Know-How Exchange : Research/Metrics

OK, I'm first on this one!

Ask yourself and look at your past customers - who was that person and what was their position from your last 20 jobs?

Where did they work, who did they work for, when did they contact, what is their phone number, address, email, age, demographic profile, why did you get the work etc.etc.

Now go back and call those clients. They'll be receptive to your pre-planned questions and provide you answers. Perhaps get a third party to call - as they wil really get the truth about your services.

You'll get a few spinoff benefits from going backwards with the research:

a) you'll know where your firm excels without listening to a single ego at the office

b) you'll really find out where you can help your firm grow

c) you'll probably trip on something new that's going on that they forgot about you for: new job, new building, reference for a new job - on and on and on.

d) you'll have many answers to questions that people in your office ask - but never answer properly.

The power of your past customer's info is without parallel. When asking "where can I find this market info?" the answer is right in your own databases of past jobs.

Good luck,


Kevin Palmer

Deesse,

For the schools, they are a matter of public record. You can go to the chambers of commerce or city halls to get this information. Kevin (who, let the record show was first on this one) has the right idea on looking at the last few contracts to identify WHAT POSITION at the schools you would need to call. This position may be the superintendent of schools, for instance, for k-12. One thing with public buildings. Bids are let for projects. You probably will want to find out if there is a list of architechs that they officials use to send requests for bids or if it's announced in the newspaper or what. Chances are that if it's announced - and it probably will be to meet government guidelines - it still helps to have a personal relationship with the person in charge of this because projects under a certain dollar value are not always subject to a bidding requirement.

For multi-family housing developments, in a given area, there are only so many developers. It's a small community. I'd be surprised if your CEO didn't have all of them in his Rolodex. Beyond that, you can search public records for licensing, permits, etc - again start at City Hall. They can point you in the right direction if they don't have it.

It's not clear to me what you mean by INCREASING LEAD TIMES ON GENERATING PROPOSALS. Do you mean increasing leads? If so, these actions will help. If you mean increasing lead times - to me that means it would take longer for the proposal preparation - not the right direction.

I hope this helps.

Wayde

Deese,

Since you are already familiar with the concept of cold calling (and you don't seem to mind it) I suggest starting with each state's office of education. Contact that director and work your way down. I'd also suggest within your state to do it district my district. That'll take care of the K-12 area. Just ask who you need to be in contact with. Each state may be different.

For the rest, I like https://www.bizjournal.com. I subscribe to all 58 or so papers online. The announcements come in regularly about new plans for building. They are often before the bid goes out. They also have a health industry newsletter that focuses on hospitals et al.

Crains (at least in NY, Chicago and Detroit) have weekly newsletters that list real estate transactions. That's a pretty easy area to harvest.

Again, you're using standard cold call techniques once you have the information. I wouldn't call unless I knew something was in the works...except for the K-12 area.

Hope this helps

Michael

for school systems you may be able to do a google alert for the words school district and over crowding.... perhaps throw in referendum...

This should give you an early warning...

Another idea would be to put together a white papers... 25 things you should consider before you build a school.. then send them to school district superintendents ...

Hi Deesse,

I have to give kpalmer credit for some wise advice.

BUT I'LL STRESS AGAIN IMPROVED CUSTOMER RELATIONSHIPS ARE THE KEY...
Being an advocate for better customer relationships is always the most easiest and even the most efficient way to strategically improve your lead generation.

DON'T THINK ONLY EXTERNAL CUSTOMERS BUT THINK INTERNAL CUSTOMERS TOO...
Most people focus so much on external customers they fail to improve the internal customer. What you gain from the internal customer that you will not from the external customer is stronger inside relationships that will breed additional support when it comes to internal brainstorming.

THESE INTERNAL RELATIONSHIPS IN "STREET" VERNACULAR ARE "THE HOOK-UP"...
Why because they allow you to work less and achieve more. I heard you loud and clear when you said ("I have to be careful about managing my time and focusing on *new* business as well.") You're right and that's exactly why you can't afford not to develop the internal relationships as you develop the external ones... They help you save time.


YOUR QUESTIONS BELOW
Q1...Any clues on how to go about this? The CEO tries to network through out the target markets much as possible, but he can only be in so many places at once. We're also trying to go after better leads.

