NCHCA Relationship Self-Audit Results Presented by: Dale Harley Executive Advisor National Capital Heavy Construction Association

NCHCA Relationship Self-Audit Results Self-Audit conducted during fall 2016 On-line Survey Examined six key relationships Over 30 Contractors Participated Each received customized report comparing their company to NCHCA average

Managing Relationships Juggle relationships Drop one, and the whole act fails Strong as your weakest relationship

Overall Audit Results NCHCA Members scored particularly well with respect to Employee and Client Relations Some concern with Investor, Community, Government & Media Relations

Sample Company Audit Results Overall score somewhat below the NCHCA average Scored particularly well with respect to Government Relations (0.84) Client Relations scored high, but below NCHCA average (-0.36) Greater concerns with Employee (-1.14) & Investor Relations (-0.60) Community Relations on par with industry-wide concerns (-0.09), Significant concerns with respect to Media Relations (0.62)

Client Relations Cornerstone of all organizations Who are your clients? Client relations research Building trust Many organizations fail to maintain proper visibility with their clients, while some organizations tend to focus too much on existing clients, and fail to identify and develop new clients, which severely hampers growth.

Sample Company Client Relations Best Practices Establish client objectives (number, sales, new/retained) Annual client surveys (tracking of awareness, utilization, priorities, satisfaction) Analyze client data (sales, frequency, product trends) Post project reviews (proactively collect info, VPM) Develop a client outreach program (contact mgt program, SWAG, newsletters, social media, rewards, entertainment)

Media Relations Understand the media environment Stay aware of industry and media coverage Building relationships with the media Media relations refers to the relationship that an organization develops with media representatives to gather and distribute information. It involves working directly with reporters, as well as persons responsible for the editorial (news and features), public service and sponsorship programming products of the media.

Sample Company Media Relations Best Practices Monitor media coverage (company & industry, traditional as well as social, google alerts) Compile media contact list (names, phone, email, twitter) Develop a media relations policy (protocol for speaking & responding to media) Develop a media outreach program (construction site & facility tours, letters, community events)

Investor Relations Public Versus Private Line of Credit Worth its Weight in Gold Business Case Investor relations is the activity through which an organization consciously builds relationships with current and potential investors, financial analysts and the media to ensure it has not only their confidence, but access to all the funds it requires at the most favourable rate.

Sample Company Investor Relations Best Practices Contact program with investors (banks, individuals, creditors) Monitor financial ratings (company, owners) Monitor financial media (economic, industry & company) Benchmark financial performance (company, industry)

Employee Relations Building Strong Teams Where are we now? Where do we want to be? How will we get there? How will we know if we are getting there? Employee relations involve the management and regulation of relationships between the organization, individual staff members, and groups of individuals within the organization.

Sample Company Employee Relations Best Practices Conduct employee surveys (tracking of understanding, priorities, satisfaction) Benchmark company to industry (compensation, turnover, satisfaction, policies & procedures) Internal communications strategy (intranet, newsletter, employee events, employee recognition) Management development (retreats, training, recognition)

Community Relations The first order of business is to raise and control your own community profile: If you do not control your own reputation, you are leaving it up to someone else to do it for you. Raise your profile in the community so that when you have something to say, people will listen. Community relations involve establishing a two-way rapport with the community, raising and maintaining the organization´s public profile so as to ensure broad public input into the decision-making process in order to build buy-in and support with decisions made.

Sample Company Community Relations Best Practices Prepare a community outreach plan (activities & budget) Consult with the community (project sites and business sites) Monitor what the community is saying (identify community leaders, track social media, collect feedback from workers, comments to office) Be proactive (volunteer information, invite the community in, tours, open houses)

Government Relations Contact program Identify political issues and priorities Explain your organization Government relations is the systematic effort to influence the actions and policies of government to help achieve particular objectives or protect particular interests in a way that reflects well on the organization and the decision-makers involved.

Sample Company Government Relations Best Practices Compile list of officials (all three levels of gov’t, contact information) Outreach activities (annual meetings, committee presentations) Monitor what politicians are saying (media coverage, voting patterns, policy) Industry involvement (associations, meetings, presentations)

Stakeholder Relations “You are what your stakeholders say you are” “What are your stakeholders saying about you?” QUESTIONS?