customers that they wanted to work with moving forward, and dropping some customers that they found didn’t share their values. Neil explains some of those values: “We refuse to even bid a project unless we can meet the client in person. We want to make sure there’s a personal relationship there. We want there to be a level of trust and comfort on both sides.” “And we don’t focus on companies that only care about price,” he adds. “That’s not to say that we’re so expensive, and it’s not to say that the price is not important – but if it’s all about price, then it’s not about the successful completion of the project. That’s what should be most important, and that’s how we prove our value – by making sure that projects are finished successfully.” Again, the company also spent last year revamping their team internally. Neil explains what went into that process: “We became very focused on ensuring we were predictable,” he says. “That starts with the estimating process – because if a project is set up poorly, then it’s going to fail. So with our estimators, we decided we neededmore training andmore support. We hired a company that did additional estimating and had additional experience estimating to back us up.” “We then started doing a lot of midlevel management training and assessment for each of the different key people we had,” he adds. “We looked at our field foremen, site foremen, even our deliveries and inventory management managers. That taught us a lot about whom we could trust and whom we THE CONSTRUCTION SOURCE CANADA
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