7 Competitive Edge Principles Fitting In and Standing Out Introduction, 17 March 2012 A long-time friend of the author, Colonel L. W. Clement, Jr., once recommended that this book have a chapter that focused on the “Competitive Edge," or critical skills that went into the making of successful leaders and commanders. Colonel Clement commanded a sister battalion at Fort Carlson, Colorado, in 1976, and he was always seen as an exceptional role model for sustained niceness. He was a friendly and happy Southerner, well-liked by his officers and soldiers. Of the 23 battalions at Fort Carlson during Colonel Clement's service, about half of the lieutenant colonels in command would become successful leaders/commanders. The rest were seen as inadequate, particularly in their tendency to over-manage and over-control. While all were qualified, experienced, and deserving, many were lacking as leadership skill enablers. This chapter lays out 26 competitive edge principles developed by the author based on Colonel Clement's suggestion and with the intent of providing readers with a range of techniques on how to become competitive. Throughout our lives, we work at fitting into groups. In learning to fit in, we begin to realize that life is competitive, and in order to stand out, we need to be different or unique. In a survey of professionals and students, who were asked to select 10 competitive edge principles (CEPs) out of a developed list of 52 skills, the most important principle that surfaced was "respecting people.” Eighty percent of industry professionals and 60 percent of construction management students selected this very important skill. Principles for Achieving Positive and Sustainable Results Literature Review For a business to maintain its viability and success, a "competitive edge" is a must. Deciding what markets to penetrate and what marketing schemes to employ, plus how to effectively spend capital to achieve positive results are areas that businesses strategically analyze. Numerous books, studies, and journals have been written on the subject; however, with technology rapidly leveling the playing field for businesses, it is becoming increasingly imperative for an organization to focus on the development of its employees' talents to gain an edge (Colvin, 2007). Top companies share the following traits in their leadership development: a) invest time and money, b) identify promising leaders early, c) choose Colonel L. W. Clement, Jr., U.S. Army Ordnance Corps retired, now living in Sun Lakes, Arizona. 7-1 assignments strategically, d) develop leaders within their current jobs, e) are passionate about feedback and support, f) develop teams, not just individuals, and g) exert leadership through life and professional career, while standing out" becomes effective after the "fitting in” relationship is established. “Standing out” is needed to grow professionally. List of Competitive Edge Principles inspiration. In Coy Barefoot's book, Thomas Jefferson on Leadership, the chapter, “Jefferson the Diplomat," discusses Jefferson's acceptance of the call to adventure, where he views the journey as an opportunity to grow as a person and to reinvent or redefine his leadership. In order to be competitive , negotiation and diplomacy are defined by using seven key themes 1. Employ a balanced steady pressure. 2. Don't press those who are not ready. 3. Take advantage of well-placed allies. 4. Negotiate from strength. 5. Build a coalition. 6. Develop personal relationships. 7. Be a better listener than a talker. To get started, the author made a topical list of people skills that worked for him over the years. The initial survey had 159 respondents, who were divided into two groups - industry leaders/business owners and students/new professionals. Following are the original competitive edge principles (CEPs), together with a short overview. The principles are listed in order of their frequency of selection in the initial series of surveys. 1. Respect all people (60 percent selection). From the janitor that keeps the work place clean to the owner of the company, it is important to treat everyone as you would wish to be treated. Always use the "magic" words: please, thank you, good job, good question, etc. Most people do not practice this seemingly obvious way of thinking; respecting everyone can make someone not only a better leader but also a better person. In general, the concept of a “competitive edge” has historically been associated with game theory. However, this chapter's goal is to determine what principles or techniques people can consciously employ to be more effective in their careers. A special note, the mature and experienced industry leaders selected "Respect all People" over 80 percent of the time. The emerging student professionals and students had a smaller percentage. The average was 60 percent. This competitive edge principle dominated the research data. In 1937, Carnegie wrote a book titled, How to Win Friends and Influence People, which quickly became an international best seller. Of all the wisdoms and useful information contained in this book, one of the most valuable is that if individuals desire to master the skills needed to deal with people, they must center their approach and philosophy on the fact that “... the deepest urge in human nature is the desire to feel important.” If people utilize this principle in their interactions (at the workplace or at home with children or children themselves seeking attention from a parent), they will win more friends and influence more people than they could imagine. Carnegie emphasized this point through the following excerpts: 2. Have fun (60 percent selection). The key to success is enjoying what you do. It is important to be driven and motivated; however, if you don't have passion in what you are doing, what is the point? Without passion or enthusiasm, complacency and unhappiness can quickly envelope one's life. 1. "Every act you have ever performed since the day you were born was performed 2. "... The only way on earth to influence other people is to talk about what they want because you wanted something and show them how to get it." 3. Use humor (49 percent selection). Humor can be a great equalizer when times are stressful. Using humor not only relieves tension but also sets others at ease. Using humor makes you more approachable - someone that other people can be relaxed and open around. 4. Set realistic goals (44 percent selection). Setting realistic goals gives you direction and helps you manage your time. The goals need to be specific, measurable, realistic, and achievable. Reaching a goal can build confidence and show your determination. Optimum goals are those that cause people to "stretch" but not "break” as they strive for professional satisfaction. McGarvie (2005) states that in order to succeed in "fitting in" and "standing out." one must comprehend these two principles and their interdependence. Within each leadership situation, the variables of time, location, company, and audience can affect a leader's position. Nevertheless, the leader should utilize strategies to "fit in" in order to establish qualities of credibility, predictability, trust, and security. "Fitting in" is about integrating into the group, displaying an understanding of others and, consequently, receiving acceptance from individuals. On the other hand, strategies for "standing out" should be employed in order to characterize a person as communicative, outgoing, motivated, and capable. "Standing out" takes courage and a willingness to be different, plus the ability of the individual to take action on that difference. "Fitting in" is often essential early in a 5. Be humble (43 percent selection). Those of you who have worked in the field on a project understand that knowledge in any field is limitless, and you don't necessarily know it all. You need to embrace this fact and be willing to ask questions, accept help, and be comfortable not knowing the answer. Respect is easier to obtain when people let the experts help. 7-2 7-3 a person's issues are not fully resolved. Having alternate approaches for completing the same task will allow you to be better prepared than your peers. 