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Construction Programs & Results Inc

We Like to See The Good Guys Win!

Note from a former "Hammer Swinger"

by Michael Stone

Michael,

I want to thank you sincerely for putting together such a great book on running a successful construction business. Before reading "Markup & Profit" I was a hammer swinger with a contractors license. Now, after having read and reviewed M&P several times I feel that I am on the right path to becoming a successful contractor and business man. Here are just a few things that you inspired me to do: I re-wrote and organized my contract template, have change order forms ready to fill out at a moments notice (no more of the "oh, we'll just throw that in...since you're such a nice customer and all"), created a great website (yes, people, websites do work!), taught myself how to use excel spreadsheets and can now track all of my deposits, expenses and overhead costs (all of it!)...AND, most importantly, I know my markup and I apply it to each and every job.

The one thing that has really taken me by surprise is the response of my clients to my new approach. Like you mentioned in your book, I too thought that nobody would buy construction services from me with the markup I needed to charge to...and I quote..."pay for my job costs, the overhead of running my business and a reasonable profit". Once I began implementing your ideas...ie: being professional, dressing appropriately for meetings, promptly returning phone calls, marketing to a specific audience and presenting a thorough and specific contract...I have been winning roughly 4 out of 5 bids presented! We are on track to beat our best year ever as far as total sales (I've already hit my sales goal for the year and it's only June 16th!), my bad debts are getting paid off at a record pace and I am beginning to see my company make that next step that will separate us from the rest of the herd.

So, Michael, thanks again for taking time to help all of us hammer swingers out. The book is great, the newsletters are very informative and please, keep up the good work!

Dustin Cunningham, President and ex-hammer swinger
Cunningham Construction and Development, INC

It can be done. Thank you for writing, Dustin!

Comments

Michael,

Always like to read what you have to say in your blogs..Please keep them coming... The letter above is inspiring to continue implementing your wisdom in our businesses... Thanks Ken

I would agree that you are more than a help and good advise with you blog. Keep up the good job.

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