PAGE A2 – July 2009 – The GTA Construction Report
Editor’s
Publisher’s
column
viewpoint
Mark Buckshon
By Chase
President, Construction News and Report Group of Companies
The past few months I have seen an increase I do, these is all established well ahead of time
in sales from people I have been dealing with by the coverage I do for events and news. The
I’m writing this note from Alexandria, Virginia, near Washington
for over a year. Usually you see a few repeat actual dreaded sales pitch take 5 per cent of the
D.C., ahead of this evening’s Happy Hour for the Design and Con- customers on a monthly basis from people you time of a conversation when you have a rela-
struction Network. A year ago, I would have thought it unimaginable to have dealt with but I am now noticing more and tionship with trust vs. 95 per cent of a cold call
be in the U.S. capital city area, working on a project born from a
more repeat customers. Why? sales pitch.
linkedin.com online group, but the world is changing and thankfully we
The reason for this is I think is the puzzling Now not everyone you build a relationship
are able to adapt and learn new ways of doing things.
question, which came first: The chicken or the with will buy what you are selling. The good
The Design and Construction Report (http://www.dcnreport.com),
egg? To generate repeat business you need to thing is you are able to decipher this long be-
associated with the Network, is our first digital magazine. Sure, we’ll
have trust. To build trust you must build rela- fore you ever need to ask. You know who has
tionships, to build relationships you need to the budget or the policies. You know when you
print a few hundred copies, but most readers will discover and read this
build trust. have a real good reason to ask they will buy be-
publication online – picking out stories or sections for hard-copy print-
Which comes first? Trust can sometimes cause you ask when the time is right.
ing in their own offices.
come from your first greeting or it may take The last key to building trust is giving more
The new publication gives us a chance to explore methodologies not
several meetings. By meetings I am not refer- then you get back. I remember the movie from
possible to apply in print. Several video clips support the advertisers ring to sales pitches or presentations, I am re- a few years back call Pay it Forward. The
with graphics and sound; and readers wishing more information or seek- ferring to opportunities to talk about anything premise was to do something good for some-
ing to connect directly with the stories or advertisements simply need to
except for the dreaded sales pitch. Where have one else and ask that they do the same. The best
click with their mouse button.
I found these opportunities? The greatest place part is you never expect it to come back, but
While the publication and technology are new, the way we obtained
has been interaction with the local associations when it does you feel great.
the opportunity to work on this project is definitely old-fashioned, con-
on committees or events.
ventional, and built on personal relationships and reputation. Most busi-
The reason I started to get involved was to Chase is the Director of Marketing and
get to know people and build a rolodex of con- Client Relations for the Construction News and
ness I think will continue to be done that way. Sure, online resources
tacts. (Oddly enough in this technology age I Report Group as well as the Associate Pub-
can speed up the development or renewal or relationships, but face-to-
still have a real rolodex of business cards as lisher for the GTA Construction Report and On-
face and personal connections are still essential for success in business.
back up to my Outlook contacts and Linked In tario Construction Report. Chase also serves
(And of course you need to do your work well, in a manner where your
network.) I began to understand the relation- on the Board of Directors for the Barrie Con-
clients believe they have received fair value for their investment.) ships between the contractors and trades, direc- struction Association and on several commit-
That is why I’m here now. Sure, the new publication is digital, but tors of associations and the membership and tees for the Niagara Home Builders and
the event today allows me to meet people in person, to connect, to share,
found that these associations are where most of Construction Associations. If you have any rec-
to learn, and to grow from understanding the people who are part of the
the real business takes place away from the of- ommendations or suggestions on changes you
network.
fices. would like to make for the papers please con-
With these relationships established when it tact him toll free at 1-888-432-3555 ext 211 or
dash2
comes time to talk business, I do not need to do email him
chase@cnrgp.com or visit us online
the scripted introduction of who I am and what at
www.cnrgp.com
In our Ottawa and Northern Ontario Editions, we are publishing a
story about the challenges GRK Fasteners of Thunder Bay is facing with
anti-dumping duties. It is quite an incredible story, but we simply don’t
have room for it in these pages. The story raises interesting issues about
what happens when a business gets caught in the web of international
trade conflicts and tensions. You can see the story online at
http://www.northernontarioconstructionnews.com.
The GTA Construction Report is published monthly by Mekomedia Enterprises Inc., Suite 202,
Mark Buckshon is president of the Construction News and Report
1 Cleopatra Drive, Ottawa, Ontario K2G 3M9. You can subscribe to GTA Construction Report for
Group of Companies, which publishes Ottawa Construction News. He
$37.50 per year plus GST. To change your address or cancel a subscription, please email sub-
can be reached at 888-432-3555 ext 224 or by email at
scriptions@cnrgp.com or fax your request to 888-370-8745. If you would like to request a new
buckshon@cnrgp.com.
(paid) subscription, you can e-mail or fax us, or if you prefer, phone toll free 888-432-3555.
We welcome your news about upcoming projects, company anniversaries and special events.
Fax your news releases to 613-224-1076. Daily update data on upcoming projects, including
contact names and phone numbers, is available from F.W. Dodge. For more information, phone
613-727-4900 ext 4902 or 493.
President: Mark Buckshon
Publisher: Chase
Interim Editor: Mark Buckshon
Director of Sales and Advertising, GTA:
••
Chase 888-432-3555 ext 211
GTA Construction Report
Production/Design: Raymond Leveille
Finance-Cordinator: Susan Yu
Mission Statement
Administration: Amanda Arthurs, Kathy O'Neil-Lepage
To subscribe to the GTA Construction Report,
The Construction News Group:
or to report changes in your subscription, please call
toll free 888-432-3555 or send a fax to 613-224-1076. Breaking new ground,
Reader comments are invited.
GTA Construction Report and our advertisers support environmentally Call (613) 224-7926 / 888-432-3555, fax (613) 224-1076
Building new bonds
responsible practices. We have arranged with Tree Canada to plant a
or send e-mail to
editor@gtaconstructionreport.com
and
©2009 Mekomedia Enterprises Inc. All rights reserved.
tree for every advertisement in each issue of GTA – the net result of Publications Mail Agreement #40035715 ISSN 1488500X
Delivering news you can use
this initiative is that approximately eight trees are planted for each
every day.
tree consumed in printing our newspapers. Further information about
•
•
Tree Canada is available at
http://www.treecanada.ca
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24