The Storm After The Calm

Two years ago, I wrote a post entitled ‘The Calm Before The Storm' which highlighted the importance of staying active in your marketing, especially when things are slowing down. Now that the market appears to begin showing new signs of life, I believe this begs the question; will we be ready once the spigot is opened up a few notches?

I know our company has experienced a healthy boost in activity from our recruiting and executive placement almost scary amount of activity. Another positive sign is a call I received from a client to tell me about a recent success that made my entire month. This particular client is the owner of a young start up and called to share how they had just landed the largest contract of his entire career; a multi-million dollar project that will keep him and his crew busy for some time.

Our web development and social media consulting has reached a fever pitch and we have definitely been ‘drinking water from a fire hose' in that department. I know these are good problems to have but I truly believe we must prepare for good times as well as bad.

Our little company, ‘Construction Market Consultants, Inc.' will be ten years old next month and while I do agree that time does fly when having fun, to say the past ten years has always been a walk in the park would be a wee bit inaccurate.

The past 18 months has been a walk in the park but instead of a stroll by the lake with children flying kites and couples picnicking, it has been more like a scurry through Central Park, at 1:00 AM with the hair on the back of your neck doing a tango while being chased by street toughs.

In preparation for what I hope to be a storm of new business, I have been reaching out and touching base with those contacts that are still in their current position or with the same company as they were ten years ago. If I have a ‘black belt' in anything, it is how I manage my contacts.

I believe one can never overestimate the importance of keeping in touch with friends, acquaintances, colleagues, associates and even near total strangers that have somehow earned their way into your list of contacts. I have found this to be important because these are the people I can turn to when I need a ‘favor' or a name that will help me solve a problem, complete a task or reach a goal.

I do not believe I am alone in my optimism. Of course, there are plenty of articles offering good news, guarded good news and not so good news; at least in our tiny world, companies are starting to hire again. I see the cup as half full and rising. As we all continue to build new business let's hope we are not like the dog that finally catches the car and has to ponder, what do I do now?

I hope the storm arrives soon and we all have to hustle fulfilling business obligations instead of trying to find them.


Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc. An Atlanta based management consulting group specializing in business development, sales, marketing and profitability as well as executive placement for the Architectural, Engineering and Construction industry.

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