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Mark Eastman

Being Aware of the Common Bid Mistakes is the Best Way to Avoid Them

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This is the First Step in Building a Better Proposal

Even though John was still overwhelmed and his schedule was packed, he knew the only way to ever get control was to keep his upcoming appointment with Gene.

John had spent a lot of time this past week considering the questions Gene had asked at the first meeting.

Why do you do what you do?

Do you love what you do?

Why do we need to do proposals?

As John was driving to the office of XYZ Construction these questions were still banging around in his head with a wide variety of answers and no real clarity.

Going in John smelled something amazing. He hadn’t realized how hungry he was. Gene was providing lunch this week and the smell made his hunger apparent.

In the conference room Gene was stirring some chili. “Lunch is ready. Grab a bowl and let’s get started.”

As they sat down Gene asked, “Did you come up with answers to the questions?”

John sat there for a minute and said, “I’ve come up with way too many answers. About the time I think I have it figured out; another answer shows up.”

Gene grinned, “That sounds about right.

The important thing is not having every answer to every question, but rather to continually be asking the questions and actively looking for the answers.

I still ask and answer questions every day.”

“A good way to find WHY answers is to figure out things that work and things that don’t. Let’s start with a WHAT question. Gene handed John some papers and said,

“What are the common bid mistakes made by contractors and how can you avoid them?”

#1 Your customers lack clarity – You remember the story I told you last week about that misunderstanding I had with a customer? This is a perfect example of how the lack of customer clarity is a problem. You need to provide a clear detailed description of the work and the materials that you are going to provide. A clear scope of work helps avoid customer confusion. The Blueprint for Building a Better Proposal will provide you a system for giving clarity to your customer.

#2 Production crews lack clarity – The scope of work not only provides customers with clarity, but it also gives the production crews a clear understanding the work to be done. This prevents subcontractors/employees from doing more or less than the project includes. Too much work done means cost overruns. Too little and the customer is unhappy. The Blueprint for Building a Better Proposal will give the production crews a clear description of the work to be done.

#3 No production budget – When the production crews don’t know what dollar amounts have been figured to do the project, they often spend more than expected. These cost overruns mean less profit.

If you take care of the pennies, the dollars will take care of themselves.

Let your production crews know how many pennies they have to spend. This will lead to more dollars of profit. The Blueprint for Building a Better Proposal will provide you with budget numbers automatically.

#4 Unsatisfied customers – Discontented customers are the worst. Not only can they be a drain on company morale, they can become serious problems that can cost you money and hurt your reputation. They’re paying you to have their dream turned into reality. When they don’t have an accurate dollar amount before the work is done, they will not be happy when it’s finished and costs more than they expected. The Blueprint for Building a Better Proposal gives the customer a clear expectation of cost before the work starts so that when it’s done for that price, they will be happy.

#5 Unprofitable projects – One of the biggest problems in construction is Guesstimates. Guessing at the amount of time and material it’s going to take to do a project is a big risk. Different size projects require different overhead and profit margins. The Blueprint for Building a Better Proposal provides predetermined options of overhead and profit when preparing a proposal. Proposals done this way can increase the profitability of your projects.

#6 Trying to do everything yourself – Most small construction companies only have a few people working. The focus is on the physical construction and doesn’t leave time for doing accurate detailed proposals. Most contractors don’t like paperwork. This leads to hasty, inadequate and oversimplified proposals. The Blueprint for Building a Better Proposal is a system that allows you to focus on doing construction while office staff does paperwork.

#7 Your bidding system isn’t customizable – Most construction projects consist of a variety of different areas of construction. You need a system that can include all or one. Because markets and geographic locations are so different, you need a system that you can adjust to your specific requirements and rates wherever you are. The Blueprint for Building a Better Proposal allows you to be able to customize proposals in these ways and more.

Gene could see that John’s eyes were glazing over. “I know this was a lot to take in and doesn’t feel like we’re getting any closer to actually doing proposals, but I assure you…

Getting clear on these mistakes will give you a head start to providing better proposals.

And next week we’ll start working on the first step to Building a Better Proposal.

Previous post in this series:

What is Construction Clarity and How Do You Find It?

Learning How to Get a Construction Project Started Out Right

It’s Time for the First Meeting

Be Careful About Giving Over Control of Your Actions to Your Emotions

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Think Before You Act

We’ve all been angry at someone and done things in the heat of the moment that we regretted later.

You’ve probably heard the hunting story told by Mickey Mantle. There are several different versions, here’s one.

