SPRAYFOAM Professional - Fall 2017 - 9

PRESIDENT'S POST

TRUSTED RELATIONSHIPS
A

ccording to the internet, a transactional relationship in business
is a relationship where parties are in it
for themselves rather than developing a
relationship with the buyer, customer,
or vendor.1 Almost all relationships
start here, but whenever possible my
goal is to develop all relationships into
trusted relationships.
Vendors and suppliers can provide
us with much more than just a product,
tool or service. They are a source of
innovation, and often best practices
come from their collaboration with
other contractors - whom we would
never normally interact with. By keeping those relationships close, we can
leverage their knowledge as our own.
If all we look at is a price per pound or
a discount off list price, what we are
creating is a transaction. The scenario
will undoubtedly produce a one-way
street for both parties. Understanding
that it takes both parties to be successful can move that agreement into one
that works for both.
We all end up in the scenario where
we run tight on material, need a worn
part replaced or need a rig fixed. There
are mechanics who you call and know
you're a priority, but there's also those
who will hardly call you back. Price
isn't such a concern when, without the
rig, you have a crew sitting home the
next day and no revenue coming in.
So why is it such a concern at other
times? Value is important (price can
become an overwhelming factor), yet
at those times in need, true value is the
vendor, supplier or manufacturer that
can produce.
Maybe you've heard the saying
before - a general contractor is only
as good as his subs. If the GC is always
beating up his subs for price or scope,
what's in it for them? They are in turn
left with fewer resources to do the right
job and be motivated to ensure the job
goes smooth. Those GCs who work with
their subs and build a trusted relationship see projects proceed on schedule
and with less performance issues.

We had a recent example of why good
business relationships help us succeed,
an example no different than that friend
you would call at midnight when you are
in a bind. Over 300 miles from our shop,
we were tasked with spray foaming
some critical areas of a production food
plant. The group overseeing the plant
work was highly coordinated and had
been through similar shut downs before.
The stage was set with a protection crew
for the equipment. A removal crew for
the fiberglass followed us. The plant
came down on Friday, and we were
scheduled to begin our work Monday
at 6:00 a.m. and had until 8:00 p.m.
the following day to complete our work.
Murphy's Law kicked in about 15
minutes into the job. The crew identified a few areas that were unreachable
with the lifts we had rented. A quick call
to our long-term rental outfit had the
necessary ladders and picks dropped off
within hours. Not a huge feat, but please
keep in mind that this is all occurring
on July 3rd, when most companies are
on cruise control.
I believe it only took an hour before I
received the dreaded call - the generator
won't stay running. Knowing we had
redundancy, I figured it wasn't the end
of the world, but knew we would now
be tight to finish on schedule. As the
conversation continued, I learned the rig
that was down housed two proportioners, which made the feat not accomplishable. We had to move and move quickly.
After some troubleshooting and trying to
jump out the potential problem, we had
a decision to make. Do we leave from NJ
with another rig and hope to make the
jobsite at some point that evening or do

we call a friend in the business? After
factoring in the holiday traffic scenario,
we decided the right call was to place a
call. We did, and within one short call a
rig was available 30 minutes away. We
were saved. Establishing a trusted relationship made the difference between
being successful or not.
Additionally, when we sell a job,
we also like to sell to customers that
we've built a trusted relationship with
in the past. They are the customers
we wouldn't hesitate to go that extra
step to make satisfied and the customers who, when we fall (and we all do),
understand and give us support. They
are the customers who understand we
need to be successful too, and that our
pricing allows us to service them. If we
used competitors' pricing, our model
wouldn't work.
Develop the right relationships and
success will follow. Trusted relationships take the most work and longest to
form, but they are worth it because they
"frequently create huge opportunities
and have enormous long-term impacts"
on organizations.1 o

SOURCE:
1 https://www.americanexpress.com/
us/small-business/openforum/articles/
how-to-manage-all-of-your-essentialworkplace-relationships/
John Achille
Coastal Insulation
SPFA President

Establishing a trusted
relationship made the difference
between being successful or not."

www.sprayfoam.org

| SPRAYFOAM PROFESSIONAL 9


https://www.americanexpress.com/us/small-business/openforum/articles/how-to-manage-all-of-your-essential-workplace-relationships/ http://www.sprayfoam.org