6. Delegate (40 percent selection. The ability to effectively delegate work maximizes the time leaders can spend on the important tasks that require attention. Leaders need to make an effort to continually review their to-do list and delegate less important tasks to others. As their comfort level grows - by letting others take responsibility for completing tasks leaders will have the ability to take on more. 7. Prior preparation is the key to success (38 percent selection). Whether it is doing some additional research prior to a meeting, starting work on a project early, or simply planning each day out in advance, preparation will always serve 12. Do an outstanding job plus one more thing (25 percent selection). Most individuals rely on explicit directions and a structure when it comes to performing their jobbe it an assigned task, receiving and completing directions, etc.. To truly stand out, however, in addition to completing the assignment, it is important to go the extra mile. It lets your boss know that not only can you take direction, but you also have the ability to think on your own and are willing to go above and beyond what is expected. Additionally, take the initiative to expand your knowledge base by taking classes or getting certified in areas that would increase your value to the company. you well. Having a plan of attack, or a bit of information that nobody else has can keep you one step ahead of the others. 8. Plan your day (35 percent selection). Creating a to-do list, delegating, and prioritizing are all essential elements of planning a day. Take time prior to the start of work to organize your thoughts and tasks. Be efficient and effective in carrying out your to-do list, and work to have a successful day every day. Be sure to leave time for interruptions. During a seminar of senior PMs, when the author stressed the wisdom of doing an outstanding job plus one more thing, one of the attendees from a large international construction company shared with the class what his "one more thing" was. He volunteered to take the state contractor's licensing exam for his company and passed it. He continued to volunteer and now holds 13 state licenses for his company. He surely has distinguished himself and adds tremendous value to his company. 9. Be accountable for your own actions/inactions (35 percent selection). It can be difficult for people to step up and admit they did something wrong in the workplace. Often it is easier to say nothing and simply let someone else deal with the aftermath. However, if you take responsibility for your actions, ultimately you will build trust with your peers and bosses. Generally as trust rises, so do responsibilities. As you advance in your career, be willing to take the responsibility for your mistakes or the failures of your subordinates. Not only is this a sign of a good leader, but it builds trust with team members. At the same time, in a competitive environment, it is imperative to steer away from those that have a habit of avoiding accountability. 13. Defeat the procrastination virus (24 percent selection). Work hard and work efficiently to complete your job. It is easy to let the mundane paperwork stack up. However, the work has to be done some time so why not be proactive and complete it as it comes? Procrastinators tend to rush through their work to meet deadlines; this results in mistakes, and the task lacks quality. 14. Stay physically fit (22 percent selection). Working to stay in shape keeps people both mentally and physically sound. It is an easy way to reduce stress and increase energy. Exercise allows people to stay more focused and active throughout the day. All of this leads to a longer and more productive life. 10. Be the captain of your own ship (32 percent selection). In your life, you are responsible for picking your crew, charting your course, and everything in counterproductive. Set your goals , plan your day, and work your relationships for the level of success you wish to achieve. If you do this, you can be proud of your accomplishments and redirect yourself at any time. 15. Appreciate that there are no shortcuts to success (21 percent selection). Success comes from hard work, determination, and the ability to handle failure. Those who choose to cheat the system" may be rewarded, but this reward is usually short-lived. Being on the right path provides people valuable experience, plus knowledge, and lessons learned to maintain and nurture successes. Be willing to do things the "right" way and gain respect from those that follow you to success. 11. Always have a plan B (30 percent selection). Always have a plan B, C, and D when possible. Taking time to think through various scenarios and outcomes that impact a given project, and having a viable response, is imperative. Many people fly. Not only does this take additional time, but the "quick" decisions that are are comfortable with simply being reactionary and developing solutions on the made to counteract problems may be ineffective and cost even more. Having a backup plan(s) allows shifting seamlessly and moving on to the next thing. Problems in construction are inherent, whether it's material not being readily available, subcontractors underperforming, or starting construction when design 7.4 7-5 does, you have an edge. A thorough knowledge of computerized simulation tools or contract law, for example, will not only legitimize you as a professional in the field but will increase your confidence. 16. Never let the fear of failure stop you (19.5 percent selection). In life, you are often faced with difficult decisions, tasks, or uncertainties. Generally, you can the flight or fight option. However, by embracing challenges, you will gain either rise to the challenge or find ways to get out - in other words, choose either valuable experience and wisdom, even in failure. If you do fail at something, learn from it so you know how to handle a similar situation the next time around. 23. Understand that we live and work in a fishbowl (11 percent selection). Those who take shortcuts and keep secrets at work only impede the process and will not be successful. Live and work every day morally and ethical, so that you never need to have your integrity questioned. You will be a better decision maker for it. "I can accept failure, but I can't accept not trying." Michael Jordan 17. Control your ego (19.5 percent selection). Everyone has an ego that needs to be built up; it also needs to be kept in check. It is important to be able to take responsibility for your errors and be willing to share credit with your successes These actions speak volumes and ultimately make others want to work with you 24. Always have someone in charge (6 percent selection). When leaders are out of their offices, they should make sure they leave someone in charge of their work responsibilities, if there is an urgent issue, customers will know who to contact. Let the person taking over know what is expected; don't assume the person knows. or for you. 25. Read good books (4 percent selection). Reading quality literature is an easy way for you to continue your education. It allows you to gain different perspectives in various walks of life; it makes you well-rounded. It is surprising how few professionals read good books, maybe they are just too busy. 18. Know who's on your molecule (19.5 percent selection). With all the professional, personal and casual relationships around, it is important for people to understand how those relationships affect them. People need to nurture relationships that help them grow, support them during hard times, and keep them in balance. Get rid of, or limit time spent on relationships from which you, your work, and your company do not benefit. 26. Know your boss (0 percent selection). By understanding your boss expectations and personality, you will be able to easily identify what you need to do your job well. If you make a mistake, be sure you are the one to inform your boss of the issue, not someone else. Bosses don't like surprises. 19. Always start assignments early (19 percent selection). When time permits, start assignments as early as possible. Getting into the habit of starting and completing assignments early will accomplish several goals. First, it shows that you have the ability to get things done in a timely manner. Second, by better managing your time, you can take on more work and responsibility. Finally, when problems do come up, you have discovered them early on and should have adequate time to properly solve or circumvent them. Please note: “Know your boss” is an extremely important competitive edge; this trait, however, was inadvertently not included in the original survey list. During the author's two careers, knowing, studying, and educating the boss were all ranked at the top of his competitive edge list. In the "Who's on Your Molecule” exercise, the boss is clearly identified as the most important stakeholder. In 2006, after developing his list of competitive edge principles, the author conducted a competitive edge survey. Feedback from students and practitioners provided additional CEPs. 20. Always arrive early (18 percent selection). Being early to meetings or conferences allows you not only to have additional preparation time, but also shows that you care about the event you are attending. Being early also affords Additional CEPs Add-Ons you the opportunity to meet with other early-comers and expand your network. Finally, planning an early arrival helps you to still be on time even if something should interfere with your plans along the way. 21. Embrace moderation in all things (12 percent selection). This applies to all areas of one's life. It is often a difficult challenge to balance home life, work, and alone time; however, those who are successful in doing so create a good work 1. Continue your education (35 percent selection). Take a class, attend business seminars, read a book, or sit down and learn from mentors. Continuing to expand your knowledge base will not only increase your value, but will also keep your mind fresh and working. The world today is evolving more rapidly than at any other time in history; therefore, it is imperative to continue your education in order to stay in step with the competition. Students coming out of school today are learning new ideas and theories that would not have been taught just a few years ago. Finally, be sure to share your knowledge with others. Show your leadership capabilities by helping others better themselves. environment. 