Mickey Mantle and Billy Martin decided to go hunting on a farm owned by a doctor friend of Mantle’s. It was a long four-hour drive and when they got there, Mantle went to the door to get permission. When the friend came to the door Mantle asked if they could go hunting. The doctor said sure, anytime Mick!

As Mickey turned to walk away, the doctor asked, could you do a me a favor? Mickey said, what’s that? The doctor said he had this old horse that needed to be put down and he just hadn’t been able to bring himself to do it. Could you do it for me? Mickey said, I don’t want to shoot your horse. The farmer said, Please Mick. It would really help me. Mickey agreed, then thought of a joke to play on Billy.

He went back to the car and said, we just drove four hours and he said we couldn’t hunt. Mickey’s voice grew angry and loud. I’ll show him, I’m going to shoot his horse. Billy said, No Mickey. Don’t do that, we’ll get in trouble…maybe end up in jail. Mickey said, NO I’ll show him he can’t do this to us. Mickey took his rifle and headed to the barn and shot the horse. Just then Mickey heard three more shots and turned around to see Billy standing there with his gun. What are you doing asked Mikey? I shot three of his cows, said Billy.

Even though Mickey’s actions weren’t out of anger, they lead his friend to act. The friend’s anger at MIckey being mistreated lead to actions that weren’t productive or helpful.

We have to be careful. Our actions might lead others to do bad things.

Another example of letting our emotions have control of our actions is the farmer who found a mouse eating an ear of his corn. When he saw this, he began chasing the mouse. He found a stick and began swinging. The mouse jumped and ran from stalk to stalk. The farmer swung and stomped and chased. When it was all over the farmer looked up and there was a half-acre of broken and flatten corn stalks.

The mouse eating the corn was not a good thing for the farmer but…

Letting his emotions control his actions did not turn out so well either!

As are all emotions, anger is from God. We are after all made in His image. The Bible is full of examples of God being angry with people that were doing things that they weren’t supposed to. One such example is in John 2:13-21, when Jesus ran the moneychangers from the Temple.

Anger can be a driving force for good, if the way we handle it aligns with God’s plans. It’s good when we get angry about someone doing something wrong. We need to have the courage to stand up against evil.

Pastor Lee told a story about a man who saw a report on the news about a plane crash caused by ice on the wings. This man was angry and being an engineer, invented a system for deicing planes.

This is the kind of angry we should be. The kind that pushes us to do something beneficial and purposeful.

Anger is a gift from God…use it wisely!

Action is Required if You’re Going to Accomplish Anything

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A Plan is a Great Place to Start, But Won’t Build the House

I don’t know about you, but I find it easier to plan than to do. Last week we discussed how overthinking things slows down our plans. The thinking part is important, but it alone isn’t going to accomplish our goals.

The week before we examined how learning can keep us stuck and prevent us from moving forward. Like thinking, learning is also essential to moving forward toward our dreams.

It became evident that while both of these are great, neither will work without action.

We must “do” if we’re going to succeed.

On the other hand, just doing has issues as well. If you don’t know what you want to accomplish how will you know if what you’re doing is the right thing.

If you want to build a new home, you need a plan before you start. Granted, it doesn’t have to be a full blown super detailed set of blueprints. It could even be just in your mind, but there’s still a plan.

The problem is that it’s hard to clearly share plans when they’re only in your head.

So, if there are any others you plan to share the home with…it might be a good idea to find a clear way to communicate your plans.

The key to accomplishing the things you want is in understanding how planning and doing work together. Napoleon Hill summarizes this well with his quote…

“Plan your work and work your plan.”

Building a house is a great example for building anything, whether that’s a building, a business or a life. You need to start with the end in mind. What is it’s purpose? What will it look like when it’s finished? What needs to be done to achieve that outcome? In what order do these things need to be done? This is the planning part.

The doing part comes with some questions as well. Are you going to do it by yourself or hire professionals? Do you know how to do it or are you going to need to learn how? How long is it going to take if you do it yourself? Do you have that much time?

The bottom line is that you need to be clear on what it is that you want to accomplish and then determine the best way to get there. Once you’ve figured this out get started building.

If you don’t get started, you’ll never get finished!

Our Small Actions Can Have Big Impacts

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It’s Important to Remember This, Always

As we’re busily trying to navigate through our own lives, we rarely think about the impact we have in other people’s. Most of the time we never even know what effect we have on those around us. These small seemingly insignificant influences can be life altering.

