Electrical contractors heard from experts about a range of topics – from smart buildings to recession-proof relationships – on Saturday at the Business Development Session at NECA 2019 Las Vegas.
The NECA 2019 Business Development Session was open to all convention attendees and featured two presentations moderated by Vince Real, President / CEO Big State Electrical, Vice President, District 5, NECA & Chairman, NECA Business Development Task Force and Mir Mustafa, Executive Director Business Development, NECA.
Presenters were Hisham Said, assistant professor of civil engineering at Santa Clara University, and Michael D. Clancy, principal at FMI Corporation.
Said talked about the findings of an ELECTRI International study on the impact of smart buildings on the business models and services of electrical contractors. He offered a roadmap for a transformation that considered the smart building challenges and opportunities from the technology, workforce and business perspectives.
Clancy’s goal was to help contractors create and maintain recession-proof relationships with their best customers, delving into business development fundamentals such as the climate before and during and recession, how to leverage operational people into business development support roles and locking out competitors.