22. Become a subject matter expert (11 percent selection). By understanding a subject that truly interests you, and lends itself to the business your company 7-7 7-6 Competitive Edge Surveys Development ? 2. Surround yourself with talented people (30 percent selection). Similar to knowing who's on your molecule, it is important to have talented people around you with similar careers, goals, and ideologies. These people can offer valuable Surveys Data Collection advice for career and life situations. 3. Prioritize (24 percent selection). Actively organize and reprioritize your to-do lists. Tackle the important tasks first, not the easy ones. Whenever possible, delegate tasks that do not necessarily require your input. Being able to delegate Each CEP in the data was accompanied by a brief description as to how to apply the principle in everyday life. As new people were surveyed, they were asked to add one new CEP that they had encountered. The list grew to over 100, but was pared down to the 50 most important. The following criterion was used in this process: a) a manageable idea, technique, or wisdom that individuals could use, b) something an average person could do, c) applicable in the construction industry, d) had a sustainable benefit, and e) is moral and ethical. will allow you to get the most out of your work day. 4. Know your audience (21 percent selection). Always take the time to think about who is receiving the information you are providing. Ask yourself how much detail does the recipient need? Will he/she understand jargon normally used? Is this person permitted to receive company-sensitive or proprietary information? Knowing what information can be conveyed and how to properly convey it will dramatically increase your ability to effectively communicate information. During data collection, it became apparent that the CEPs could fit into five categories: a) leadership and management, b) continued development, c) work ethic, d) relationship/respect for others, and e) personal health/well-being. Each principle was reviewed and placed in the category that best defined it. The remaining 18 CEPs generated by Marceau (2008) are important and are shown below with their selection ratings. They seemed to take on added significance during the poor economic times of 2010 and later, where people continued to strive to remain competitive. The first group of survey respondents, industry leaders and owners, included 41 percent of the respondents. The second group, students and new professionals, comprised 59 percent. All were asked to circle the ten competitive edge wisdoms that they thought would help make someone more successful. 1. Give 100 percent effort in everything you do (18%). 2. Always ask questions when you don't know the answer (18%). 3. Seek opportunities to grow (18%). 4. Do it right the first time (17%). 5. Be efficient at work (12%). 6. Always raise the bar for yourself (11%). 7. Learn to separate your business and personal life (11%). 8. Stay true to yourself (10%). 9. Don't overreact (8%). 10. Be friendly to all those around you (8%). 11. When speaking with others, give your full attention and be interested (8%). 12. Work on your public communication daily (6%). 13. Be patient with your co-workers (4%). 14. Be an inspiration (3%). 15. Fight complacency (3%). 16. Embrace your support group (3%). 17. Early to bed, early to rise (1%). All the CEPs were reviewed again and a survey instrument, containing 50, was distributed to over 200 people including Arizona State University students, construction industry leaders, small construction business owners, and professionals that were new to the field of construction. The survey instrument (Appendix A-Competitive Edge Principles Survey) asked respondents to identify what they considered the 10 most important techniques an individual needed to have a competitive edge. The survey also requested respondents to identify at least one additional technique - not on the overall list - that they believed to be relevant. Finally, respondents were categorized into two groups based on their career stage (see Table 7.1). % % Table 7.1-Breakdown by Categories Competitive Edge Industry Leaders General Categories Owners 65 Surveys Leadership/management 245 Continued development Work ethic Relationships/respect 86 29 Personal health/well-being Students & New Professionals 94 Surveys 255 203 274 110 64 37 16 30 13 4 109 189 28 22 30 12 7 18. Make tasks seem effortless (1%). Sean Marceau. (2008). The Competitive Edge Principles for Achieving Positive and Sustainable Results as an Individual, MS Thesis for the Del E. Webb School of Construction, Arizona State University, Tempe, Arizona. 7-8 7-9 7 Competitive Edge Principles Fitting In and Standing Out Introduction, 17 March 2012 A long-time friend of the author, Colonel L. W. Clement, Jr., once recommended that this book have a chapter that focused on the “Competitive Edge," or critical skills that went into the making of successful leaders and commanders. Colonel Clement commanded a sister battalion at Fort Carlson, Colorado, in 1976, and he was always seen as an exceptional role model for sustained niceness. He was a friendly and happy Southerner, well-liked by his officers and soldiers. Of the 23 battalions at Fort Carlson during Colonel Clement's service, about half of the lieutenant colonels in command would become successful leaders/commanders. The rest were seen as inadequate, particularly in their tendency to over-manage and over-control. While all were qualified, experienced, and deserving, many were lacking as leadership skill enablers. This chapter lays out 26 competitive edge principles developed by the author based on Colonel Clement's suggestion and with the intent of providing readers with a range of techniques on how to become competitive. Throughout our lives, we work at fitting into groups. In learning to fit in, we begin to realize that life is competitive, and in order to stand out, we need to be different or unique. In a survey of professionals and students, who were asked to select 10 competitive edge principles (CEPs) out of a developed list of 52 skills, the most important principle that surfaced was "respecting people.” Eighty percent of industry professionals and 60 percent of construction management students selected this very important skill. Principles for Achieving Positive and Sustainable Results Literature Review For a business to maintain its viability and success, a "competitive edge" is a must. Deciding what markets to penetrate and what marketing schemes to employ, plus how to effectively spend capital to achieve positive results are areas that businesses strategically analyze. Numerous books, studies, and journals have been written on the subject; however, with technology rapidly leveling the playing field for businesses, it is becoming increasingly imperative for an organization to focus on the development of its employees' talents to gain an edge (Colvin, 2007). Top companies share the following traits in their leadership development: a) invest time and money, b) identify promising leaders early, c) choose Colonel L. W. Clement, Jr., U.S. Army Ordnance Corps retired, now living in Sun Lakes, Arizona. 7-1 assignments strategically, d) develop leaders within their current jobs, e) are passionate about feedback and support, f) develop teams, not just individuals, and g) exert leadership through life and professional career, while standing out" becomes effective after the "fitting in” relationship is established. “Standing out” is needed to grow professionally. List of Competitive Edge Principles inspiration. In Coy Barefoot's book, Thomas Jefferson on Leadership, the chapter, “Jefferson the Diplomat," discusses Jefferson's acceptance of the call to adventure, where he views the journey as an opportunity to grow as a person and to reinvent or redefine his leadership. In order to be competitive , negotiation and diplomacy are defined by using seven key themes 1. Employ a balanced steady pressure. 