This past Sunday Pastor Lee had some people share their faith journey with the congregation. Some grew up in this church, others became a part of our church family more recently. Some got to know Christ later in life, some have had a long-term relationship with Him.

One thing that was consistent in all these stories was the importance of outside influences, both good and bad.

We never know what word said or action taken will impact those around us. What we do know is that we have control of what we say and do. When our focus is inward, we’re more likely to have a negative influence on others.

Another thing that was consistent in these stories was the small actions that had big results. There were no huge dramatic life altering situations, just small acts of caring.

Small actions can have big impacts!

Most of us see the things we do as unworthy or unimportant. All we need to do is open our eyes to see that this is not true. What we see as small and irrelevant can be the thing that changes someone’s life, for good or bad.

We see our stories as nothing special, but after hearing these people share their stories it’s clear that this isn’t true.

Think about the effects on those around you before you act.

Being Aware of Mental Roadblocks is the First Step to Overcoming Them

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Stop Overthinking Things and Do Something

Last week we discussed learning as a form of procrastination. Too often, time is spent learning rather than doing. There’s less risk with learning. Doing is scary. What if I do it and nobody likes, it, needs it or wants it?

Overthinking things is a form of procrastination

Clarity of your goals and the best way to get there is hard to know. There are so many great and important things that I want to do, how can I know which ones to do?

“The person who chases two rabbits catches neither.” This proverb is a great illustration of a lack of focus. Achieving your goals is like chasing rabbits…often way more than just two.

I don’t know how many rabbits you’ve actually chased, but trust me they’re hard to catch. Rabbits seldom run in a straight line despite being pretty quick, they change direction often to throw off their pursuer. In order to catch one, you need to follow its every move if you are to have a chance.

Our goals are a lot like rabbits…they run fast and keep changing direction.

Being clear about where you want to go is the first step to achieving your goals. I’ve always been an overthinker. I naturally spend a lot of time thinking about things. Which thing should I do first? Is it the right thing to do? What’s it going to take to get it done? Do I have time to do it right now? Should I wait and do it later.

Determine which rabbit is the most important and chase that one first.

The opposite of overthinking is diving in without thinking. This can be a problem too. Diving in without any consideration or planning can lead to a bad outcome as well. It’s a good idea to know the depth of the water before you jump.

Finding the balance of these two things is the key. Somewhere between overthinking and not thinking.

There have been a lot of times when I have dreaded starting some project because I thought it was going to be too hard or take too long. Then after it was done…the actual doing was way easier than it was in the thinking version.

Thinking is like learning. There’s less risk with thinking.

The way to deal with overthinking is to think. I know this sounds backwards, but you need to spend some time thinking about it so that you know how to be prepared to handle it before it happens.

Be clear about who you are. What your tendencies are. What things you like doing. What are the things that are most important for you to accomplish your purpose?

Get clear on these things and then be intentional about focusing intensely on the most important things first. If you’ve thought about it ahead of time you will be way better prepared when you need to make decisions.

The problem with overthinking is in the “over” part.

Overthinking is a roadblock to productivity, but it doesn’t have to be if you avoid the “over” part.

Every Action or Lack of One Affects Your Reputation

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…and you have complete control over your actions

Your reputation is the overall quality or character as seen or judged by others. It can be either good or bad. One’s character can be misperceived by false statements and hearsay. It is important to be careful about what you believe when it comes to other people’s reputation.

How we perceive ourselves is different than how outsiders see us.

In Genesis 6 God decides to clean the world with a flood, because people had become so evil and corrupt. The people living at that time had a completely different perception of their reputation than God did.

God told Noah to build the Ark to save the animals and his family. You can imagine what Noah’s reputation was like to his neighbors.

God asked Noah to build the Ark and he did.

Noah was less concerned about what other people thought than what God thought. This one man was clear about his purpose. He knew what he was supposed to do, and he did it.

Too often we let other people’s opinions keep us from doing the thing we’re meant to do.

God used this one man to change the world…literally. He will do the same thing with you if you’ll let Him.

If you take the actions God wants you to…you’ll have the reputation you need where it matters most.

How Can I Stop Using Learning as a Form of Procrastination?

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First Thing is to Determine When Too Much is Too Much

I love learning! I want to be better than I am. I want to know more than I do now. I also want to learn how to build a great business that helps others find solutions for building their dreams.

There is so much that I don’t know. If I’m going to have that profitable business and be the best me, I need to learn how. Over the years, I’ve wondered if I was spending too much time and money learning, but really never came up with a clear answer.

So, how much time and money should be invested in learning?