Q2...WHERE can I find info on this market?


NOW YOUR QUESTIONS ANSWERED IN ONE EASY SOLUTION...
Don't under estimate the power of the relationship. When projects appear to be finite in that they have an ending remember the same people who leave the project have to continue to feed their faces and even their families if they have them. So they just don't drop off the face of the earth after the project ends. You want to know what they do...

THE REAL SMART ONES RECONNECT AGAIN...
they meet at the next job if they're really smart. They meet at the next job if they're really into building strong long term relationships. They meet at the next job if they are really into winning friends and influencing people. You've got to get your people to operate like they're a host and build stronger Host Beneficiary relationships. I don't have time to give you all the answers here on this forum but I can recommend some excellent books that will lay it out for you.

THESE BOOKS HELP YOU TO MASTERMIND THE RELATIONSHIP FOR LONG TERM LEVERAGE...

Tom Peters...Reinventing work, the Project 50,

IF THE PROJECT MATTERS TO YOU GUESS WHAT...
the other guys on the job will want to be reconnected to you at the next job. They'll even tell you about where the next project will be and they'll ask if you're involved.

YOU'LL GET INTRODUCED TO THE KEY PLAYERS WHEN...
They see your projects have an amazing quality of concern for the client, the level of quality your team pours into the project. They'll even help introduce you to the key players.

THAT'S WHAT ALL MY FRIENDSHIPS DO FOR ME...
And if it can happen for a kid who came out of the ghetto I'm sure anybody can do this stuff.

THE WORK YOU DO SHOULD SPEAK VOLUMES ABOUT WHY OTHERS SHOULD WORK WITH YOU...
When you believe in the work you do and your work ethic speaks for you before you get to the next project you begin to work less on the promotion and the leads follow. And you continue to focus all your efforts on the project.


HERE'S TIP #1...CONTACT THE CHAMBER OF COMMERCE...
and join them. Go to the first meeting and network like heaven. Connect with people and ask as many as you can if they know someone who works in your industry. I've generated a host of business this way.


HERE'S TIP #2...GET INVOLVED...
Yeah I know you don't have time but you're not going to have any business anyway if you don't continue to network like a crazy man. Join one of the auxilaries that naturally tie into the public school system. Think hard and long what kind of people are tied into this industry...here's some answers

BUILD RELATIONSHIPS WITH THESE PEOPLE...

ARCHITECTS
BANKS
VENDORS
PRINCIPALS
TEACHERS
ELECTRICIANS
POLITICIANS
PROJECT MANAGERS
FIRE SECURITY COMPANIES

when I worked in the security industry selling cameras, fire alarms, burglar systems and access systems I had the same problem you did but I worked with those groups above and magically things begin to turn around for me. I went from a commission check of about $14.75 to checks over $10,000 and again if I can do this you can do it.


IT'S LIKE GURU PETER DRUCKER SAID...
The only reason for the existence of a business is to maintain a customer. If you're not working with that as your primary focus you're already working too hard.


YOU'VE GOT TO MAKE YOUR CUSTOMERS BRAGG ABOUT YOUR WORK...
If your customers aren't bragging about your last project they did with you you're still working too hard. Lead generation should never ever come between any individual or company that really puts the customer at the top of their work.

YOUR CUSTOMERS SHOULD BE "RAVING FANS" ABOUT YOUR COMPANIES WORK!

WHEN YOU PUT CUSTOMERS AT THE TOP THEY'LL PUT YOU ON THE TOP...
good marketing is always going after that "Top of Mind" position in the minds of the customer but remember...

CUSTOMERS JUST DON'T GIVE YOU THAT SPACE IN THEIR HEADS RENT FREE...YOU'VE
got to earn it so go after it and set the tone.

THE BUSINESS YOU'VE GOT RIGHT NOW IS THE BUSINESS YOU'VE EARNED...
so now the question is how can you apply the things above with the excellence of a servant? How can you make your customer feel like their really the most important customer in the world. Remember our only real problem in life is our failure to be "MORE Creative" than we’ve ever been. If you “Invent” your opportunity YOU WILL most definitely create your future. Just know that I'm here for you if you need my help. I've never had a customer problem I didn't solve. Is there anything else I can do for you?

Your Servant, Deremiah, *CPE (Customer Passion Evangelist)