2. Don't press those who are not ready. 3. Take advantage of well-placed allies. 4. Negotiate from strength. 5. Build a coalition. 6. Develop personal relationships. 7. Be a better listener than a talker. To get started, the author made a topical list of people skills that worked for him over the years. The initial survey had 159 respondents, who were divided into two groups - industry leaders/business owners and students/new professionals. Following are the original competitive edge principles (CEPs), together with a short overview. The principles are listed in order of their frequency of selection in the initial series of surveys. 1. Respect all people (60 percent selection). From the janitor that keeps the work place clean to the owner of the company, it is important to treat everyone as you would wish to be treated. Always use the "magic" words: please, thank you, good job, good question, etc. Most people do not practice this seemingly obvious way of thinking; respecting everyone can make someone not only a better leader but also a better person. In general, the concept of a “competitive edge” has historically been associated with game theory. However, this chapter's goal is to determine what principles or techniques people can consciously employ to be more effective in their careers. A special note, the mature and experienced industry leaders selected "Respect all People" over 80 percent of the time. The emerging student professionals and students had a smaller percentage. The average was 60 percent. This competitive edge principle dominated the research data. In 1937, Carnegie wrote a book titled, How to Win Friends and Influence People, which quickly became an international best seller. Of all the wisdoms and useful information contained in this book, one of the most valuable is that if individuals desire to master the skills needed to deal with people, they must center their approach and philosophy on the fact that “... the deepest urge in human nature is the desire to feel important.” If people utilize this principle in their interactions (at the workplace or at home with children or children themselves seeking attention from a parent), they will win more friends and influence more people than they could imagine. Carnegie emphasized this point through the following excerpts: 2. Have fun (60 percent selection). The key to success is enjoying what you do. It is important to be driven and motivated; however, if you don't have passion in what you are doing, what is the point? Without passion or enthusiasm, complacency and unhappiness can quickly envelope one's life. 1. "Every act you have ever performed since the day you were born was performed 2. "... The only way on earth to influence other people is to talk about what they want because you wanted something and show them how to get it." 3. Use humor (49 percent selection). Humor can be a great equalizer when times are stressful. Using humor not only relieves tension but also sets others at ease. Using humor makes you more approachable - someone that other people can be relaxed and open around. 4. Set realistic goals (44 percent selection). Setting realistic goals gives you direction and helps you manage your time. The goals need to be specific, measurable, realistic, and achievable. Reaching a goal can build confidence and show your determination. Optimum goals are those that cause people to "stretch" but not "break” as they strive for professional satisfaction. McGarvie (2005) states that in order to succeed in "fitting in" and "standing out." one must comprehend these two principles and their interdependence. Within each leadership situation, the variables of time, location, company, and audience can affect a leader's position. Nevertheless, the leader should utilize strategies to "fit in" in order to establish qualities of credibility, predictability, trust, and security. "Fitting in" is about integrating into the group, displaying an understanding of others and, consequently, receiving acceptance from individuals. On the other hand, strategies for "standing out" should be employed in order to characterize a person as communicative, outgoing, motivated, and capable. "Standing out" takes courage and a willingness to be different, plus the ability of the individual to take action on that difference. "Fitting in" is often essential early in a 5. Be humble (43 percent selection). Those of you who have worked in the field on a project understand that knowledge in any field is limitless, and you don't necessarily know it all. You need to embrace this fact and be willing to ask questions, accept help, and be comfortable not knowing the answer. Respect is easier to obtain when people let the experts help. 7-2 7-3 a person's issues are not fully resolved. Having alternate approaches for completing the same task will allow you to be better prepared than your peers. 6. Delegate (40 percent selection. The ability to effectively delegate work maximizes the time leaders can spend on the important tasks that require attention. Leaders need to make an effort to continually review their to-do list and delegate less important tasks to others. As their comfort level grows - by letting others take responsibility for completing tasks leaders will have the ability to take on more. 7. Prior preparation is the key to success (38 percent selection). Whether it is doing some additional research prior to a meeting, starting work on a project early, or simply planning each day out in advance, preparation will always serve 12. Do an outstanding job plus one more thing (25 percent selection). Most individuals rely on explicit directions and a structure when it comes to performing their jobbe it an assigned task, receiving and completing directions, etc.. To truly stand out, however, in addition to completing the assignment, it is important to go the extra mile. It lets your boss know that not only can you take direction, but you also have the ability to think on your own and are willing to go above and beyond what is expected. Additionally, take the initiative to expand your knowledge base by taking classes or getting certified in areas that would increase your value to the company. you well. Having a plan of attack, or a bit of information that nobody else has can keep you one step ahead of the others. 8. Plan your day (35 percent selection). Creating a to-do list, delegating, and prioritizing are all essential elements of planning a day. Take time prior to the start of work to organize your thoughts and tasks. Be efficient and effective in carrying out your to-do list, and work to have a successful day every day. Be sure to leave time for interruptions. During a seminar of senior PMs, when the author stressed the wisdom of doing an outstanding job plus one more thing, one of the attendees from a large international construction company shared with the class what his "one more thing" was. He volunteered to take the state contractor's licensing exam for his company and passed it. He continued to volunteer and now holds 13 state licenses for his company. He surely has distinguished himself and adds tremendous value to his company. 9. Be accountable for your own actions/inactions (35 percent selection). It can be difficult for people to step up and admit they did something wrong in the workplace. Often it is easier to say nothing and simply let someone else deal with the aftermath. However, if you take responsibility for your actions, ultimately you will build trust with your peers and bosses. Generally as trust rises, so do responsibilities. As you advance in your career, be willing to take the responsibility for your mistakes or the failures of your subordinates. Not only is this a sign of a good leader, but it builds trust with team members. At the same time, in a competitive environment, it is imperative to steer away from those that have a habit of avoiding accountability. 13. Defeat the procrastination virus (24 percent selection). Work hard and work efficiently to complete your job. It is easy to let the mundane paperwork stack up. However, the work has to be done some time so why not be proactive and complete it as it comes? Procrastinators tend to rush through their work to meet deadlines; this results in mistakes, and the task lacks quality. 