Thanks to the hospitality of the S M Wilson folks, we had a most productive PEOPLE meeting on Tuesday, August 20.  It seems a good time was had by all and, more importantly, some good contacts and introductions were made. 

So, now what do we do from here?

Many people just starting out in our industry ask me just how can they make it to the main stage; what does it take to be able to secure a project with the major GC’s and CM’s in town?  How can they get their phone calls returned; their proposals read; contracts signed?  I always respond, especially if I am being asked at a networking event such as last Tuesday, that YOU ARE DOING IT—this is it…or at least phase one of many phases.

To be considered for work on a major project by a major GC, first you must be known to them.  We all like to work with friends or at least, some firm that has been referred or made known to us in some prior acceptable manner.

But shaking someone’s hand at a PEOPLE meeting or signing in at a project outreach meeting is just a beginning.  An important first step for sure but there is still considerable work to do.  The aggressive firms will send a follow up e mail to the GC asking for the opportunity to stop in and tell their story a little deeper.  Or perhaps just a reminder e mail saying they enjoyed meeting at the PEOPLE meeting and would appreciate an invite to participate on some of their future projects.  In that e mail, take the opportunity to provide the GC with a little more information about your company; some of the projects you have successfully completed; some of the GC’s you have worked for; some of the reasons why you feel you would be a good fit with their style of projects.

I wish I could tell everyone that the process is quick and easy—it is not.  This “make yourself known” thing is also not relegated to minority firms.  Ask any major majority trade subcontractor working in our marketplace today and they will all tell you that they once were in your unknown shoes.  TJ Wies did not start out with fifty jobs and 300 drywallers on their payroll.  They were out shaking hands just as you were on Tuesday evening.  And they still today, regardless of their success, value the importance of being known.

I recently ran across a piece written by Harvey Mackay, author of the No. 1 bestseller “Swim With The Sharks Without Being Eaten Alive”, and I wanted to share the meat of that piece with you.  It was titled “Your mind is what really matters.” 

Harvey starts the piece with a poem by C. W. Longenecker and I have used this poem for years to inspire my kids and my grandkids in their cross country and track careers.  It applies to business as well, especially with new emerging firms struggling to find the steps to the stage; looking for that next hand to shake; wondering where the next project is coming from:

If you think you are beaten, you are.

If you think you dare not, you don’t.

If you’d like to win but think you can’t,

It’s almost certain you won’t.

Life’s battles don’t always go

To the stronger or faster man,

But sooner or later, the man who wins

Is the man who thinks he can.”

There is another key business trait that goes hand in hand with being known and that is PERFORMANCE. 

While shaking hands and attending PEOPLE and outreach events may inch you closer to the main stage, performance is required to keep you there.  Never forget that.  I define performance as being knowledgeable of your trade; professional in all business dealings; cooperative; active in your communication; respectful of the project’s management and schedule; and totally responsive to all responsibilities assigned to you by contract.  Others may define performance differently but any definition of performance in our industry will include all the above—and most probably more.

I am going to add one more key required trait to the mix—mental toughness.

The primary message of Harvey’s article was the importance of mental toughness in any business.  Let me quote direct from his article:

Dr. Jim Loehr of the Human Performance Institute defined mental toughness in his book, “The New Toughness Training for Sports” as the ability to consistently perform towards the upper range of your talent and skill regardless of competitive circumstances.”

Mental toughness is like a muscle.  It needs to be exercised.

Dr. David Yukelson from Penn State University lists the key characteristics associated with mentally tough athletes:

Self-Belief—Having an unshakable belief in one’s ability to achieve goals.

Motivation—Having an insatiable desire and motivation to succeed.

Focus—Remaining fully focused on the task at hand despite distractions.

Composure/handling pressure—Ability to regain psychological control and to thrive on pressure.

In Harvey’s opinion, those characteristics translate seamlessly from athletes to businesspeople in every discipline.  I agree with Harvey.  If your mind is not prepared to take on the challenges that constantly arise in business, you will have a tough time finding success—it is that simple.

Let me add that in our rather unforgiving industry, a little working capital as part of a formula to success is quite important and necessary as well.  (I am working on this and wish I could work faster)

Hey, no one ever said this business is easy. 

Read this over a hundred times and hang on the wall of your office.  If you make yourself known; follow up professionally and constantly; perform consistently; and are mentally tough–you will find the main stage. 

Heck, it will come looking for you.