Construction Genius | Construction Leadership

Eric Anderton | Construction Leadership
  • 4.8 (171)
  • Management
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Construction Genius is a construction leadership podcast for owners and senior leaders of commercial general contractors and specialty contractors. Host Eric Anderton interviews construction owners and executives about how they run their companies. Solo episodes break down one leadership or management problem at a time. Topics include developing project managers and superintendents, construction business development and negotiated work, succession planning and ESOPs, construction accounting and bonding capacity, and AI in construction. Eric has worked only with construction companies for more than 20 years. His coaching clients run firms from $10M to over $3B in revenue, and he facilitates their strategic and succession planning.

  1. 2d ago

    How to Spot a Trojan Horse in Your Construction Business

    Every construction business has chased an opportunity that looked great and turned into a money pit. Herb Sargent calls it the Trojan horse. Herb is board chair of Sargent Corporation, a heavy civil contractor in Maine that turned 100 this year. Scott Peper is CEO and founder of Mobilization Funding. They wrote Field Tested: Lessons in Leading, Losing, and Winning in Construction together, and they walked me through how to spot the horse before you wheel it in. Takeaways: Set the number where you'll walk away before you start. Sargent lost money in ready mix every year for ten years. Let your estimator tell you what the job costs before ego decides you have to have it. "I gotta keep money coming in" usually means overbillings went to start other jobs. Every growing owner becomes the bottleneck. Hand someone the keys for half a day, then debrief. One 15-minute conversation about legacy got Sargent's best operator mentoring a 23-year-old foreman. Connect with Herb Sargent: LinkedIn: https://www.linkedin.com/in/herb-sargent-esop/ Sargent Corporation: https://sargent.us/ Starbuck and Sargent podcast: https://podcasts.apple.com/us/podcast/starbuck-sargent/id1856531285 Connect with Scott Peper: LinkedIn: https://www.linkedin.com/in/scott-peper-9387288/ Mobilization Funding: https://mobilizationfunding.com/ The Mobilization Mindset podcast: https://mobilizationfunding.com/videos/ Pre-order Field Tested on Amazon: https://www.amazon.com/Field-Tested-Lessons-Leading-Construction/dp/B0HM2TXYS3 The Shift Leadership Course: https://theshift.constructiongenius.com/

  2. Oct 20

    Leadership in Construction: The Meeting Structure That Gets Your Team to Agree in 30 Minutes

    Capable people can spend an hour in a meeting and leave without a decision. Effective leadership in construction requires a better meeting structure. In this solo episode, Eric Anderton shares the process he's used with contractors for over 20 years to help teams reach agreement in about 30 minutes, even on problems they've debated for years. Key takeaways: Frame a precise question with a 90-day deadline. Have everyone write ideas independently. The owner shares last. Vote for the best third of the ideas without stacking votes. Confirm commitment and address objections. Create a one-page action plan with clear priorities and numbers. Free resources: Meeting Assessment: https://ericanderton.activehosted.com/f/256 Kick-Ass Meetings eBook: https://www.constructiongenius.com/kam-2 Special Offer: The first 10 contractors who email eric@constructiongenius.com with "Kick-Ass Meetings" in the subject line receive a free 60-minute Zoom problem-solving session with Eric and their team. Normally $3,500. Include your problem and where you heard the offer. Expires 12/31/26. Connect: https://constructiongenius.com

  3. Oct 13

    How to Hire Construction Business Developers Who Win Large Commercial Projects

    Construction Business Development: How to Hire Salespeople Who Win Large Projects Construction business development suffers when you hire someone for their industry contacts or interview skills, then wait a year to find out they can't sell. How do you assess a business developer before making an offer? How do you know if weak sales come from the person you hired or the process you gave them? Neal Glatt joins Eric Anderton on Construction Genius to discuss construction company business development, hiring salespeople, and building a repeatable sales process for large commercial projects. You'll learn what to test before hiring a construction business developer and how to judge their progress within six months. In this episode: Hiring construction salespeople: Why industry experience alone is a poor hiring criterion, and what Neal assesses across more than 220 data points. Building a construction sales process: How to turn your best past sales into a one-page process with clear stages and steps. Pursuing commercial construction projects: Why you need to reach prospective clients six months to a year before the RFP goes out. Finding decision makers: What to ask to uncover everyone involved in selecting a contractor. Assessing sales candidates: What a five-minute phone screen can suggest about a candidate's willingness to pursue an opportunity. Managing business developers: How to set expectations and assess whether a new hire is likely to succeed. Listen before you hire your next business developer or give your current salesperson another year without clear expectations. Connect with Neal Glatt: LinkedIn: https://www.linkedin.com/in/nealglatt Website: https://nealglatt.com The Shift Leadership Course: https://theshift.constructiongenius.com