14. Stay physically fit (22 percent selection). Working to stay in shape keeps people both mentally and physically sound. It is an easy way to reduce stress and increase energy. Exercise allows people to stay more focused and active throughout the day. All of this leads to a longer and more productive life. 10. Be the captain of your own ship (32 percent selection). In your life, you are responsible for picking your crew, charting your course, and everything in counterproductive. Set your goals , plan your day, and work your relationships for the level of success you wish to achieve. If you do this, you can be proud of your accomplishments and redirect yourself at any time. 15. Appreciate that there are no shortcuts to success (21 percent selection). Success comes from hard work, determination, and the ability to handle failure. Those who choose to cheat the system" may be rewarded, but this reward is usually short-lived. Being on the right path provides people valuable experience, plus knowledge, and lessons learned to maintain and nurture successes. Be willing to do things the "right" way and gain respect from those that follow you to success. 11. Always have a plan B (30 percent selection). Always have a plan B, C, and D when possible. Taking time to think through various scenarios and outcomes that impact a given project, and having a viable response, is imperative. Many people fly. Not only does this take additional time, but the "quick" decisions that are are comfortable with simply being reactionary and developing solutions on the made to counteract problems may be ineffective and cost even more. Having a backup plan(s) allows shifting seamlessly and moving on to the next thing. Problems in construction are inherent, whether it's material not being readily available, subcontractors underperforming, or starting construction when design 7.4 7-5 does, you have an edge. A thorough knowledge of computerized simulation tools or contract law, for example, will not only legitimize you as a professional in the field but will increase your confidence. 16. Never let the fear of failure stop you (19.5 percent selection). In life, you are often faced with difficult decisions, tasks, or uncertainties. Generally, you can the flight or fight option. However, by embracing challenges, you will gain either rise to the challenge or find ways to get out - in other words, choose either valuable experience and wisdom, even in failure. If you do fail at something, learn from it so you know how to handle a similar situation the next time around. 23. Understand that we live and work in a fishbowl (11 percent selection). Those who take shortcuts and keep secrets at work only impede the process and will not be successful. Live and work every day morally and ethical, so that you never need to have your integrity questioned. You will be a better decision maker for it. "I can accept failure, but I can't accept not trying." Michael Jordan 17. Control your ego (19.5 percent selection). Everyone has an ego that needs to be built up; it also needs to be kept in check. It is important to be able to take responsibility for your errors and be willing to share credit with your successes These actions speak volumes and ultimately make others want to work with you 24. Always have someone in charge (6 percent selection). When leaders are out of their offices, they should make sure they leave someone in charge of their work responsibilities, if there is an urgent issue, customers will know who to contact. Let the person taking over know what is expected; don't assume the person knows. or for you. 25. Read good books (4 percent selection). Reading quality literature is an easy way for you to continue your education. It allows you to gain different perspectives in various walks of life; it makes you well-rounded. It is surprising how few professionals read good books, maybe they are just too busy. 18. Know who's on your molecule (19.5 percent selection). With all the professional, personal and casual relationships around, it is important for people to understand how those relationships affect them. People need to nurture relationships that help them grow, support them during hard times, and keep them in balance. Get rid of, or limit time spent on relationships from which you, your work, and your company do not benefit. 26. Know your boss (0 percent selection). By understanding your boss expectations and personality, you will be able to easily identify what you need to do your job well. If you make a mistake, be sure you are the one to inform your boss of the issue, not someone else. Bosses don't like surprises. 19. Always start assignments early (19 percent selection). When time permits, start assignments as early as possible. Getting into the habit of starting and completing assignments early will accomplish several goals. First, it shows that you have the ability to get things done in a timely manner. Second, by better managing your time, you can take on more work and responsibility. Finally, when problems do come up, you have discovered them early on and should have adequate time to properly solve or circumvent them. Please note: “Know your boss” is an extremely important competitive edge; this trait, however, was inadvertently not included in the original survey list. During the author's two careers, knowing, studying, and educating the boss were all ranked at the top of his competitive edge list. In the "Who's on Your Molecule” exercise, the boss is clearly identified as the most important stakeholder. In 2006, after developing his list of competitive edge principles, the author conducted a competitive edge survey. Feedback from students and practitioners provided additional CEPs. 20. Always arrive early (18 percent selection). Being early to meetings or conferences allows you not only to have additional preparation time, but also shows that you care about the event you are attending. Being early also affords Additional CEPs Add-Ons you the opportunity to meet with other early-comers and expand your network. Finally, planning an early arrival helps you to still be on time even if something should interfere with your plans along the way. 21. Embrace moderation in all things (12 percent selection). This applies to all areas of one's life. It is often a difficult challenge to balance home life, work, and alone time; however, those who are successful in doing so create a good work 1. Continue your education (35 percent selection). Take a class, attend business seminars, read a book, or sit down and learn from mentors. Continuing to expand your knowledge base will not only increase your value, but will also keep your mind fresh and working. The world today is evolving more rapidly than at any other time in history; therefore, it is imperative to continue your education in order to stay in step with the competition. Students coming out of school today are learning new ideas and theories that would not have been taught just a few years ago. Finally, be sure to share your knowledge with others. Show your leadership capabilities by helping others better themselves. environment. 22. Become a subject matter expert (11 percent selection). By understanding a subject that truly interests you, and lends itself to the business your company 7-7 7-6 Competitive Edge Surveys Development ? 2. Surround yourself with talented people (30 percent selection). Similar to knowing who's on your molecule, it is important to have talented people around you with similar careers, goals, and ideologies. These people can offer valuable Surveys Data Collection advice for career and life situations. 3. Prioritize (24 percent selection). Actively organize and reprioritize your to-do lists. Tackle the important tasks first, not the easy ones. Whenever possible, delegate tasks that do not necessarily require your input. Being able to delegate Each CEP in the data was accompanied by a brief description as to how to apply the principle in everyday life. As new people were surveyed, they were asked to add one new CEP that they had encountered. The list grew to over 100, but was pared down to the 50 most important. The following criterion was used in this process: a) a manageable idea, technique, or wisdom that individuals could use, b) something an average person could do, c) applicable in the construction industry, d) had a sustainable benefit, and e) is moral and ethical. will allow you to get the most out of your work day. 4. Know your audience (21 percent selection). Always take the time to think about who is receiving the information you are providing. Ask yourself how much detail does the recipient need? Will he/she understand jargon normally used? Is this person permitted to receive company-sensitive or proprietary information? Knowing what information can be conveyed and how to properly convey it will dramatically increase your ability to effectively communicate information. During data collection, it became apparent that the CEPs could fit into five categories: a) leadership and management, b) continued development, c) work ethic, d) relationship/respect for others, and e) personal health/well-being. Each principle was reviewed and placed in the category that best defined it. The remaining 18 CEPs generated by Marceau (2008) are important and are shown below with their selection ratings. They seemed to take on added significance during the poor economic times of 2010 and later, where people continued to strive to remain competitive. The first group of survey respondents, industry leaders and owners, included 41 percent of the respondents. The second group, students and new professionals, comprised 59 percent. All were asked to circle the ten competitive edge wisdoms that they thought would help make someone more successful. 