Includes bibliographical references (p. [195]-196) and index.

Chapter 1. Do you have what it takes? -- 1.1. Essential traits -- 1.1.1. Initiative -- 1.1.2. Passion -- 1.1.3. Stress tolerance -- 1.1.4. Reliability (follow-through) -- 1.1.5. Willingness to work while others play -- 1.1.6. Unyielding positive attitude -- 1.1.7. Mental toughness -- 1.1.8. Attention to detail -- 1.1.9. Sense of urgency -- 1.1.10. Self-control -- 1.1.11. Thirst for knowledge -- 1.1.12. Ability to get along with others -- Chapter 2. Your role as owner of your construction firm -- 2.1. Leadership (Setting the course) -- 2.1.1. Vision to reality: The required path -- 2.1.2. Leaders and managers are different from each other --

2.1.3. Tame the ego -- 2.2. Leadership in times of uncertainty -- 2.3. Manager vs owner/shareholder -- 2.4. The entrepreneur mindset -- 2.5. Managing risk -- 2.6. Establishing your corporate culture -- 2.7. Striving for excellence -- 2.8. Hiring the right people -- 2.9. Knowing your industry -- 2.10. Coordinating resources -- 2.11. Keeping in touch -- 2.12. Being there -- 2.13. Identifying objectives -- 2.14. Measuring results -- 2.15. Marketing -- 2.16. Little habits with big payoffs -- 2.17. Getting involved -- Chapter 3. Sales, marketing and business development -- 3.1. Marketing materials -- 3.2. Publicity -- 3.3. Proposals and presentations --

3.4. Staying ahead of the pack -- 3.5. Impressions -- 3.6. New customers vs old -- 3.7. Reaching out -- 3.8. Data mining -- Chapter 4. Creating customer loyalty -- 4.1. Budget -- 4.2. Quality -- 4.3. Relationships -- 4.4. Schedule -- Chapter 5. Business considerations -- 5.1. The corporation -- 5.2. Capital equipment -- 5.3. Purchasing -- 5.4. Collection -- 5.5. Dealing with the IRS -- 5.6. Contractor failure -- Chapter 6. Controlling your finances -- 6.1. Working capital -- 6.2. Projecting cash needs -- 6.3. Understanding financial statements -- 6.4. Dishonest employees -- 6.5. Where is the money? -- Chapter 7. Bidding --

7.1. Qualifying to bid -- 7.2. Approach to bidding -- 7.3. Pricing -- 7.4. Cost databank -- 7.5. Pre-bid site inspection -- 7.6. Warranty considerations -- 7.7. Compiling your bid proposal -- 7.8. Reverse bidding/auction -- Chapter 8. Building it -- 8.1. Registration and licensing -- 8.2. Environmental studies -- 8.3. Subcontracting the work -- 8.4. Photographs -- 8.5. Pre-construction meetings -- 8.6. Before you start a project -- 8.7. Project overhead/general conditions expense -- 8.7.1. Managing project overhead/general conditions cost -- 8.8. Warranties -- 8.9. Mechanic's liens -- 8.10. Lien waivers -- 8.11. Closing out the project --

Chapter 9. Accounting and record keeping -- 9.1. Certified public accountant -- 9.2. Audited financial statements -- 9.3. Bookkeeper -- 9.4. Cash vs accrual accounting procedures -- 9.5. Percentage of completion vs completed contract reporting -- 9.5.1. Percentage of completion method -- 9.5.2. Completed contract method -- 9.6. General and administrative expense -- 9.7. Fixed vs controllable G&A expense -- 9.8. Cost accounting -- 9.9. Financial statements -- 9.9.1. The income statement -- 9.9.2. The balance sheet -- 9.10. Reports -- 9.11. Billings -- 9.12. State sales tax -- Chapter 10. Contract terms and conditions -- 10.1. Types of agreement --

10.2. Requirements for a binding agreement -- 10.3. A few generalizations about contracts -- 10.4. Know the project owner -- 10.5. Getting paid -- 10.6. Commencement/completion dates -- 10.7. Owner delay -- 10.8. Contractor delay -- 10.9. Changes in the work -- 10.10. Constructive change -- 10.11. Differing conditions (Changed conditions) -- 10.11.1. What to do upon discovering differing conditions -- 10.12. Insurance -- 10.13. Indemnification -- 10.14. Warranty obligations -- 10.15. Limitation of liability -- 10.16. Governing law -- 10.17. Dispute resolution -- 10.18. Contract termination by the owner -- Chapter 11. You and your employees --

11.1. Who are the "right" people? -- 11.2. Hiring the "right" people -- 11.3. Good hiring practices -- 11.4. The interview -- 11.5. New employee orientation -- 11.6. Non-compete non-disclose agreement -- 11.7. Managing employees for the long term -- 11.7.1. Relationships -- 11.7.2. Autonomy -- 11.7.3. Recognition -- 11.7.4. Employee's return on investment -- 11.7.5. Employee incentive plans -- 11.7.6. Benefits packages -- 11.7.7. Trust -- 11.7.8. Work/life balance -- 11.7.9. Work fulfillment -- 11.7.10. Training -- 11.7.11. Job security -- 11.7.12. Internal conflict -- 11.7.13. Openness and communication -- 11.8. Responsibility vs job description --

11.9. Evaluating employee performance -- 11.10. Employee termination -- 11.10.1. Conducting the termination meeting -- 11.11. Employee handbook -- 11.12. Professional employer organizations -- Chapter 12. You and your subcontractors -- 12.1. Independent contractor or employee? -- 12.2. Subcontractor qualification checklist -- 12.3. The contractor-subcontractor agreement: Special considerations -- 12.3.1. Pass-through or flow-down clause -- 12.3.2. Scope of work -- 12.3.3. Work as directed -- 12.3.4. Changes to the subcontract -- 12.3.5. Conditions for payment to subcontractor -- 12.3.6. Pay-if-paid -- 12.3.7. Delay damages -- 12.3.8. Retainage --

12.3.9. Calculation of payment amount -- 12.3.10. Terms for final payment -- 12.3.11. Indemnity -- 12.3.12. Termination for convenience -- 12.3.13. Subcontractor default -- 12.3.14. Notice of default -- 12.3.15. Cure -- 12.3.16. Contractor alternatives -- 12.3.17. Continuation of performance -- 12.3.18. Dispute resolution -- 12.3.19. Termination of subcontract -- 12.3.20. Merger -- Chapter 13. Banking and finance -- 13.1. Your business plan -- 13.2. Sources of financing -- 13.3. Borrowing criteria -- 13.4. Managing credit -- Chapter 14. Insurance and bonds -- 14.1. Insurance -- 14.1.1. Worker's compensation insurance --

14.1.2. Employer's liability insurance -- 14.1.3. All-risk builder's risk insurance -- 14.1.4. Commercial general liability insurance -- 14.1.5. When a loss occurs -- 14.1.6. Insurance administration -- 14.1.7. Certificates of insurance -- 14.1.8. Waiver of subrogation -- 14.2. Construction surety bonds -- Chapter 15. Specializing in chain store construction -- 15.1. Improved profit potential -- 15.2. Continuing relationships -- 15.3. Chain operators favor niche contractors -- 15.4. Fewer parties in the mix -- 15.5. Reliable cost database -- 15.6. Reduced risk -- 15.7. So why are so many contractors missing out on the chain store niche? --

15.8. A note about the construction industry as a whole -- Appendix 1. If you're just getting started... -- Appendix 2. Useful Web site links -- Appendix 3. Regional cross reference of construction-related organizations -- Appendix 4. Potential questions for interviewing job applicants.