Thursday, September 3, 2009
Wednesday, September 2, 2009
Publishers View Point
Where did the summer go? In the haze of the many golf tournaments I attended and construction events the summer slipped away almost as quietly as the “economic down turn” did.
I am not saying we will not have a few more days of summer weather to enjoy between now and the end October as I am sure a few companies are still struggling to recover. But as the colder weather moves in the hotter economic environment is fast approaching.
I recall this time last year people were waiting for the Canadian construction market to burst and when it did a lot of companies were preparing to go bust. Being in the newspaper and publication business I talked with a lot of people who were looking to be very cost conscious in 2009 and watch every penny that was spent. Early this year many people were waiting for work while others were busier then ever, why such two very diverse sides to the status of the economy?
The answer seems easy to see now. The busy companies were the ones who invested in training and development of their employees. They generally exceeded their customers’ expectations rather then just meet them. They were leaders in their field in one or more area. These areas included technology, networking, marketing and customer satisfaction. I like to think of the past year as the thinning of the herd. Like in the animal kingdom a lioness hunts down the weak and young prey first before they go for the strongest of the group. With a market that was so overwhelmed before everyone had work simply because the jobs needed to get done. When there was less work you could no get the best to do the job vs. the rest.
Now a lot of the younger or weaker companies that have survived had learned a few things from this little crisis we are leaving. Be innovative, in everything you do. From marketing, hiring, and retaining staff to nurturing your existing client base. Companies are looking at how they attract new customers and how to stand out from the rest. Today’s new environment means understanding social media and realizing the days of the yellow pages being enough to get your name out have disappeared.
How did you survive the past year? Did you seem a boom or bust in your business? What did you learn and how did survive or in some cases flourish? Share your story with me and we could do a profile on your business.
I am not saying we will not have a few more days of summer weather to enjoy between now and the end October as I am sure a few companies are still struggling to recover. But as the colder weather moves in the hotter economic environment is fast approaching.
I recall this time last year people were waiting for the Canadian construction market to burst and when it did a lot of companies were preparing to go bust. Being in the newspaper and publication business I talked with a lot of people who were looking to be very cost conscious in 2009 and watch every penny that was spent. Early this year many people were waiting for work while others were busier then ever, why such two very diverse sides to the status of the economy?
The answer seems easy to see now. The busy companies were the ones who invested in training and development of their employees. They generally exceeded their customers’ expectations rather then just meet them. They were leaders in their field in one or more area. These areas included technology, networking, marketing and customer satisfaction. I like to think of the past year as the thinning of the herd. Like in the animal kingdom a lioness hunts down the weak and young prey first before they go for the strongest of the group. With a market that was so overwhelmed before everyone had work simply because the jobs needed to get done. When there was less work you could no get the best to do the job vs. the rest.
Now a lot of the younger or weaker companies that have survived had learned a few things from this little crisis we are leaving. Be innovative, in everything you do. From marketing, hiring, and retaining staff to nurturing your existing client base. Companies are looking at how they attract new customers and how to stand out from the rest. Today’s new environment means understanding social media and realizing the days of the yellow pages being enough to get your name out have disappeared.
How did you survive the past year? Did you seem a boom or bust in your business? What did you learn and how did survive or in some cases flourish? Share your story with me and we could do a profile on your business.
Tuesday, September 1, 2009
Testing Online Sales Tests
Part of my role with the Construction News and Report Group of companies is recruiting of new sales reps for our regional publications. Even before we do an in person or phone interview a candidate must qualify themselves as a leader in the field of advertising sales. This involves an initial questionnaire to gage their understanding of what we do and looking for some educated answers. This simply weeds out people who are not actively looking for employment.
The second tool used during the interviewing stage of qualifying a potential rep has been the use of a Online Sales test by sales test online.com Which too date has worked pretty well. We have only ever had one person who failed the sales test get hired on by taking "no" as answer and finding another way to demonstrate their sales skills at no cost to use. Now sales test online.com takes less then 5 minutes to complete and we quickly get a report card to share with the candidate that we can evaluate for a few key areas where we like to see score of 7 to 10 on. A very simple test but not inexpensive as a screening tool.
I am now looking for other online sales test to review and started a great discussion on Linkedin.com that generate some interesting options that I will explore.
Have you used online sales tests in your recruiting?
If yes, which ones have you used?
Which ones did you like and which ones did not meet your requirements?
Friday, August 21, 2009
Who has started to turn their marketing dollars back on?
Check out the poll I have set up on Linkedin. The poll is to measure who has turned their marketing dollars back on.
Tuesday, August 18, 2009
Nominations are now open for the 2009-2010 Ontario Construction Report Readers Choice Awards
The Nominations are now open for the 2009-2010 Readers Choice Awards for the Ontario Construction Report.You can nominate as many companies you want for our 15 categories:
1) Outstanding Customer Service Award
2) Outstanding Construction Supplier Award
3) Best Equipment Rental Provider
4) Outstanding Architect
5) Best All-Around General Contractor
6) Best Residential Contractor
7) Most Effective Construction Labour Agency
8) Outstanding Subtrade
9) Green Project of the Year
10) Outstanding Commitment to Sustainable Development
11) Best All Around Construction Project of the Year
12) Best Landscape Architect or Landscape Designer
13) Outstanding Provider of Professional Services to the Construction Industry
14) Most Innovative Green Product of the Year
15) Owner or Developer of the Year
To nominate someone simpley click here: OCR Readers Choice Awards
Friday, August 7, 2009
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