Develop the ability to see into the future.

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Solution: The reason a consultant asks so many questions is the same reason a doctor asks your medical history during a checkup. Every builder (and patient) is different, with a different set of problems and expectations. Until the consultant completely understands the situation, whatever he or she may say is a waste of breath.

In fact, you should beware of consultants who approach every client in the same way, and feel they have the solution to every problem. Such cookie-cutter solutions are no more effective than are the miracle “cure-alls” sold on late-night television.

The real issue here, however, is Peter's lack of awareness of his own company, its position in the marketplace, and the direction he wants his company to go. Without that strategic vision, it's unlikely the company will do any better than simply muddling through, reacting to changes in the market, and hopefully surviving. And if he doesn't even know that cost plus 15% is really only a 13% margin, he's not going to meet his financial goals either.

A consultant can't provide that vision. All he can do is tell the builder how to get to the destination the builder has decided upon. He can inspire, motivate, and direct but the fire to excel has to come from within. Otherwise all that can be expected is to drift in mediocrity.

John Naisbitt, the famous futurist and entrepreneur, may have said it best: “Strategic planning is worthless unless there is first a strategic vision.” Look at your company in the long term and take some time to decide where you want it to go.—Al Trellis, a co-founder of Home Builders Network, has more than 25 years of experience as a custom builder, speaker, and consultant. He can be reached at altrellis@hbnnet.com.