Gary Crowley's company operates in a market -- metro Burlington, Vt. -- of 150,000, where kitchens are his bread and butter and building additions, a specialty. The fact that he can run four jobs at a time, plus the award-winning quality of the work his company does, has reaped a bonanza of publicity.
"Finding the right clients is a recipe," Crowley says. "I screen the calls and I pick the jobs I know I'm going to sell." The recipe also calls for having enough confidence to charge a professional markup and having no emotions attached to the price. Steadily building credibility and pursuing top-end clients brings Crowley big jobs in a small market.