2010
Time: 9:00 AM - 9:50 AM


The normally hypercompetitive construction marketplace has only been made worse by the current recession. The only sustainable way to fight back is not by cutting prices, but by providing greater value. This means understanding your client’s true needs, estimating the value of those services to the client, and developing a strategy to deliver those services at profitable price for both you and the client. In reality, this is actually easier in tough times than you think, as clients become more value conscious because they can’t afford to make a mistake. The key to this approach is differentiating your services from your competition, thus eliminating the competition. To achieve that you must stop attempting to out-muscle your competition and learn how to out-think them. This program provides the fundamentals of defining a project from your client’s perspective.

Learning Outcomes:
1. Learn why it’s essential to out-think your competition instead of attempting to outmuscle them
2. Learn why it’s essential to define the project beyond the plans and specs
3. Learn how to position your company as the contractor of choice by better serving your client’s needs

Speaker Bio:

Ted’s highly energized and informative presen­ta­tions provide practical approaches and solutions on how those in the construction industry can improve performance and profitability. As the author of Strategic Planning for Contractors, he focuses on strategic thinking, which concentrates on what companies and individuals must do to differentiate themselves from the competition. Regardless of whether he’s giving a keynote address or a project management training program, his programs rein­force the concept that the industry needs better collaboration and a greater focus on adding value for all stakeholders in order to create a win-win scenario for everyone. His presentations often challenge con­ventional wisdom, but his audiences leave the pro­gram excited and talking about the industry in a new light.

Please note that every state handles licensure and continuing education credits differently. To avoid confusion, NECA strongly recommends you check with your state authority whether they will grant these CEUs for management education programs held at NECA 2010 Boston.

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