1. Give 100 percent effort in everything you do (18%). 2. Always ask questions when you don't know the answer (18%). 3. Seek opportunities to grow (18%). 4. Do it right the first time (17%). 5. Be efficient at work (12%). 6. Always raise the bar for yourself (11%). 7. Learn to separate your business and personal life (11%). 8. Stay true to yourself (10%). 9. Don't overreact (8%). 10. Be friendly to all those around you (8%). 11. When speaking with others, give your full attention and be interested (8%). 12. Work on your public communication daily (6%). 13. Be patient with your co-workers (4%). 14. Be an inspiration (3%). 15. Fight complacency (3%). 16. Embrace your support group (3%). 17. Early to bed, early to rise (1%). All the CEPs were reviewed again and a survey instrument, containing 50, was distributed to over 200 people including Arizona State University students, construction industry leaders, small construction business owners, and professionals that were new to the field of construction. The survey instrument (Appendix A-Competitive Edge Principles Survey) asked respondents to identify what they considered the 10 most important techniques an individual needed to have a competitive edge. The survey also requested respondents to identify at least one additional technique - not on the overall list - that they believed to be relevant. Finally, respondents were categorized into two groups based on their career stage (see Table 7.1). % % Table 7.1-Breakdown by Categories Competitive Edge Industry Leaders General Categories Owners 65 Surveys Leadership/management 245 Continued development Work ethic Relationships/respect 86 29 Personal health/well-being Students & New Professionals 94 Surveys 255 203 274 110 64 37 16 30 13 4 109 189 28 22 30 12 7 18. Make tasks seem effortless (1%). Sean Marceau. (2008). The Competitive Edge Principles for Achieving Positive and Sustainable Results as an Individual, MS Thesis for the Del E. Webb School of Construction, Arizona State University, Tempe, Arizona. 7-8 7-9 7 Competitive Edge Principles Fitting In and Standing Out Introduction, 17 March 2012 A long-time friend of the author, Colonel L. W. Clement, Jr., once recommended that this book have a chapter that focused on the “Competitive Edge," or critical skills that went into the making of successful leaders and commanders. Colonel Clement commanded a sister battalion at Fort Carlson, Colorado, in 1976, and he was always seen as an exceptional role model for sustained niceness. He was a friendly and happy Southerner, well-liked by his officers and soldiers. Of the 23 battalions at Fort Carlson during Colonel Clement's service, about half of the lieutenant colonels in command would become successful leaders/commanders. The rest were seen as inadequate, particularly in their tendency to over-manage and over-control. While all were qualified, experienced, and deserving, many were lacking as leadership skill enablers. This chapter lays out 26 competitive edge principles developed by the author based on Colonel Clement's suggestion and with the intent of providing readers with a range of techniques on how to become competitive. Throughout our lives, we work at fitting into groups. In learning to fit in, we begin to realize that life is competitive, and in order to stand out, we need to be different or unique. In a survey of professionals and students, who were asked to select 10 competitive edge principles (CEPs) out of a developed list of 52 skills, the most important principle that surfaced was "respecting people.” Eighty percent of industry professionals and 60 percent of construction management students selected this very important skill. Principles for Achieving Positive and Sustainable Results Literature Review For a business to maintain its viability and success, a "competitive edge" is a must. Deciding what markets to penetrate and what marketing schemes to employ, plus how to effectively spend capital to achieve positive results are areas that businesses strategically analyze. Numerous books, studies, and journals have been written on the subject; however, with technology rapidly leveling the playing field for businesses, it is becoming increasingly imperative for an organization to focus on the development of its employees' talents to gain an edge (Colvin, 2007). Top companies share the following traits in their leadership development: a) invest time and money, b) identify promising leaders early, c) choose Colonel L. W. Clement, Jr., U.S. Army Ordnance Corps retired, now living in Sun Lakes, Arizona. 7-1 assignments strategically, d) develop leaders within their current jobs, e) are passionate about feedback and support, f) develop teams, not just individuals, and g) exert leadership through life and professional career, while standing out" becomes effective after the "fitting in” relationship is established. “Standing out” is needed to grow professionally. List of Competitive Edge Principles inspiration. In Coy Barefoot's book, Thomas Jefferson on Leadership, the chapter, “Jefferson the Diplomat," discusses Jefferson's acceptance of the call to adventure, where he views the journey as an opportunity to grow as a person and to reinvent or redefine his leadership. In order to be competitive , negotiation and diplomacy are defined by using seven key themes 1. Employ a balanced steady pressure. 2. Don't press those who are not ready. 3. Take advantage of well-placed allies. 4. Negotiate from strength. 5. Build a coalition. 6. Develop personal relationships. 7. Be a better listener than a talker. To get started, the author made a topical list of people skills that worked for him over the years. The initial survey had 159 respondents, who were divided into two groups - industry leaders/business owners and students/new professionals. Following are the original competitive edge principles (CEPs), together with a short overview. The principles are listed in order of their frequency of selection in the initial series of surveys. 1. Respect all people (60 percent selection). From the janitor that keeps the work place clean to the owner of the company, it is important to treat everyone as you would wish to be treated. Always use the "magic" words: please, thank you, good job, good question, etc. Most people do not practice this seemingly obvious way of thinking; respecting everyone can make someone not only a better leader but also a better person. In general, the concept of a “competitive edge” has historically been associated with game theory. However, this chapter's goal is to determine what principles or techniques people can consciously employ to be more effective in their careers. A special note, the mature and experienced industry leaders selected "Respect all People" over 80 percent of the time. The emerging student professionals and students had a smaller percentage. The average was 60 percent. This competitive edge principle dominated the research data. In 1937, Carnegie wrote a book titled, How to Win Friends and Influence People, which quickly became an international best seller. Of all the wisdoms and useful information contained in this book, one of the most valuable is that if individuals desire to master the skills needed to deal with people, they must center their approach and philosophy on the fact that “... the deepest urge in human nature is the desire to feel important.” If people utilize this principle in their interactions (at the workplace or at home with children or children themselves seeking attention from a parent), they will win more friends and influence more people than they could imagine. Carnegie emphasized this point through the following excerpts: 2. Have fun (60 percent selection). The key to success is enjoying what you do. It is important to be driven and motivated; however, if you don't have passion in what you are doing, what is the point? Without passion or enthusiasm, complacency and unhappiness can quickly envelope one's life. 1. "Every act you have ever performed since the day you were born was performed 2. "... The only way on earth to influence other people is to talk about what they want because you wanted something and show them how to get it." 3. Use humor (49 percent selection). Humor can be a great equalizer when times are stressful. Using humor not only relieves tension but also sets others at ease. Using humor makes you more approachable - someone that other people can be relaxed and open around. 