Checking in: News and Updates

It’s been quite a while since I’ve checked in and provided some updates about our businesses, the Podcast, perspectives, and other matters. These are posted at random in no particular order.

New Staff: We’ve been blessed at Wheaton Sprague (www.wheatonsprague.com) to add three new staff members in our Design, Drafting and Modeling Department (DDM). There are some really solid people available with the changes in the marketplace, the shifts, the ebbs and flows. We’ve added some high quality additional capacity, new capabilities, and experience. Each person is from the industry side of our work, and brings experience in custom fabrication, custom curtain wall design, drafting, building information modeling, gasket design, problem solving, and more. We’ve added two more architects with deep technical experience in delegated design and engineering and one 25 year industry veteran.

BIM2020: (#BIM2020) Our building information modeling initiative, growth and advancement continues, working with primary modeling software platforms like Inventor, RHINO and REVIT. This will bring continual improved value, intelligence, data, and expanded options to clients using a variety of platforms, applications, algorithms, code, and data to solve enterprise and project level problems. Engage with us in this space.

The Podcast: My Creating Structure Podcast https://creatingstructure.buzzsprout.com/ (#creatingstructure) has seven episodes uploaded. The eighth episode is about to post this week. Our podcasts all run about an hour, and we’ve gotten 522 downloads as of today. I’m please with the engagement so far, and thankful for everyone listening. I subscribe to the Seth Godin “Smallest Viable Audience” mentality (https://seths.blog/2017/07/in-search-of-the-minimum-viable-audience/) so I am happy with the results so far. I’m grateful for all who listen. Plus the seven episodes offer a “who’s who” list of business and technical professionals, all influencers in their own spaces, and all of whom have great stories bringing unique perspectives to the discussions. The next guest is Max Perilstein, Communications Strategist focused on the Glass and Glazing world, but our conversation covers sports production, broadcasting, marketing, glass, glazing, people, advocacy, energy issues, and so much more. It will be uploaded this week. Other guests on the prior seven episodes can be viewed from the Podcast site or via all other major Podcast platforms hosting the show. I hope you’ll subscribe and join the conversation.

Shifts: There’s quite a bit of shifting going on in the market right now. There are businesses making preemptive moves and cutting some of their technical staff. There are others moving locations, consolidating offices, or making decisions to buy out more services and reduce personnel expense. This has created a bust-to-boom environment in availability of quality people. I predicted this from the beginning of the COVID19 pandemic cycle. We’ve seen the market go from having almost no one available to having a multiple choices of quality people. Backlog is currency in this regard to inform decisions on hiring. Cash flow certainly helps as well, but backlog is a key driver informing near range or long range decisions.

Staying Close to Clients: In this economy, people want to work in a B2B environment with known entities with people they can trust; businesses with staying power, remote work capabilities, well funded, a strong network of people within, and a proven track record. We’ve doubled and tripled down on client support and client management, especially in the fundamentals of schedule adherence, quality of work product, communication, and client-centered solutions. Get these things correct and it will keep a business busy, and growing. There’s also longer term aspects on which to to plan and align with clients, but if we don’t get the fundamentals right, there’s no need to talk about broader vision or long term strategies. Double down on commitments and communications to clients and key prospects, and win.

Thanks for reading. I’ll provide more updates in the near future.

Remote work: Time Give and Take

Our offices, our entire business, are presently working 100% remote (not working in physical Wheaton Sprague office locations) due to COVID19 considerations. Even when we returned to office from Mid-June through November 26th, we were probably 50% remote on any given day. Here’s some reflections on how I view my time thus far, associated with remote work.

I save 30-40 minutes per day not driving back and forth to work

I need an extra 30 minutes per day with slower technology, not having triple monitors, and less access to my best “gear” from home; plus a dozen other little I.T. issues.

I save 15 minutes per day not making my lunch (yes I make my lunch)

I need an extra 15 to 30 minutes per day in extra work of engaging with staff via remote means.

I save days and days not traveling to see clients across the country

I need days to connect remotely with clients and drive engagement, do virtual meetings, track people down. I lose the energy and connectivity that being with people face to face brings.

What’s the net? Is it a gain, or a loss? Is it equivalent in the time equation? I’d say it’s almost equal. We gain and we lose. There’s the PERCEPTION of having “way more time.” It’s all contextual. I like the convenience that some of it brings. I dislike the lack of community, in a place, building energy and momentum. I like not having to drive as much, but I miss the transition driving to and from another space; the demarcation. I like being in my own space, but I miss being able to go interact with people (in three dimensions not two.)

I know this; we were made to need each other; to work together; to be in community. We have a form of it now, but it’s not quite the same.

It’s not better or worse to be 100% remote. It’s just different.

