Masonry Magazine November 2006 Page. 51
leadership receives improvement.
Makes you think, huh?
Before we close, let me clue you in to another PM "trick of the trade." One time, we were working on a project and the schedule seemed to be tight, with not enough days to complete the work. Plus, our contract had liquidated damages (LDs) that the client could assess if we went over the time given.
I wrote a letter addressing the conflict we were having in coordinating our field people with other subs. There was just too much happening in a small space, and efficiency was suffering. After all of the usual greetings, my letter went something like this:
"... The presence of your concrete subcontractor is impacting our work schedule. Because of this, our time to complete this phase of the work will be extended by an additional three working days. For your convenience, we will update our project completion date manually to reflect this change. No response to this letter is required on your part...."
Here's what we accomplished: If the client does not write back, then your letter stands as the way things are to be treated. You win, and you are awarded three additional working days.
We realize that our client is a busy person, we made it easy, and we made it convenient. We headed off a future confrontation where the client could have started complaining about how long the work was taking and threatened penalties.
This particular play was defensive, but you can use the same "convenience" strategy in a number of positive ways as well.
Do yourself a favor and get as much education as you can. It will dramatically improve your bottom line. For fun, go to our new website at www.fullcontactPM.com and check out the videos of PM tips that Coach is putting up there to help you. They're free. In fact, they only cost you money if you ignore my advice!
Go get them. I've made them "convenient!" See how this works?
Gary Micheloni is a working project manager, author, speaker and consultant. He has well over 20 years of industry experience, including a background as a licensed general engineering contractor. For further information and insight on the Full Contact Project Management approach, simply send an e-mail to: info@fullcontactPM.com.
Copyright © 2006, Gary Micheloni and Full
COACH GARY'S PLAYBOOK:
Find out how to write an RFI that works in your favor and still keeps the client happy. Also, go to the website and check out info on "Get Paid for a Change!", which is now available as an e-book or in print. You really need this stuff! Drop me a note or ask any questions at coachgary@fullcontactPM.com.
Is Everyone in the Company Pulling in the Same Direction?
MASONRY NEWS CONTRACTOR TIP
Years ago, my father-in-law, who happened to be the president of the local Eagles club, asked if I would help him settle a tug-of-war battle his club was having with the Jacksonville, Ohio, club. It seems that no other club could beat the Jacksonville team.
So, I gathered the biggest, strongest men I could find and took them to the annual contest in Jacksonville. We won the first two matches and made it to the semi-finals. Our opponents were the champs from Jacksonville.
I remember my team of huskies standing across the field from the champs. We were laughing because they were so scrawny, we must have had them outweighed by 50 percent. We were saying to one another, "These guys don't have a chance against us." Then the match began. Our team was slowly moving them toward the mud that was placed between the teams. All of the sudden the front man on their team started yelling "Pull!" Then he would pause for a second and yell "Pull!" again. When he would pause, our team would move them back a couple inches but this didn't help much. When they would all pull on his command, the force of their whole team pulling together at once would surge us six inches back. He must of yelled "Pull!" 15 times in 30 seconds, our team was in the mud.
At the time, I was just starting my own business. I wondered how strong a company could become if everyone in the company would pull at the right times and in the same direction. Then I started to set up some systems in my company that would encourage people to think and work in this manner. Now, 21 years later, my experience has proven to me that when everyone pulls together in the same direction, the company and its people become virtually unstoppable.
Because of this, I encourage everyone to make sure that when you set up your systems and pay structures that you encourage everyone to pull together in the same direction. Remember, people work for themselves. Make sure the company and all employees have the chance to benefit from the systems in place. Of course, there will be some employees who are not interested in pulling in the same direction as the company. My suggestion is to remove them from the pay roll. If we do, it will leave space and opportunity for the ones that do care to grow much faster. Our best people will be happier, and our company and its employees will all benefit in the process. I like win-win situations, don't you?
Damian Lang is the author of the book "Rewarding and Challenging Employees for Profits in Masonry." To order a copy of his book or to attend one of his seminars held specifically for mason contractors, call Kerri Huck at Lang Masonry 800-417-9272.
Provided by Damian Long, President of Lang Massery Contractors, Inc. and EZ Grost Corp.
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