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This Is How We Do It Builders: Leading Clients With a Proven Process | EP 432

📅 February 23, 2026 ⏱️ 30:08 🎤 Todd Dawalt

Chapters

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  • 0:00
    Burger King Builder
    Explains how many contractors operate like Burger King, letting clients dictate project processes, leading to stress and reduced profits.
  • 0:26
    Symptoms of Chaos
    Details the negative consequences of client-led processes, such as prolonged preconstruction, incomplete project starts, and confused communication channels.
  • 1:29
    This Is How We Do It
    Presents the alternative: a 'This is How We Do It' builder who has a clear process, leading to smoother projects and increased confidence.
  • 1:47
    Overcoming Objections
    Addresses common concerns like client pushback, the perception of construction as chaos, and the fear of rigidity in processes.
  • 2:20
    Treat Precon Like Ops
    Emphasizes treating the preconstruction phase with the same rigor as operations, including detailed schedules and decision deadlines.
  • 2:50
    Define Communication Rules
    Stresses the importance of clearly defined communication protocols, a single source of truth, and a single point of contact per project phase.
  • 3:24
    Set Client Expectations
    Highlights the necessity of setting expectations with clients early and often, including communication protocols and change management procedures.
  • 3:43
    The Weekly Rundown
    Introduces the 'Epic Weekly Rundown' as an example of a simple yet powerful tool for consistent client communication and expectation management.
  • 4:04
    Decision vs. Implementation
    Advises separating the decision to change from the details of implementation, urging listeners to first commit to a 'This is How We Do It' approach.
  • 4:30
    Preconstruction Deficiency
    Concludes by identifying a 'preconstruction deficiency' as the root cause of many construction business problems and the foundation for a successful process.

Speakers

T
Todd Dawalt
Host

Key Takeaways

✦

Implement a clear, documented preconstruction schedule with specific design, selection, and decision deadlines to avoid project delays.

✦

Establish clear communication rules, including a single source of truth (e.g., project management software) and a single point of contact per project phase.

✦

Integrate communication protocols, schedules, and change management procedures into your client contracts and discuss them during the sales process.

✦

Utilize software like JobTread, BuilderTrend, or CoConstruct as a funnel for all project communication, decisions, and selections.

✦

Develop a weekly client update (e.g., 'Weekly Rundown') to keep clients informed on progress, upcoming plans, budget status, and pending decisions.

✦

Make a firm decision to transition from a reactive 'Burger King' builder to a proactive 'This is How We Do It' builder, then address implementation details.

✦

Recognize that a 'preconstruction deficiency' often underlies common project problems and invest in designing a robust preconstruction process.

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