What is the appropriate amount of either? According to Josh Spector there is a balance of learning and doing. Learning is valuable, but will never be as valuable as doing. He makes a great point when he writes,

“There’s a reason Nike’s slogan isn’t “Just learn it”.”

Time spent learning makes us feel like we’re working hard. There’s less risk with learning than doing. Learning is more internal. If we ‘do’ something and it doesn’t work…others can see that we failed.

There are learners and doers.

People naturally fall into one of these two groups. Learners don’t get as much done as they would like because they spend too much time learning. Doers don’t get as much done as the could because they don’t know of any other way to do it. Consequently, neither group gets as much done as it could if they would find a balance.

So what is the right balance of learning and doing? Josh recommends spending 80% of your time doing. He also says one of the best ways to learn is to do.

This caused me to think back over my construction career and how I learned all of the things that I now know how to do. These things weren’t learned from an online class or from a book. They were learned working along side someone who knew what they were doing and showed me how…and showed me how…and showed me how.

The important thing is to be clear about your goals, determine what is needed to accomplish them and begin to move in that direction.

Above all you need to know whether you’re learning to avoid doing or to give you the knowledge you need to move forward and accomplish your goals.

Doing is learning! Find the right balance for you.

Why It’s Important to Have Our Focus in the Right Place

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The Beauty of a Mountain Top Experience is Outside of Ourselves

I don’t know about you, but I find mountains to be some of the most beautiful things there is. What is it about these big rocks that make them so appealing? Maybe it is inherently part of who we are?

I think being on top of a mountain gets us closer to God.

Mountains are mentioned more than 500 times in the Bible. Mountains were a significant part in God’s dealings with people.

Mark 9:2-9 used in Pastor Lee’s message this week is one of these. This story of Jesus and three of His disciples is often referred to at the Mount of Transfiguration.

While on the mountain the disciples experienced the changing of Jesus’ appearance as well as the unexpected showing up of Moses and Elijah. In the midst of these miraculous events, Peter misses the point and offers to build three shelters. Really…did he think they needed someplace to stay?

Too often we don’t think about things before we open our mouths.

We need to step back and get a clear picture so we know what’s really going on. We need to be quiet, look and listen. If our focus is on the mountain rather than what’s happening on it, we can miss the point.

A man once testified in one of D. L. Moody’s meetings that he had lived “on the Mount of Transfiguration” for five years. “How many souls did you lead to Christ last year?” Moody bluntly asked him. “Well,” the man hesitated, “I don’t know.” “Have you saved any?” Moody persisted. “I don’t know that I have,” the man admitted. “Well,” said Moody, “we don’t want that kind of mountaintop experience. When a man gets up so high that he cannot reach down and save poor sinners, there is something wrong.”

Mountaintop Experience

A “mountain-top experience” is a moment of transcendence or epiphany.

A true mountain-top experience requires our focus to be outward not inward. It needs to be about what we can do for others, not what we get out of it for ourselves.

When the eleventh century, King Henry III of Bavaria became tired of his life and the pressures of being a monarch, he asked the local monastery if he could spend the rest of his life there.

The prior of the monastery told the king, “Your Majesty, the pledge here is one of obedience. This will be hard for you because you have been a king.

“I understand,” said Henry. “The rest of my life I will be obedient to you, as Christ leads you.”

“Then I will tell you what to do,” said the prior. “Go back to your throne and serve faithfully in the place where God has put you.”

When King Henry died, a statement was written: “The King learned to rule by being obedient.”

We need to be obedient and…

Focus on the place where God has put us and serve faithfully from there.

What Makes One Thing More Important Than Another?

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How to Decide What’s Urgent, Important or Not

Since the start of the new year, I’ve been working to find clarity in my prioritizing. I wrote about the value of time and how to decide where to spend it. I wrote about the importance of putting the big rocks in first and determining what makes one rock more important than another.

This is the hard part.

Rocks are hard…get it? 😊

Steven Covey’s time management quadrant in the previous post makes the idea of sorting things into the 4 areas clear. Different things need a different level of attention given to them.