Friday the 13th

Friday the 13th, November, 2020, was one of the best days of the year at our company. It was an increasingly positive end to one of the best weeks of the year as well. We had six specific outcomes that manifested themselves in one day after many months of ongoing work, engagement and investment (time, energy, etc.) Those six outcomes included three new hires, one client-initiated interaction around additional monies due to extended project costs, and two contract extensions.

I don’t ever think about Friday the 13th and the superstition around that date. In fact, I didn’t even remember it was “Friday the 13th” when I went to the office. It just was a Friday in November. I brought the best Friday version of myself to that particular day, along with the best Friday version of our people. I engaged in the work, responded to clients, and took care of the business of the day.

Positive, thoughtful, caring, innovative, connected, collaborative, actions and stewardship over an extended period of time, day after day, week after week, month after month, eventually produce in-kind; in like manner. When we are on a really good path as well, assessing what’s working by monitoring results and running with it further, these actions can produce multiplied, positively-leveraged outcomes.

Superstition about a numbered day, or a specific number, like “13” is a self-fulfilling prophecy. Not showing up due to a doubt or worry is just a self-created setback. It helps to bring about the very outcome one may fear.

Keep standing, keep showing up. Trust in the provision of God as truth is acted upon and deployed in actionable behavior and energy.

Checking In

Welcome to September. Hard to believe that it’s already “that time of year” where we are looking at the end of summer coming soon, the end of Q3 2020, and the planning for 2021 business. Crazy how time flies, even in a COVID19 environment (or perhaps ESPECIALLY.) I thought I’d take the time to catch up again for a minute on a variety of topics

The Creating Structure Podcast: We have posted two podcasts, and the next one will record tomorrow, September 2, 2020. The first two sessions have a total of exactly 100 downloads as of today. Thank you for the support. Spread the word! We will continue to interview people around topics of business, architecture, facade, construction, and more. We record and upload every other week, so the next post will be around 9/8/2020. You can subscribe through Buzzsprout, Apple Podcasts, Spotify, and many other major platforms. You can find us here: https://www.buzzsprout.com/1236827/episodes

Glass Build: The last Podcast session was centered around relevant topics for #GlassBuildConnect which is happening through September. NGA/Glass Magazine will post our session the week of 9/7/2020. I think many in the field of curtain wall, glass, glazing, delegated design, and construction will enjoy the content.

Expansion: We have other affiliate company entities associated with Wheaton & Sprague Engineering, Inc. One of them is Wheaton Engineering & Consulting of NY, LLC. This is our New York State entity. We provide engineering, design, and consulting services for all types of facade, exterior cladding, curtain wall, in many forms and functions, to the entire State of New York. If you have any questions or needs in NYC, or other NY State metropolitan areas, please go to the “contact us” section of our website at http://www.wheatonsprague.com and you can send an email to the “info” email address.

Calling all Curtain Wall Engineers: We have job openings right now for positions centered around our Minnesota office and our Ohio Office. I say “centered around” because of the manager to whom the recruiting effort is attached. We prefer “in-or-near-office” candidates, but remote are considered as well, based on the times we live in. There’s a Senior Engineer opening for our Ohio office, and an Assistant Engineer opening in our Minnesota Office.

Focus: A quick word about focus. There’s thousands of “things” that we can do or get into, but we need to prioritize. “What are the most important items?” “What are the ‘game-changers’ (urgent and important)?” “Which ones offer the highest ROI or ROT (return on time)?” “What will have the most profound positive ‘stewardship’ impact for the business, staff, clients?” Once we sort this out, and this should be done with inputs from others to help clarify the goal, then define it clearly, put a timeline to it, and execute. It’s easy to always respond to the tyranny of the urgent, but we’ve got to make time for the important as well. Seek to SIMPLIFY. Growth and new initiatives fundamentally create more COMPLEXITY. Part of our job in leading, managing, and stewarding, is to seek to simplify and create order. Prune the branches. This is particularly hard for me as a visionary person with a growth and multiplying mindset. Having a great team of integrators, operators, and implementors is key. They are the “glue” in the “growth” process.

Again, welcome to September 1st. Hang in there. Focus on today, look ahead to the anticipation of tomorrow. Take care of family, friends, and the neighborhood. Control what you can control. Focus on mindset improvement. It’s up to all of us to help make it a better tomorrow by bring a better us to the table. Make it a great day.

Coach

I have a personal coach; you know, a life coach. He helps me with life and business things. Part of this is because life and business is all mixed up together when you found and own a business or businesses. It’s hard to sort out sometimes, at least for me.

Part of this is because I need a voice other than mine to listen to. I get plenty of other inputs, but it’s not the same as that 1-1 meeting with a trained coach and counselor. There’s skin in that game; paying someone to provide accountability, tools, and inputs to help advance. My coach is the best of both – a trained counselor and a committed coach; a business owner himself and one who has been coached.

