Heave reposted this
CEO, Mobilization Funding, Proud Father, Husband, Patriot | Purpose-Driven Leader | Cash Flow Expert
CARING FOR THE 𝗪𝗛𝗢𝗟𝗘 𝗣𝗥𝗢𝗝𝗘𝗖𝗧 DRIVES CONSTRUCTION SUCCESS Yes – this means all the other trades too – Why? Because your customer cares about the other trades, you should care about what they care about if it’s all about your customer. That does not mean doing the other trades' jobs, but where you can help them, you definitely should (which benefits the project overall). I realize this may not seem like the normal way to do things and that is OK – it is not supposed to be “Normal” when you are trying to get different results than you are now! I learned this the hard way at MF, especially the first 3-4 years in business. Initially, we saw an opportunity to finance construction businesses and make money by doing so. We thought lending would be easy by using the same systems as sureties and funds control agents. Initially, we focused on helping subs finance projects and waited for them to complete the work so everyone could get paid. We didn’t focus as much on the overall project performance or the GC's needs. But over the past seven years, our perspective has shifted. Why? Because our business was stagnant, we dealt with issue after issue, and among the wins the times we lost were too high and negated all the wins. We realized that if there's a problem on the project and money isn't moving, it affects everyone, no matter who’s owed what. That’s when we shifted our efforts – Instead of only caring about our client's portion, we put extra effort into understanding the entire project and how our client's success contributes to the overall project's success. The main difference - 𝘄𝗲 𝘀𝘁𝗮𝗿𝘁𝗲𝗱 𝘁𝗼 𝗰𝗮𝗿𝗲 𝗺𝗼𝗿𝗲 𝗮𝗯𝗼𝘂𝘁 𝗼𝘂𝗿 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗔𝗡𝗗 𝘁𝗵𝗲𝗶𝗿 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝘀𝗼 𝘄𝗲 𝗰𝗼𝘂𝗹𝗱 𝗵𝗲𝗹𝗽 𝘁𝗵𝗲𝗺 𝗯𝗲 𝘀𝘂𝗰𝗰𝗲𝘀𝘀𝗳𝘂𝗹 𝗶𝗻 𝘁𝗵𝗲 𝗯𝗲𝘀𝘁 𝘄𝗮𝘆 𝗽𝗼𝘀𝘀𝗶𝗯𝗹𝗲. This is how the Cash Flow focus was truly born - We got in the trenches of mapping out the cash flow and helped aid business owners to make better decisions ahead of the project even breaking ground. 𝗔𝗱𝗮𝗽𝘁𝗶𝗻𝗴 𝗺𝗲𝗮𝗻𝘀 𝗳𝗶𝗻𝗱𝗶𝗻𝗴 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻𝘀 that benefit everyone involved. 𝗬𝗼𝘂 𝗰𝗮𝗻 𝗮𝗱𝗮𝗽𝘁 𝗮𝗻𝗱 𝘀𝗲𝗲 𝗶𝗳 𝘆𝗼𝘂 𝗰𝗮𝗻 𝗳𝗶𝗻𝗱 𝗮 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻 and how you can plug into that. Or you can continue to bang your head against the wall with problems. When we started truly looking for ways to add value to the industry, by supporting subs’ performance, we also helped the success of the whole project, which in turn benefits the GC and the project owner. Our journey has shown that true success in this industry requires caring about every aspect of the project and working collaboratively to overcome challenges. This approach not only ensures payment but also builds long-term relationships and trust within the industry. How has your approach evolved, and what have you learned? Share your thoughts! Check out Heave's podcast where Alex Kraft & I discuss why it’s critical to provide value first. Link in comments!