Ep.23: Controlling Scope Creep With Sales Change Orders with Will Giesey
There’s a traditional divide between Sales and Production. It’s always a challenge — they have different goals, processes, and personalities. Typically, Production is left out of the conversation when it comes to scope creep, leading to delays and change orders during construction — and disgruntled clients.
Will Giesey and his team are changing that situation through careful communication, new processes, and using change orders negotiated by Sales during the design process to set client expectations and streamline the Production process.
In this episode, Will brings along his Production Manager Ryan Stiffney to explain the process to Tim and Steve.
Will founded Bellweather Construction in 2002 in Philadelphia, PA. He earned his MBA from Temple University’s Fox School of Business and studied fine art at Lawrence College, including concentrations in design and architecture. He holds multiple certifications with the National Association for the Remodeling Industry and other related credentials.
Ryan worked in the trades through high school and college. Ryan became Bellweather’s production manager in 2017 and handles internal sales-to-production project hand-offs, client communication, and trade partner relationships.
By introducing the idea of a core scope of work, with change orders occurring during the design process, Bellweather has been able to cushion the blow of escalating prices on their clients while maintaining margins. Get the details on how they make it work, including:
- The importance of communication
- Who should sign off on the contracts and why
- How to explain it to clients
- Why it works to vet good clients
- The three phases of change orders
- Why talk isn’t cheap — or free
- And so much more…
For Bellweather, more time in the design process leads to a better Production process — and satisfied clients. For more on Bellweather, check out the website.
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