Part of this is because I also know that the best athletes, musicians, actors, vocalists, and business leaders, typically have coaches; often multiple ones. Who am I to think that I can thrive the best without someone pushing me to my peak?

It’s party because I tried the counseling route as well. I wasn’t quite ready for that. It helped expose some things for sure, but that counselor said he thought I might be better off with this other counselor-coach who helped business owners and guys like me. He was right

Part of it is because I have ADD, even though I never knew it. I typically manifest that in one of two ways. One is a short attention span and moving to and from many things, which can create familial and organizational “head turns” (like, “what’s he doing now?”). The other is “hyper-focus” where I can grind at depth to great detail on certain tasks or directions. It produces a high ROI but can lead to burnout or losing sight of priorities.

Part of it is because people depend on me and I want to be a good leader, a good steward, steady, growing, setting a good example. No one has all the answers individually.

Part of it is that with some problems involving relationships, emotional IQ, people skills, the “grey areas,” it really helps to have perspective from someone that can look in from outside and provide inputs.

There’s a lot of “parts of it.” Those parts help define the whole. I highly recommend a coach to you if you’re reading, and if you can afford one. If you can’t, look for alternatives like reading programs, business groups, peer to peer groups, and the like.

Oh yeah, and my partner and I have a board or directors/advisors as well. That’s a big help too, but that’s another story for another blog.

It takes a village…..

Curtain Wall Engineering

Curtain Wall engineering, a subset of the delegated design and engineering field, is a worthy craft and endeavor. Here’s some principles I practice and promote, personally and organizationally, to bring successful outcomes and value to clients.

Collaboration: Good engineering is collaborative engineering. It engages the client. This includes their project manager, designer, fabrication manager, field installer, and other vested constituents.

Construct-able: Solutions must be practical, able to be constructed with available materials, sequenced properly.

Client Centered: Collaboration starts with the client. It’s about mutual solutions, not the engineer’s solution alone. Start with the end goal and work backwards. This is simple on some projects, more complex on others. And most tradespeople are not used to engineering professionals talking to them, respecting their opinion, valuing their input. Win over the installers and project managers, and win the client long-term (and learn something in the process.)

Code Compliant: Our solutions must be compliant with the building code, which is the minimum standard for buildings and structures. Mastery over the code and applications of AISC, AA, AAMA, ACI, ASTM and other reference standards is critical. We’ve got to have “the right tools in the tool chest.”

Communicative: Communicate regularly. The number one predictor of successful outcomes, client retention, good solutions, and lowering of risk, is communication; no question. And just because a direction was established at the start of the project doesn’t mean it’s going to bear itself out at the end. Keep the client engaged in communication and be consistent.

Correct: We’ve got to be technically solid, technically correct, make proper judgements and support it with the math and physics. The “numbers” have to be right to protect the client, the project, the public and the PE in charge.

Creative: All projects are not created equal. All installers do not practice the same techniques. All architects want their project to bear the unique “signature” of their firm. Owners want a product that is attractive to tenants. Every problem has a solution. Be creative, both in engineering approach and in the elegance of the solution. Say “yes” as often as possible. Find a way. Back it up with the numbers, or develop a blended solution.

There’s much more, but let’s stop here for today. Of course, we need to make use of the most effective use of the tools of the trade; software, hardware, templates, allowable stress rules, product information, vendor support, 3-D analysis programs, and more. Those are support elements, not the value propositions. It’s what we “do with the tool” that provides the difference in the outcomes.

Master your craft, and deliver value in increasing measure.

Friday No Post

I didn’t get a blog written and posted this morning, so I am writing now. That’s really unusual for me, but I have to admit, 7 days in a row of writing the blog is too enticing. It will be my 1st one-week streak. Sometimes motivation is shallow!

Why no post earlier you ask? I had a very large proposal with a hard deadline to complete today or the company would lose the opportunity. I invested my writing and creativity time in the proposal alone. I was tired and had limited energy to invest. It was the biggest thing to get done so I did it 1st, right after catching up on critical email business (yes, email can be a priority if it’s OUR choice.)

I had three other critical deadlines to get done as well that involved using my PE stamp to sign and seal documents. I didn’t expect I’d even get them done, but once the proposal was completed, thirty minutes earlier than I expected, those tasks fell right in line. No problem. I even checked financials, backlog, estimated work, worked in some follow-ups on four other pending proposals, and more. Bonus time. Some things are now scratched off my list for early Monday.

It supports the claim all the heavy thinking business coaches emphasize, “to work on the biggest, nastiest priority first and then the rest will get handled easily when that burden is done.”