4. Set realistic goals (44 percent selection). Setting realistic goals gives you direction and helps you manage your time. The goals need to be specific, measurable, realistic, and achievable. Reaching a goal can build confidence and show your determination. Optimum goals are those that cause people to "stretch" but not "break” as they strive for professional satisfaction. McGarvie (2005) states that in order to succeed in "fitting in" and "standing out." one must comprehend these two principles and their interdependence. Within each leadership situation, the variables of time, location, company, and audience can affect a leader's position. Nevertheless, the leader should utilize strategies to "fit in" in order to establish qualities of credibility, predictability, trust, and security. "Fitting in" is about integrating into the group, displaying an understanding of others and, consequently, receiving acceptance from individuals. On the other hand, strategies for "standing out" should be employed in order to characterize a person as communicative, outgoing, motivated, and capable. "Standing out" takes courage and a willingness to be different, plus the ability of the individual to take action on that difference. "Fitting in" is often essential early in a 5. Be humble (43 percent selection). Those of you who have worked in the field on a project understand that knowledge in any field is limitless, and you don't necessarily know it all. You need to embrace this fact and be willing to ask questions, accept help, and be comfortable not knowing the answer. Respect is easier to obtain when people let the experts help. 7-2 7-3 a person's issues are not fully resolved. Having alternate approaches for completing the same task will allow you to be better prepared than your peers. 6. Delegate (40 percent selection. The ability to effectively delegate work maximizes the time leaders can spend on the important tasks that require attention. Leaders need to make an effort to continually review their to-do list and delegate less important tasks to others. As their comfort level grows - by letting others take responsibility for completing tasks leaders will have the ability to take on more. 7. Prior preparation is the key to success (38 percent selection). Whether it is doing some additional research prior to a meeting, starting work on a project early, or simply planning each day out in advance, preparation will always serve 12. Do an outstanding job plus one more thing (25 percent selection). Most individuals rely on explicit directions and a structure when it comes to performing their jobbe it an assigned task, receiving and completing directions, etc.. To truly stand out, however, in addition to completing the assignment, it is important to go the extra mile. It lets your boss know that not only can you take direction, but you also have the ability to think on your own and are willing to go above and beyond what is expected. Additionally, take the initiative to expand your knowledge base by taking classes or getting certified in areas that would increase your value to the company. you well. Having a plan of attack, or a bit of information that nobody else has can keep you one step ahead of the others. 8. Plan your day (35 percent selection). Creating a to-do list, delegating, and prioritizing are all essential elements of planning a day. Take time prior to the start of work to organize your thoughts and tasks. Be efficient and effective in carrying out your to-do list, and work to have a successful day every day. Be sure to leave time for interruptions. During a seminar of senior PMs, when the author stressed the wisdom of doing an outstanding job plus one more thing, one of the attendees from a large international construction company shared with the class what his "one more thing" was. He volunteered to take the state contractor's licensing exam for his company and passed it. He continued to volunteer and now holds 13 state licenses for his company. He surely has distinguished himself and adds tremendous value to his company. 9. Be accountable for your own actions/inactions (35 percent selection). It can be difficult for people to step up and admit they did something wrong in the workplace. Often it is easier to say nothing and simply let someone else deal with the aftermath. However, if you take responsibility for your actions, ultimately you will build trust with your peers and bosses. Generally as trust rises, so do responsibilities. As you advance in your career, be willing to take the responsibility for your mistakes or the failures of your subordinates. Not only is this a sign of a good leader, but it builds trust with team members. At the same time, in a competitive environment, it is imperative to steer away from those that have a habit of avoiding accountability. 13. Defeat the procrastination virus (24 percent selection). Work hard and work efficiently to complete your job. It is easy to let the mundane paperwork stack up. However, the work has to be done some time so why not be proactive and complete it as it comes? Procrastinators tend to rush through their work to meet deadlines; this results in mistakes, and the task lacks quality. 14. Stay physically fit (22 percent selection). Working to stay in shape keeps people both mentally and physically sound. It is an easy way to reduce stress and increase energy. Exercise allows people to stay more focused and active throughout the day. All of this leads to a longer and more productive life. 10. Be the captain of your own ship (32 percent selection). In your life, you are responsible for picking your crew, charting your course, and everything in counterproductive. Set your goals , plan your day, and work your relationships for the level of success you wish to achieve. If you do this, you can be proud of your accomplishments and redirect yourself at any time. 15. Appreciate that there are no shortcuts to success (21 percent selection). Success comes from hard work, determination, and the ability to handle failure. Those who choose to cheat the system" may be rewarded, but this reward is usually short-lived. Being on the right path provides people valuable experience, plus knowledge, and lessons learned to maintain and nurture successes. Be willing to do things the "right" way and gain respect from those that follow you to success. 11. Always have a plan B (30 percent selection). Always have a plan B, C, and D when possible. Taking time to think through various scenarios and outcomes that impact a given project, and having a viable response, is imperative. Many people fly. Not only does this take additional time, but the "quick" decisions that are are comfortable with simply being reactionary and developing solutions on the made to counteract problems may be ineffective and cost even more. Having a backup plan(s) allows shifting seamlessly and moving on to the next thing. Problems in construction are inherent, whether it's material not being readily available, subcontractors underperforming, or starting construction when design 7.4 7-5 does, you have an edge. A thorough knowledge of computerized simulation tools or contract law, for example, will not only legitimize you as a professional in the field but will increase your confidence. 16. Never let the fear of failure stop you (19.5 percent selection). In life, you are often faced with difficult decisions, tasks, or uncertainties. Generally, you can the flight or fight option. However, by embracing challenges, you will gain either rise to the challenge or find ways to get out - in other words, choose either valuable experience and wisdom, even in failure. If you do fail at something, learn from it so you know how to handle a similar situation the next time around. 