WIN PEOPLE, WIN PROJECTS

John,

 

I wanted to take a moment to professionally thank you and provide a little case study.

 

In March of this year our company was short-listed on a CM/GC project for another City.  The majority of the work included the partial reconstruction of roadways and drainageways and their budget was substantial over the next three years.   The City wanted a contractor to come in and help them out with suggestions while finalizing the design, phasing and mainly to have a consistent and competent manager of the work over the next several years. 

 

This is exactly the type of work we do!  We listed countless projects that we’ve knocked out of the park and all of our satisfied clients. With a solid skill set and resume we were absolutely the best choice for this project. That’s the sales pitch we brought into the interview and the result was…we didn’t get selected.

 

Your book “R.F.P. - Request for Personality, Win People, Win Projects” has been sitting on my desk since about April of last year along with a handful of other books that I can never find the time to read trying to manage this whole work/life balance that is always off kilter.  Finally over the Christmas break, bouncing between airports, I finally found the time to read it. 

 

Just recently our company was short listed to interview for a CM/GC portion of a major, multi-year, regionally significant project.  Not only did we come in with our sales pitch of why we were best suited for this project, but this time we based our presentation on the techniques you outline in your book.   We took the time to review the “50%” design plans so we could give real VE suggestions for their project with strategies on how to complete their project and solve their sensitive issues.  We backed it up with example pictures from our other jobs but they were all centered on how we would meet their needs and how much we looked forward to working with them.  Today, they called to say… we won the project!

 

Not only did I find your book extremely helpful as we crafted our presentation, but I am grateful that I have had the opportunity to work with you and learn from how you conduct yourself.  As I read the book there were numerous instances where I thought of you setting lofty expectations and pulling everyone along with you and quite frankly setting the standard.  I hope we have another opportunity someday to work together.  Until then, I appreciate your help in making me a better person, possibly without you even knowing.

 

Best regards,

Derek