But let’s face it, if you’re like me it can be unnerving most of the time to be working on the large, deep, intense, time sucking project or task, and putting all the secondary, smaller, and easier tasks aside. It is so much easier to do the latter first. If we focus on the former first, we feel the stress of the moment, and alleviate it when done. It’s a decreasing stress. If we focus on the latter first, we feel the growing stress of procrastinating on the big task. I prefer to make that trade – to do the big nasty first, then feel the relief later. I just have to ignore the impulse when I am in the moment, and desiring to escape.

So there we go. I even was able to get in a blog. The tables were flipped. The work was done. The blog is posted. All bonus time.

How was your day?

Be well and enjoy the weekend

The Podcast

Today I record Creating Structure Podcast #2. I will be hosting a discussion with Michael Kohler, PMP, Branch Office Leader for Wheaton & Sprague Engineering, Inc. (WSE.) The topic of discussion will be the Glass and Glazing industry, delegated design and engineering, the professional services perspective, and a look at current and future trends. It should be a good one. Mike started in the business in the early 1980’s. He’s been a VP of Technical Services for Tremco and also had a high level position with Sherwin Williams. We started in the business together at PPG, so we go way back. Mike leads WSE’s largest office and interacts with a large staff and client base daily. He also has worked nationally and internationally so he brings an interesting perspective. Podcast #2 will be posted next week.

Podcast #1 has 40 downloads to date. I’m really pleased about that. Thanks for all the support. You can find us on Buzzsprout, our primary platform, and also on Apple Podcasts, Spotify, Deezer, Podchaser, Podcast Addict and more; most of the major platforms. We broadcast from a studio in my corporate office.

Look soon for a YouTube Channel for WSE as well. We will post audio and video versions of the podcast there, as well as other relevant content from our niche space and perspective.

Make it a great day and thanks for reading.

Leadership is….

Leadership is as leadership does. We need to model and “be” the example of what we expect to see for those we have the privilege to lead or influence.

Want accountability? Be accountable

Want engagement? Be engaged

Want better communication? Communicate

Want more quality, schedule adherence, shipping on time, reliability, client sensitivity, (fill in the blank), then BE that thing. Model those qualities. Lack a skill or capability? Hire to it. Define clarity to that person and position; “I am not good at “X” so I need you to be that for me.” Either way, model integrity. Model reliability.

Then we may expect it, and we can drive to accountability from those around us.

Remember, we are all growing. We are all a work in progress. We are all a bit scarred and “cracked pots.” Truth and grace are good combinations.

We get what we work for.

Instagram: Inbound Marketing and Sales

The email I received from my Development and Communications Coordinator, which came through our “Contact Us” location on our Website said:

“Good afternoon, I actually chat sometimes with John Wheaton on Instagram. I have been following the work closely when photos are posted on IG; the scope looks like you might be able to help my company with a current NYC custom curtain wall project. The project is (project address removed for blog purposes), and we not only have to provide the curtain wall but we own the design and installation of waterproofing behind the glazing. I was wondering if Wheaton & Sprague could provide pricing to consult on waterproofing for this job. Please let me know who to send preliminary shop drawings and arch info to. Note that this is a very time sensitive project. Thank you.”

This is an example of “inbound marketing.” In other words, it came to us; we didn’t go outbound to generate the lead directly. It was the product of RELATIONSHIP BUILDING. It is also an example of how leads and RFP’s (requests for proposals) are generated via social media.

So how do I actually get leads for real sales from Instagram; how does this work?” Here’s a few pointers, experiences, and examples.

  • Posting is an act of “creating awareness.” It brings visibility. Keep posting.
  • Engage with the people who follow; follow them back; thank them for comments. Send DM’s. Have a conversation.
  • Keep posts consistent and organic. We must be true to our DNA, passion, interests, realities. No need to try to contrive ideas. Just post. Post interests, projects, comments, use hashtags
  • Put the company website link in the bio of the IG profile
  • Have a personal and a company IG profile
  • Call out the company in the personal posts. If you don’t have a company, or “you are the company” then put your blog or personal website link in the bio
  • Create a unique hashtag around your brand. Ours is #creatingstructure
  • Connect with as many people and companies in your space as you can; especially with those that are active.

When people tell you that social media marketing doesn’t work for business; it doesn’t work in professional services; it doesn’t return an ROI; that they can’t afford a social media support person, etc., etc., just smile and nod. Keep posting. You get to become the lead generator; the engaged one; the relationship builder in multiple platforms. But IG and Social is not the answer alone. It’s just ONE Answer. One means. It should be just another manifestation of an outward focus; an outward seeking mentality; a passionate desire to connect on many levels with people, with their businesses, and their needs. And remember, it only takes one lead, one proposal, one sale, one referral, to reinforce the importance. I can’t tell you how many leads we’ve gotten from social media platforms.

Be present. Be engaged. Create more content than consumed. Listen to the community. It works.