Build Trust, Win Work: How the Doer–Seller Model Helps Construction Firms Thrive
Release Date: 11/25/2025
From Builder to Leader: The Hardest Shift in Construction
Construction Genius
The hardest transition in construction isn’t technical—it’s moving from building projects to leading people. In this episode, Eric Anderton talks with leadership expert Joel M. Hilchey about why so many construction leaders struggle once their hands come off the tools. They explore career development conversations, micro-feedback, why high performers leave first, and the subtle leadership habits that quietly drain initiative and ownership. If you’ve ever felt guilty because your boots aren’t muddy anymore—or caught yourself jumping back into the work “just to help”—this...
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Bonding Capacity: Why Contractors Break Through or Get Stuck
Construction Genius
Bonding is one of the biggest bottlenecks in construction growth—and most contractors misunderstand it. In this episode, Eric Anderton talks with Gary Eastman, President of Swift Bonds and Access Surety, about what sureties really look for when deciding whether to bond a contractor. They break down the Three C’s—Character, Capacity, and Capital—why character matters more than most owners realize, what happens behind the scenes during bond claims, and how smart contractors increase bonding capacity without blowing up their business. If you want to bid bigger jobs, improve margins, and...
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From Civil Engineering to Superintendent: The “Field-First” Pivot
Construction Genius
Construction doesn't solely rely on blueprints and hard hats; it also relies on curiosity, hands-on learning, and people who make the buildings come to life. For those who step into job sites, success is measured by attitude, adaptability, and willingness to ask questions. From building psychological safety to leveraging technology like robotics, the modern superintendent is constantly learning how to work smarter by balancing human expertise with innovation. Erin Saiki is a superintendent at DPR Construction who started her career pursuing civil engineering at UC Berkeley and discovered a...
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Physical Progress vs. Financial Reporting in Construction Projects
Construction Genius
The field says the job is further along. Accounting says it’s not. In this episode, Eric Anderton and Kathe Barrington, CPA explain why that disconnect exists—and why both sides are right. The field measures physical progress. Accounting measures financial reporting. When those systems fall out of sync, WIP becomes unreliable, billing lags, and cash flow suffers. This episode is Part 3 of the Construction Accounting Series, following: If you want fewer surprises and better control over your jobs, don’t miss this conversation.
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Mental Health in Construction: The Safety Issue Nobody Wants to Talk About (But Everyone Lives With)
Construction Genius
Dan Lester returns to Construction Genius for Episode 2 — and the numbers are getting louder. Clayco’s latest Combating Stigma findings show 64% of construction workers report anxiety or depression in the last 12 months, up from 54% the year prior. Eric and Dan go upstream: schedules, client expectations, leadership culture, and why “awareness” isn’t the same as support. You’ll hear practical ways leaders can spot struggle, have better conversations, and build a jobsite culture that drives performance without grinding people into the dirt. We’ll also link to Dan’s first...
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Stop Bidding Everything: The 10 Roadblocks Killing Your Construction Sales
Construction Genius
Construction sales feel like a grind because the root problem isn’t sales — it’s the business infrastructure underneath. In this episode, we unpack the 10 structural roadblocks that make selling construction work under $100M so difficult. These issues include unclear vision, missing strategy, weak financial visibility, poor org structure, broken incentive systems, no management rhythm, and outdated hiring and development practices. Fix these, and sales becomes dramatically easier. Ignore them, and every bid feels like a battle. If you're tired of grinding, guessing, and hoping for better...
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Buyer-Ready in 12 Months: How to Make Your Construction Company Sellable
Construction Genius
Most contractors wait too long to prepare their business for a sale—and lose millions because of it. In this episode, I talk with Cameron Bishop, Managing Director at Raincatcher, about what it really takes to make your construction company buyer-ready in the next 12 months. Cam brings 40+ years of executive and M&A experience and has completed more than 70 transactions worth over $500M. He breaks down the biggest deal killers, the accounting mistakes that stall closings, how to remove owner dependency, and why customer concentration over 20% scares buyers away. 🎧 Listen now, and...
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What Secular Leadership Models Reveal About Jesus (and Your Business)
Construction Genius
Most leadership discussions avoid the most uncomfortable question: 👉 What actually makes a leader good? In this episode, I sit down with Father Daniel Brandenburg, author of Leader Like No Other: What Secular Leadership Models Reveal About Jesus, a book that flips the usual leadership conversation on its head. After completing a doctorate in leadership, Daniel realized something startling: Jesus, arguably the most influential leader in history, is almost completely absent from modern leadership theory. So he took ten major secular leadership paradigms and compared them directly with...
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How to Use Your WIP to Protect Cash and Grow Profitability
Construction Genius
In Part 2 of our WIP Mastery Series, CPA Kathe Barrington returns to show contractors how to use the WIP as a strategic decision-making tool. We dig into the three numbers every owner must check first, how underbilling reveals deeper project or client issues, and how the WIP exposes PM discipline long before problems hit the P&L. Kathe also walks through backlog planning, bid strategy, indirect cost allocation, and how to spot margin fade before it becomes expensive. If you want the financial clarity to run your company proactively—not reactively—this episode is essential. Learn more...
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Build Trust, Win Work: How the Doer–Seller Model Helps Construction Firms Thrive
Construction Genius
Construction BD expert Ken Harms joins me to break down the rise of the Doer–Seller model — a relationship-driven approach where project managers and superintendents help win work by serving clients, asking better questions, and building long-term trust. We unpack how owners’ expectations have shifted, why the rainmaker era is over, how to train introverted technical pros to engage confidently, and why firms that ignore this model will be trapped in low-bid work. If you want more negotiated work, more repeat clients, and teams who know how to build trust on and off the job, this episode...
info_outlineConstruction BD expert Ken Harms joins me to break down the rise of the Doer–Seller model — a relationship-driven approach where project managers and superintendents help win work by serving clients, asking better questions, and building long-term trust.
We unpack how owners’ expectations have shifted, why the rainmaker era is over, how to train introverted technical pros to engage confidently, and why firms that ignore this model will be trapped in low-bid work.
If you want more negotiated work, more repeat clients, and teams who know how to build trust on and off the job, this episode delivers the roadmap.
Ken’s links:
Website: www.kenharms.com
LinkedIn: linkedin.com/in/kenneth-harms-12b56629/