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.

COVID19 RULES

Since we are going to be in this environment indefinitely, here’s some things we’ve learned along the way and some observations on managing a professional services business in this reality.

Lead with care First: Health and wellness for clients and staff is #1. It always has been, but even more so now. Care 1st.

Over-Communicate: This is almost always true, but again, more so now. We always THINK we are communicating enough, or appropriately, but that’s rarely the case. Take nothing for granted. Communicate often, and with clarity, by any means necessary.

Get the 1-1 level: Check in at the 1-1 level with everyone that reports to you. Set up new reporting and accountability structures to accommodate the need to be “agile and nimble” in making sure no one is lost in the fray each day.

Virtual meetings: Make generous use of virtual meetings. I prefer MS TEAMS for internal meetings, WebEx for external meetings. TEAMS is a big value for driving engagement.

Office Environment: Make a safe space of beauty somewhere; make it invitational. We did so with our porch and the ability to eat, greet, meet outside through summer and into autumn.

Financials: Share the state of the business with everyone. Make it relevant to their space and contribution

New Sales, Marketing Progress, Project acquisition: Bang the drum loudly. Celebrate wins with everyone in the organization or in our respective domains (depending on size of company)

That’s all for today. I could go on and on but these are at the top of my mind.

Share your observations, insights and feedback. The more we share successes, the better we all will be. There’s enough of the “pie” to go around for everyone.

Checking in

It’s been a while since I have blogged and checked in with everyone. I hope you all are well. Thank you readers and followers. I deeply appreciate the engagement. Below I will update you on what’s up.

  1. It’s been a busy time since COVID19 hit. Our company at Wheaton & Sprague Engineering went “100% remote” work, shuttering office locations, on April 7th and we were in that mode until mid-June. We now have about 30% of our staff in physical office locations, and it’s slowly increasing, with caution. It takes extra effort to manage to the necessary level of engagement and communication when people are scattered. We are adjusting.
  2. Speaking of COVID19; I believe we are in this until we aren’t. That may sound obvious, but if anyone is thinking “when this is over and I get back to normal……” you need to adjust your thinking. This is the reality now. It’s a time to figure it out and get stronger; to build more relevant infrastructure in your company; to pursue “best practices” in this environment. My best guess for the next transition with less or no COVID, which may be too optimistic, is September of 2021. Be in the moment, manage to the current reality personally and professionally. Stay engaged. Build your network
  3. More COVID19: We lead with “care 1st” in our mindset and resulting interactions with our clients and staff. This applies to personal life too. “How are you doing?” “I hope you are well.” “Is there anything else I can do to support or help you?” All are relevant lead-ins to conversations. Positive results are produced by healthy people in mind, body, soul, spirit. Results are the outcome. Lead with care
  4. I’ve seen a recent increase in relevant, legitimate, project opportunities. Tech and Medical markets are strong. Combine that with some college work and research facilities and that is a good market presently. There’s more but you can figure out some of those. On the other hand, some past projects were put on hold and will likely push out indefinitely or be cancelled. The longer we can sustain “the gap” and sell into the current reality, the better. Our backlog is steady (up actually) and estimated work is strong (up as well.) We just landed a great new project at LaGuardia Airport and are pursuing some other fantastic projects that are in motion.
  5. Key Relationships: Nurture and foster your key relationships. Build on what you have. Nurture key prospective client relationships as well, and seek referrals. People want to work with those they trust and know will be present in this time. Reduce doubt for people and clients

What else is up?

  1. I have been gardening. We started garden at a community garden and have been working to reclaim the plot and grow veggies and plants in raised beds. It’s a family affair. It’s a great way to refresh and take some measure of control over questionable supply chains, to build community, live in a sustainable manner
  2. I just started a PODCAST called “Creating Structure” Podcast. It’s in the business category and you can find it on BUZZSPROUT. We also are listed now on Spotify, Apple Podcasts, Deezer, Podchaser, Podcast Addict, and Listen Notes. The next Podcast will be recorded Wednesday 8/19/2020 and will be edited and uploaded probably by 8/25/2020. You can find the first episode here https://www.buzzsprout.com/1236827/episodes/4965362
  3. Speaking of the next podcast: It will be relevant to the GLAZING, Subcontracting, Architecture, and Delegated Design-Engineering category. This podcast will feature a discussion between my Branch Operations leader and I at the request of Katy Devlin, for Glass Magazine and their “Outlook Tuesdays”. Stay tuned for future uploads and postings from us and NGA.
  4. The Patio: I turned our patio at Wheaton & Sprague from looking like a prison yard to a workable, desirable, space. It is amazing what a couple patio umbrellas, flowers, and tables can do. “If you build it they will come.” Make spaces INVITATIONAL.

Well, that’s all for today. I’ve got 13 drafts in the blog queue and much more to share. I hope you all are well. Remember, identity drives behavior as my personal and business coach taught me, and reminds me still. What we manifest on the “outside” is produced from what is on our “inside.” Focus on internal health of soul, mind, and spirit, and the physical manifestation will come on the outside. Healthy inside=healthy outside. Life is tough. Look up, lean into God, count each day as a blessing. I do that through the Lord Jesus Christ and provision of His spirit in and through me. I’m “just passing through” this reality, trying to spread blessings while do so, and while on the way to an eternal home without end. For now, I am striving to give thanks in all circumstances. Let’s inform those in our lives rather than letting them dictate to us.

Be Blessed

John