In the world of custom home building, challenges surround you on a daily basis. Cash flow issues, scheduling conflicts, subcontractor misunderstandings and client interference are some of the many concerns that are a part of doing business. Taking control of your environment and setting the tone for how you do business offers a level of freedom you don’t often hear about in construction.

It has been said that battles are won and lost before they are ever fought; business can be a full-time battle. The business of building has many opponents that can stand in the way of success. None are more formidable than prospects that become clients. The tone you set with a prospective client dictates the flow of your relationship, and it is at the very beginning that your success or failure is measured.

Clients want to be guided. It is during the prospect’s first interaction with your company that you have the opportunity to set the tone. Show any sign of weakness or lack of knowledge when talking about your profession and a sophisticated client will sense it and a negative tone will be set. If clients believe they can manipulate you and your company through the design/build process, make no mistake about it, they will do it.

Compromising your business principles to secure a design/build project is arguably the worst mistake a builder can make.

Clients will try to negotiate the terms of your agreement in their favor, but what they need to recognize is they can afford to build with you because of those same negotiating skills. They control the environment in their business and their intent is to now step into your business and control your environment. Do not let this happen. You need to demonstrate strength and skill, but most of all you must possess the ability to say no. If a client believes you need them more than they need you, the relationship will certainly start off on the wrong foot.

There is a difference between compassion and compromise. Compassion for your client is employed if for no other reason than it makes them feel better. Compromise is a one-way ticket to failure. There is not a builder in the world that is perfect for everyone. If you believe that your program is the best one for you and the client, then nothing should compromise your belief system. A client will sense your confidence and will almost always respond favorably. If the client responds negatively, the question must be asked, “Do I really want to build for that person anyway?”