WHAT'S IN/OUT

Tom Deja

Management

In:
Small jobs and specialty niches
Streamlining operations

Out:
The way you’ve always done it

Sales

In:
Clients expecting discounts
Asking for the sale

Out:
A casual approach to sales
Order-taking

Personnel

In:
Smaller but stronger teams
Open-book management

Out:
Hasty hiring
Rigid job descriptions

Marketing

In:
Free marketing (a.k.a. social media)
Personal contacts

Out:
Broadcast marketing without a defined target audience

Administration

In:
Cutting overhead — even more
Staff doing whatever it takes

Out:
Complicated processes and systems

Design

In:
Using technology to boost efficiency

Out:
Structured design fees
Full-time design staff

Production

In:
Asking trades for a discount
Strategic partnerships with trades

Out:
New-home building
Inefficiency