Trade Finishers' Strategies — Binding Matters
If Shear, Beard and Rickard don't share attitudes toward one-stop shopping, they are all in agreement about what their companies sell: kept promises.
Shear puts it this way: "If we went out there telling instead of listening, we'd be like everyone else. Our customers know that we won't take on a job if we think we won't be able to make the deadline. Trust must be a given."
Beard adds: "Fifteen years of running a company has taught me that you get dozens of chances to do things right. You only get one chance to do them wrong. When we say we'll do something, we're sure we can."
Rickard's conclusion: "People think we take ideas and turn them into three-dimensional objects. What we really sell are reliability and a good night's sleep."