Feb 25, 2019
How do you grow your general construction company into a thriving multi-billion dollar business using a unique sales strategy? In this episode we are joined by Jeff Hoopes, Chairman of the Board and CEO of Swinerton Builders as we talk about his approach to selling, thinking like a service provider, business development, business diversification, simple strategic planning, business acquisitions, and lessons learned from his experiences. His is a story of hard work, commitment and a passion to serve that brought Swinerton Builders to greater heights.
In this episode we cover:
- Jeff’s role in the instrumental growth of Swinerton Builders to $4 billion in revenue over the last 20 years.
- His approach on sales as a construction professional and why he gives an emphasis on the importance of selling to people in your business and as a construction professional.
- The number one thing to focus on when developing a new client or relationship.
- Managing long-term client relationships amidst challenging jobs or projects.
- How thinking like a service provider has improved his sales approach and how his experience following the 1994 Northridge earthquake has proved this effective.
- His strategic approach to growth as a general contractor.
- Shifting to a self-performing business.
- Tips for diversifying your portfolio in the construction business.
- Challenges in integrating acquisitions in the business and how are these addressed.
- Why he won’t purchase another GC.
- The importance of cultural fit.
- Jeff’s journey to learning all about sales in his 20’s.
- Words of advice for newcomers on building a career in the industry from the sales angle.
- How “never burning bridges” can help your business grow.
Links:
This episode is brought to you by The Construction Leaders Dashboard, a simple but powerful tool for leaders in construction companies of all sizes.
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To instantly download your copy of the dashboard, click this link: https://www.ericanderton.com/cld