The Need for Troubleshooting Your
Business to Cause Success
By Charles Vander Kooi

     I have developed two terms which describe the underlying approaches most contractors take to their bidding process and, for that matter, to their entire company. I call them either a "front door contractor" or a "back door contractor". A "back door contractor" goes out and bids everything he can without any rhyme or reason. He approaches his company on a day-to-day, "face what comes my way" attitude. Whatever comes in the back door, on which he can be low bidder, dictates the kind and quality of work he can get, the people he has working for him and the kind of company he will be. That is a "back door contractor".

     A "front door contractor" is the contractor who has a plan in mind. He knows his people and their abilities and he knows himself. He knows what he wants out of his company. He also knows what kind of work his company does best and what is most profitable. He sets up projections as to what his overhead will be and then establishes goals for his company and determines the amount of work required to recover that overhead. He then selectively goes out and gets that work. He brings in through the "front door" what he wants and needs. He is running his company rather than his company running him. That is a "front door contractor".

     I read an alarming statistic the other day. It said that within the first three years of existence, 60% of the construction firms in this country become casualties. It went on to say that within ten years, 80% become casualties. Only 20% survive the long haul.

     I have just put down a local newspaper which reported that a major construction company ($100 million per year) has just declared Chapter 11 Bankruptcy. I am convinced, now more than ever before, that our industry needs more "front door contractors". I believe they will be the only who survive.

     This is excerpted from "Troubleshooting Your Business to Cause Success" by Charles Van Der Kooi. You may order this book by calling Tim Saul at 303-697-6467.

Charles Vander Kooi Biography:

     Charles Vander Kooi has been involved in the construction industry for over 30 years, thirteen as an upper-management employee of companies and seventeen as a consultant. He has bed over a billion dollars in work over his career. As a private consultant, he has helped over 1,200 companies in their estimating/bidding systems and has lectured to over 70,000 contracting people nationally and internationally.

     Constantly in demand, Mr. Vander Kooi speaks at an average of 100 Trade Shows and Conventions annually, teaching his philosophy across the U.S., Canada and Australia. His company consults with an average of 100 clients annually to assist in improving their performance.

     He has authored eight books to the industry and his seminars are available on audiocassettes as well as videos.

Vander Kooi and Associates, Inc.
Phone: 303.697.6467, Fax: 303.697.6815

Site Sponsors