Lisa Bertram

“In about 6 months, Focus took a young team, with plenty of construction knowledge, but no sales experience, and turned them into salespeople. This has affected us in a number of positive ways. First, it has increased our current work load substantially. Second, our sales potential list has grown from an undefined amount, to over $200 million in potential opportunities, to the point that we have had to become more selective in the type of leads we allow to be approved. Lastly, having the project managers as a direct part of our sales team, their focus has changed to not only their current projects, but ensuring that projects end strongly, and if there are warranty issues, they are dealt with in a timely manner. Our A/R payment turnaround time has improved, and there has been a distinct improvement in repeat sales, and work handed to us after the original contract had been fulfilled. I believe the link between Project Management and ownership of the sale is directly responsible for this improvement. This is a key idea put forth by Focus during their initial review of our firm. It is working.”