Construction Engineers - General Contracting and Tilt-Up Specialists.
Dakota, South Dakota, and NW Minnesota since 1978,
Construction Engineers’ 90 employees generate annual revenues
of $20 million.
What problem(s) were you struggling with prior
The marketing and business development plan for our company was
dependent upon the two owners, and relied on the information they
were able to gather from the media, friends, and business relationships.
It was always difficult to find the time to meet new clients and
do follow up when we were also managing the company and construction
How did CODE help you solve the issue(s)?
We decided that we needed to hire someone to help us do the marketing.
We did not have a marketing plan or strategy in place for this new
employee. Upon hearing about CODE we decided that
this is what we needed. We wanted our Marketing Director to have
a structured plan to follow to efficiently use his time.
CODE allowed us to get our marketing program off
to a running start in a short period of time. CODE
gave us a concise and well thought out process for greeting, qualifying
prospects, and follow up. We now have a full time marketing director
and a great plan for him to follow with established benchmarks and
ready to use worksheets, guides, transcripts, agendas, and reports.
What type of results
have you seen since using CODE?
Our marketing director has been successful in obtaining many new
leads that we normally would be unaware of. He continually brings
in new prospects weekly and is able to organize each prospect and
strategically plan our communication processes, to effectively utilize
Since the CODE training, how has your approach to Sales
& Marketing changed?
We have taken a better look at each and every prospect and analyzed
the situation to our best advantage. Our old approach used to be
to give them a price and then walk away until the client called
you back. Our approach now is to qualify the prospect to find out
if they are real. Only after the client has been fully qualified
according to the CODE criteria, will we then develop
a price and proposal.
Why should construction
companies consider using CODE?
Construction companies should assess their present marketing programs
and look at their weaknesses. How many proposals are you making
and how many did you close? If you are not getting one out of every
three or four proposals, you are working for the wrong client. CODE
gives us the tools to qualify our customers and target the right
market without doing an inordinate amount of estimating.
How has CODE changed
your approach to sales and marketing? How has it changed your people?
CODE has instructed us to be better at dealing
with clients and listening to what is important to them. We do not
present our credentials or pricing until we have a better understanding
of the client and what is important to them. CODE
has a Worksheet that we use to show the client what is important
and how we can be a valuable contributor to his construction and
How does CODE differ
from other approaches to Sales and Marketing specific to your industry?
CODE is a fully developed manuscript with detailed
methods and systems. It is a comprehensive program with workbooks
and on-site training that is unmatched by any other Sales and Marketing
Programs that I have ever seen. We are excited to have received
the CODE Marketing and Sales training and are excited
for the future and the potential benefit that we are generating