Understand your customers. You
have to understand their business and take the time to
understand the mechanics of
their business, how it operates
and how you can be a financial
benefit to them. If you can’t
provide a service that they
want, then there’s no benefit to
them, and the likelihood of you
doing business is pretty slim.
I try to learn as much about a
new client as I can before I
ever meet with them. With today’s technology and especially the Internet, you can
look at their Web site and
Google them. It does show
when you talk to them that
you’ve taken the time to learn
all you can, that you’re interested in their business and in
them.
Believe in and live your culture. If
you truly believe it, it’s your
culture, it’s your values, and it
says who you are. It also says
what you stand for, and if
you’re a new customer, hopefully, the new customer feels
they know what they can
anticipate and what they’re
going to receive from us.
You can’t talk about it, and
you can’t tell people about it;
you’ve got to practice it. You
can’t give it lip service. You have to practice the principles
of integrity, and if you practice
those principles, then it makes
the stock in your integrity go
up significantly.
The easiest thing to do is to
look in the mirror and determine what you’ve told people
… that you’ve lived up to their
expectations. I measure my
performance not only with
clients but also with my constituents in the office. I am the
president of the company, but
I firmly believe that my job
isn’t any more important than
anybody else’s in the company,
and we all have different levels
of responsibility, and the person at the front desk isn’t any
more important than I am.
It all comes back to living the
core values.
HOW TO REACH: Renier Construction Corp., (614) 866-4580 or www.renier.com
