• Dive summary:
• One of the ways that Stewart Perry, a commercial contractor in Birmingham, Ala., came through the recession that challenged almost everyone in construction was to have established relationships clients who know the firms value to them and who keep coming back– in other words, by finding and keep the "right" customers.
• The right customers are clients who you know can benefit from your work, who want help achieving their successes and who can fit with your organization.
• You keep those right customers by anticipating their needs and being ready to meet them, by never losing sight of your core business and by never forgetting who helped you achieve your success.

From the article:

It’s what helped sustain us the last five years and has helped us grow the last couple. However, it’s easier said than done at times.  ...