Table of Contents for the Digital Edition of SPRAYFOAM Professional - Fall 2017

Executive Director’s Corner
President’s Post
Foam Business News
Spfa Today – Membership News & Numbers
Legislative Update
Verdical Group’s 4th Annual Net Zero 2017 Conference: Energy + Water + Waste
An Expanding Business: Spray Foam Offers Interesting Opportunities for Sidelines
Can It Be Saved? Common Spray Foam Issues From Processing and Installation
The Evolution of the PCP Modifications and Improvements Through the First Five Years
2017 SPFA Contractor Awards
Discipline, Passion and Grit
Ask the Expert
Upcoming Events
Index of Advertisers | advertisers.com
SPRAYFOAM Professional - Fall 2017 - intro
SPRAYFOAM Professional - Fall 2017 - cover1
SPRAYFOAM Professional - Fall 2017 - cover2
SPRAYFOAM Professional - Fall 2017 - 3
SPRAYFOAM Professional - Fall 2017 - 4
SPRAYFOAM Professional - Fall 2017 - 5
SPRAYFOAM Professional - Fall 2017 - 6
SPRAYFOAM Professional - Fall 2017 - Executive Director’s Corner
SPRAYFOAM Professional - Fall 2017 - 8
SPRAYFOAM Professional - Fall 2017 - President’s Post
SPRAYFOAM Professional - Fall 2017 - 10
SPRAYFOAM Professional - Fall 2017 - 11
SPRAYFOAM Professional - Fall 2017 - Foam Business News
SPRAYFOAM Professional - Fall 2017 - 13
SPRAYFOAM Professional - Fall 2017 - Spfa Today – Membership News & Numbers
SPRAYFOAM Professional - Fall 2017 - 15
SPRAYFOAM Professional - Fall 2017 - 16
SPRAYFOAM Professional - Fall 2017 - Legislative Update
SPRAYFOAM Professional - Fall 2017 - Verdical Group’s 4th Annual Net Zero 2017 Conference: Energy + Water + Waste
SPRAYFOAM Professional - Fall 2017 - 19
SPRAYFOAM Professional - Fall 2017 - An Expanding Business: Spray Foam Offers Interesting Opportunities for Sidelines
SPRAYFOAM Professional - Fall 2017 - 21
SPRAYFOAM Professional - Fall 2017 - 22
SPRAYFOAM Professional - Fall 2017 - 23
SPRAYFOAM Professional - Fall 2017 - 24
SPRAYFOAM Professional - Fall 2017 - 25
SPRAYFOAM Professional - Fall 2017 - Can It Be Saved? Common Spray Foam Issues From Processing and Installation
SPRAYFOAM Professional - Fall 2017 - 27
SPRAYFOAM Professional - Fall 2017 - 28
SPRAYFOAM Professional - Fall 2017 - 29
SPRAYFOAM Professional - Fall 2017 - The Evolution of the PCP Modifications and Improvements Through the First Five Years
SPRAYFOAM Professional - Fall 2017 - 31
SPRAYFOAM Professional - Fall 2017 - 2017 SPFA Contractor Awards
SPRAYFOAM Professional - Fall 2017 - 33
SPRAYFOAM Professional - Fall 2017 - 34
SPRAYFOAM Professional - Fall 2017 - 35
SPRAYFOAM Professional - Fall 2017 - 36
SPRAYFOAM Professional - Fall 2017 - 37
SPRAYFOAM Professional - Fall 2017 - Discipline, Passion and Grit
SPRAYFOAM Professional - Fall 2017 - 39
SPRAYFOAM Professional - Fall 2017 - 40
SPRAYFOAM Professional - Fall 2017 - 41
SPRAYFOAM Professional - Fall 2017 - 42
SPRAYFOAM Professional - Fall 2017 - Ask the Expert
SPRAYFOAM Professional - Fall 2017 - 44
SPRAYFOAM Professional - Fall 2017 - Upcoming Events
SPRAYFOAM Professional - Fall 2017 - Index of Advertisers | advertisers.com
SPRAYFOAM Professional - Fall 2017 - cover3
SPRAYFOAM Professional - Fall 2017 - cover4
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