23. Understand that we live and work in a fishbowl (11 percent selection). Those who take shortcuts and keep secrets at work only impede the process and will not be successful. Live and work every day morally and ethical, so that you never need to have your integrity questioned. You will be a better decision maker for it. "I can accept failure, but I can't accept not trying." Michael Jordan 17. Control your ego (19.5 percent selection). Everyone has an ego that needs to be built up; it also needs to be kept in check. It is important to be able to take responsibility for your errors and be willing to share credit with your successes These actions speak volumes and ultimately make others want to work with you 24. Always have someone in charge (6 percent selection). When leaders are out of their offices, they should make sure they leave someone in charge of their work responsibilities, if there is an urgent issue, customers will know who to contact. Let the person taking over know what is expected; don't assume the person knows. or for you. 25. Read good books (4 percent selection). Reading quality literature is an easy way for you to continue your education. It allows you to gain different perspectives in various walks of life; it makes you well-rounded. It is surprising how few professionals read good books, maybe they are just too busy. 18. Know who's on your molecule (19.5 percent selection). With all the professional, personal and casual relationships around, it is important for people to understand how those relationships affect them. People need to nurture relationships that help them grow, support them during hard times, and keep them in balance. Get rid of, or limit time spent on relationships from which you, your work, and your company do not benefit. 26. Know your boss (0 percent selection). By understanding your boss expectations and personality, you will be able to easily identify what you need to do your job well. If you make a mistake, be sure you are the one to inform your boss of the issue, not someone else. Bosses don't like surprises. 19. Always start assignments early (19 percent selection). When time permits, start assignments as early as possible. Getting into the habit of starting and completing assignments early will accomplish several goals. First, it shows that you have the ability to get things done in a timely manner. Second, by better managing your time, you can take on more work and responsibility. Finally, when problems do come up, you have discovered them early on and should have adequate time to properly solve or circumvent them. Please note: “Know your boss” is an extremely important competitive edge; this trait, however, was inadvertently not included in the original survey list. During the author's two careers, knowing, studying, and educating the boss were all ranked at the top of his competitive edge list. In the "Who's on Your Molecule” exercise, the boss is clearly identified as the most important stakeholder. In 2006, after developing his list of competitive edge principles, the author conducted a competitive edge survey. Feedback from students and practitioners provided additional CEPs. 20. Always arrive early (18 percent selection). Being early to meetings or conferences allows you not only to have additional preparation time, but also shows that you care about the event you are attending. Being early also affords Additional CEPs Add-Ons you the opportunity to meet with other early-comers and expand your network. Finally, planning an early arrival helps you to still be on time even if something should interfere with your plans along the way. 21. Embrace moderation in all things (12 percent selection). This applies to all areas of one's life. It is often a difficult challenge to balance home life, work, and alone time; however, those who are successful in doing so create a good work 1. Continue your education (35 percent selection). Take a class, attend business seminars, read a book, or sit down and learn from mentors. Continuing to expand your knowledge base will not only increase your value, but will also keep your mind fresh and working. The world today is evolving more rapidly than at any other time in history; therefore, it is imperative to continue your education in order to stay in step with the competition. Students coming out of school today are learning new ideas and theories that would not have been taught just a few years ago. Finally, be sure to share your knowledge with others. Show your leadership capabilities by helping others better themselves. environment. 22. Become a subject matter expert (11 percent selection). By understanding a subject that truly interests you, and lends itself to the business your company 7-7 7-6 Competitive Edge Surveys Development ? 2. Surround yourself with talented people (30 percent selection). Similar to knowing who's on your molecule, it is important to have talented people around you with similar careers, goals, and ideologies. These people can offer valuable Surveys Data Collection advice for career and life situations. 3. Prioritize (24 percent selection). Actively organize and reprioritize your to-do lists. Tackle the important tasks first, not the easy ones. Whenever possible, delegate tasks that do not necessarily require your input. Being able to delegate Each CEP in the data was accompanied by a brief description as to how to apply the principle in everyday life. As new people were surveyed, they were asked to add one new CEP that they had encountered. The list grew to over 100, but was pared down to the 50 most important. The following criterion was used in this process: a) a manageable idea, technique, or wisdom that individuals could use, b) something an average person could do, c) applicable in the construction industry, d) had a sustainable benefit, and e) is moral and ethical. will allow you to get the most out of your work day. 4. Know your audience (21 percent selection). Always take the time to think about who is receiving the information you are providing. Ask yourself how much detail does the recipient need? Will he/she understand jargon normally used? Is this person permitted to receive company-sensitive or proprietary information? Knowing what information can be conveyed and how to properly convey it will dramatically increase your ability to effectively communicate information. During data collection, it became apparent that the CEPs could fit into five categories: a) leadership and management, b) continued development, c) work ethic, d) relationship/respect for others, and e) personal health/well-being. Each principle was reviewed and placed in the category that best defined it. The remaining 18 CEPs generated by Marceau (2008) are important and are shown below with their selection ratings. They seemed to take on added significance during the poor economic times of 2010 and later, where people continued to strive to remain competitive. The first group of survey respondents, industry leaders and owners, included 41 percent of the respondents. The second group, students and new professionals, comprised 59 percent. All were asked to circle the ten competitive edge wisdoms that they thought would help make someone more successful. 1. Give 100 percent effort in everything you do (18%). 2. Always ask questions when you don't know the answer (18%). 3. Seek opportunities to grow (18%). 4. Do it right the first time (17%). 5. Be efficient at work (12%). 6. Always raise the bar for yourself (11%). 7. Learn to separate your business and personal life (11%). 8. Stay true to yourself (10%). 9. Don't overreact (8%). 10. Be friendly to all those around you (8%). 11. When speaking with others, give your full attention and be interested (8%). 12. Work on your public communication daily (6%). 13. Be patient with your co-workers (4%). 14. Be an inspiration (3%). 15. Fight complacency (3%). 16. Embrace your support group (3%). 17. Early to bed, early to rise (1%). All the CEPs were reviewed again and a survey instrument, containing 50, was distributed to over 200 people including Arizona State University students, construction industry leaders, small construction business owners, and professionals that were new to the field of construction. The survey instrument (Appendix A-Competitive Edge Principles Survey) asked respondents to identify what they considered the 10 most important techniques an individual needed to have a competitive edge. The survey also requested respondents to identify at least one additional technique - not on the overall list - that they believed to be relevant. Finally, respondents were categorized into two groups based on their career stage (see Table 7.1). % % Table 7.1-Breakdown by Categories Competitive Edge Industry Leaders General Categories Owners 65 Surveys Leadership/management 245 Continued development Work ethic Relationships/respect 86 29 Personal health/well-being Students & New Professionals 94 Surveys 255 203 274 110 64 37 16 30 13 4 109 189 28 22 30 12 7 18. Make tasks seem effortless (1%). Sean Marceau. (2008). The Competitive Edge Principles for Achieving Positive and Sustainable Results as an Individual, MS Thesis for the Del E. Webb School of Construction, Arizona State University, Tempe, Arizona. 7-8 7-9
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