  • Quadrant 1 is fire-fighting (urgent & important). This is easily recognized and where most of us spend way too much time. This is the get down to the core action of, if the house is on fire and the phones ringing…do we answer the phone or get the kids out of the house? The problem is we should have spent more on important rather than urgent and maybe we could have prevented the fire.
  • Quadrant 2 is quality time (important & not urgent). This is the area where we should focus. It’s where we get the most return on our investment of time and energy. It’s also the hardest because there’s no immediate rush like there is when fighting fires.
  • Quadrant 3 is distractions (urgent & not important). We can fill this quadrant with an endless list of small and trivial tasks convincing ourselves that they are important, because they probably are. The things in this quadrant require less time and energy than the ‘really’ important tasks. The question is, are you doing them because they’re important…or because it feels good to check thing off the list?
  • Quadrant 4 is time-wasters (not important & not urgent). The things in this quadrant are the things of least importance. These things serve no direct purpose in accomplishing the important things in your life. You want to avoid wasting time on these things.

We have a limited amount of time…spend it wisely.

As I read through the different quadrants in this example, I was perplexed with some of the things listed.

It seemed to me that some of the things in quadrant 4 were important things and not necessarily time wasters, i.e. entertainment (TV) and stress relief. In quadrant 2 was recreational activities. For me watching TV is recreational. And isn’t “relieving of stress” pretty important? The more I studied it the clearer it became…

It’s up to us what goes in our quadrants!

It comes down to being crystal clear on who we are and what our specific purpose is. This is the problem. Most of us haven’t or don’t want to spend the time and energy to figure it out. We just float through life without a clear direction of where we’re going or how we’re going to get there.

In the Ayn Rand book Fountainhead architect Howard Roark is super clear on who he is and what he’s willing to do or not. Because of his lack of conformity to the status quo, he struggles to make a living. He is almost broke but is given an opportunity to design and build a bank building that would be very profitable for him.

As he meets with the bank board, they ask him to make a few changes that would require that he conform. He turns the job down and goes to work doing manual labor in a quarry.

I want Howard Roark’s clarity.

I do think there is a place for conformity. It’s not always wise to cut one’s nose off to spite one’s face. However if we have Mr. Roark’s clarity, we can then determine what makes things urgent, important or not in our lives.

You get to decide, but if you want clarity…you have to decide.

We Have a Responsibility to Be Who We’re Made to Be

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Why It’s Important to Do “Whatever it Takes”

We’ve all heard people respond to a request with… “whatever” and a roll of the eyes. This is especially popular with kids when they don’t understand why the request has any significance in their life. It was such a common response by one of my daughters that one year for Christmas we got her a throw pillow with the word “Whatever” stitched on it.

The alternative response is… “whatever it takes”

This is a mission-oriented perspective. It gives us the drive to accomplish our specific purpose. In 1 Corinthians 9:16-23, Paul explains his laser focus on doing whatever it takes to share the Message with everyone.

Getting this clarity of focus can be difficult. Too much of the time we go through life saying “whatever”. If we will take the time and effort to determine who we are and what we are here for, it becomes clear.

It’s easy to get sidetracked and off course. We can convince ourselves that we aren’t capable of doing that…look at all our weaknesses and flaws.   

We’re looking for perfect and it doesn’t exist this side of Heaven

Here is a Dear Abby letter that speaks to our unrealistic expectations:

Dear Abby: One of the toughest tasks a church faces is choosing a good minister. A member of an official board undergoing this painful process finally lost patience. He’d watched the pastoral relations committee reject applicant after applicant for some fault, alleged or otherwise. It was time for a bit of soul-searching on the part of the committee. So he stood up and read a letter purporting to be from another applicant.

“Gentlemen: Understanding your pulpit is vacant, I should like to apply for the position. I have many qualifications. I’ve been a preacher with much success and also have had some success as a writer. Some say I’m a good organizer. I’ve been a leader most places I’ve been.

“I’m over 50 years of age. I have never preached in one place for more than three years. In some places, I have left town after my work caused riots and disturbances. I must admit I have been in jail three or four times, but not because of any real wrongdoing.

“My health is not too good, though I still get a great deal done.

“I’ve not gotten along well with religious leaders in towns where I have preached. I am not too good at keeping records. I have been known to forget whom I baptized.

“However, if you can use me, I shall do my best for you.”

The board member looked over the committee. “Well, what do you think? Shall we call him?”

The good church folks were aghast. Call an unhealthy, trouble-making, absentminded ex-jailbird? Was the board member crazy? Who signed the application? Who has such colossal nerve?

The board member eyed them all keenly before he answered, “It’s signed, ‘the Apostle Paul.”‘

Persistence is the key to accomplishment.

Focus on the positive…not the negative and do whatever it takes to fulfill your mission. Paul was clear about his mission and pushed forward doing whatever it took. People with a mission that act on that mission, change the world.

Find your mission…DO WHATEVER IT TAKES…change the world!