BUSINESS DEVELOPMENT

Tim Moore, Business Development Manager Steve Hinshaw, Director of Business Development

CREATING A CULTURE OF CONNECTION:

P1 STRATEGIZES INCLUSIVE APPROACH TO BUSINESS DEVELOPMENT

BBusiness Development is something

many of us can do, every day.

Business Development Manager Tim Moore hopes to break down territoriality around the practice of cultivating relationships, because he says it’s something many P1 associates can do. “The P1 name is strong out there,” Tim said. “We just want to make sure the interpersonal relationships are too.” “We have so many customers, with so many facets of their own business, one person simply cannot give the relationships the attention they deserve,” Tim said. “One of our major goals is to have more people at P1 building those relationships – whether it’s lunch, coffee, or something else.” This is just one example of the renewed strategies around Business Development, led by Business Development Director Steve Hinshaw, working closely with Tim and Vice President Rusty Roderick. The three will focus on renewed business development efforts company-wide. “Business development has never been broken,” Steve emphasized. “We are simply looking at more ways we can win the coin toss in an extremely competitive industry.” “As the industry, and P1, evolve, we need to find more ways to inform both new and existing customers about P1’s robust capabilities.” “Fortunately, Rusty and Tim have laid a great foundation for us to work from,” Steve said. “They have made tremendous strides in client connection over the years. More recently, Tim has brought a fresh perspective, shedding light on where we have opportunity for improvement.” Steve and Tim both know the companies we do business with have their own changes happening. “We have to keep up with their personnel, the next generation of owners, engineers, and managers,” Steve said. “The person we have always done business with may be gone or in a different role. Who is doing the work now? That’s who we need to cultivate.” “I applaud our executive leadership for understanding this, taking feedback for improvement, and putting forth strong support to bolster business development efforts,” Steve said.

Tim says the fabrication shop tours are a crown jewel of P1’s business development efforts. “It’s one thing to tell people what you do, but it’s far more valuable to show them.” “We used to spend too much time strategizing about how we’re going to develop business, and not enough time developing the business,” Steve added. “Tim just goes out and does it, and that’s been refreshing.” Take Tim’s unhesitating way of getting out and doing it, coupled with Steve’s technical construction knowledge and sales acumen, add Rusty’s long tenure in business development and facility solutions, and you have a recipe for comprehensive and collaborative success across P1.

“We are always reminded that no matter how long we’ve known someone, or worked with a customer, we can still surprise them with things they don’t know about us,” Steve said.

“There’s always something to talk about. Finding creative ways to spend time with our customers is the key,” Tim added. “It’s just continual contact.” Steve also emphasizes that at the end of the day, P1 still represents “the expertise of many, the power of one.” “Even in light of certain restructuring, we are all still part of the P1 ‘single source’ mentality,” Steve said. “We will always look to find service opportunities as we build new projects, and we know service will continue to find opportunities for construction.” “BCTS is a service-driven entity, but to me it’s pretty much business as usual for both P1 Service, LLC, and P1 Construction, LLC. There is only upside, and that is the potential for more projects with the newly acquired service companies.” Steve, Tim, and Rusty agree: Creating a culture of connection means we never stop finding ways to talk to our friends - old and new - about the vast capabilities P1 has to offer. 

“We’re in the people business, we just happen to work on buildings.”

Vice President Rusty Roderick has been instrumental in P1’s business development efforts over the years, and boils success down to two things: building a relationship-driven culture,

and helping customers (and associates) understand “WHY P1?”

“P1 has an incredible reputation,” Rusty said. “People know exactly what we do and how well we do it, but they don’t always understand why we do it.” “We want to be top-of-mind for all customers. Getting that to happen means mentoring team leaders, field associates - anyone who has regular interaction with customers - on building and maintaining strong interpersonal relationships,” he said. According to Rusty, the “why” is P1’s rare ability to be a comprehensive facility solutions provider. “P1 doesn’t just go in and fix the problem. Our single-source capability, from engineering to construction to maintenance, is our greatest value proposition, setting us apart in the marketplace.” Rusty says this opens the door for more “same store sales”. “When we go in to a job, we should be asking ‘what else can P1 do for this customer?’ ‘How can we give them a more comprehensive analysis of their facility and become a true solutions provider?’” “When we do this right, customers like, believe, and trust P1,” Rusty said. “And customers come back to work with people they like, believe, and trust.”

RUSTY RODERICK/20 YEARS WITH P1 Vice President

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