  4. Oct 6

    Year-End Close for Contractors: Check Your Numbers Before You Pay Bonuses

    You pay the Christmas bonuses. Then January hits, more job costs come in, and the profit you paid them on starts to shrink. In part nine of the construction accounting series, Kathe Barrington, CPA, of KB CPA walks through a contractor's year-end close. She covers how to test your numbers before you spend, distribute or pay bonuses on them.   Takeaways: Year-end prep starts in January. A hard close tells you which SOPs need work Check December's closed jobs against January's job costs. Costs still landing means you closed too early Take job losses as soon as you know them. Be conservative on pending change orders Internal financials that don't match your reviewed statement cost you credibility with your bank and surety Get Q3 right, pick the jobs you'll close by December 31, and get the numbers to your tax person in October   Kathe also tells the story of a job that took 11 years to close out.   The full Construction Accounting Series with Kathe Barrington: Playlist: https://www.youtube.com/playlist?list=PLNqgaQ0mEF1w Ep. 357 WIP Reports Made Simple: https://www.constructiongenius.com/wip-reports-made-simple-the-key-to-stopping-hidden-job-losses-ep.-357 Ep. 359 Use Your WIP to Protect Cash: https://www.constructiongenius.com/how-to-use-your-wip-to-protect-cash-and-grow-profitability-ep.-359 Ep. 364 Physical Progress vs. Financial Reporting: https://www.constructiongenius.com/physical-progress-vs.-financial-reporting-in-construction-projects-ep.-364 Ep. 368 Underbillings Bad. Overbillings Better: https://www.constructiongenius.com/underbillings-bad-overbillings-better-the-cash-flow-truth-construction-owners-cant-ignore-ep.-368 Ep. 377 Why Your Jobs Look More Profitable Than They Are: https://www.constructiongenius.com/why-your-jobs-look-more-profitable-than-they-are-indirect-allocations-and-overhead-in-construction-ep.-377 Ep. 388 Read Your Backlog Like a Banker: https://www.constructiongenius.com/how-to-read-your-backlog-like-a-banker Ep. 396 Grow Bonding Capacity: https://constructiongenius.com/grow-bonding-capacity-banking-tax-moves-contractors/ Ep. 400 Projections: https://www.constructiongenius.com/construction-projections-cash-flow-margin-kathe-barrington Connect with Kathe Barrington: LinkedIn: https://www.linkedin.com/in/kathe-barrington-a6346337 Facebook: https://www.facebook.com/p/Kathe-Barrington-CPA-100072271041746 KB CPA: https://kbcpa.biz

  5. Sep 29

    Your Field Problems Start in Design: What the Suffolk and MIT AI Report Means for Contractors

    Suffolk and MIT just released a white paper on AI in construction. It estimates 17 to 20% in potential cost savings and 22 to 25% on schedule. In this solo episode, Eric Anderton reads it for a contractor running a $25 to $500 million company and pulls out the applications worth testing now. He also explains where those numbers came from before you expect them on your next job. Takeaways: Many field production problems get locked in during design, months before the crew shows up Design changes hit quantities, purchasing and installation. AI could get those effects onto the schedule sooner A contractor is using AI to turn hundreds of schedule activities into a three-week look-ahead with a risk list Tie your procurement log and lead times to the schedule so a late delivery flags the work it puts at risk None of it works without accurate project data and someone who owns the decision Connect with Eric Anderton: https://www.linkedin.com/in/andertoneric   Read the report: Construction in the Age of AI, from Suffolk and MIT https://suffolk.com/wp-content/uploads/2026/09/Suffolk_MIT_AI_Whitepaper_FINAL.pdf

  6. Sep 22

    The $20 Million Job You Should Walk Away From

    A $20 million project lands in your lap with three or four red flags attached. You want the revenue. You want the backlog. In this solo episode, Eric Anderton walks through the three-for-three test he uses with his coaching clients: right client, right project, right location. He also tackles a harder problem. What do you do with a technically excellent superintendent whose behavior no longer matches your company's values? Two decisions, and Eric shows you exactly how they can start reinforcing each other if you let them. Takeaways: - Why profit history matters more than revenue when deciding which projects to take again - The three-for-three test for qualifying clients, projects, and locations - How to define a seat by its outcomes and behaviors before judging the person in it - The three real options for a values mismatch: train, move, or fire - Why the size of the number never fixes the size of the risk   Connect with Eric Anderton: https://www.linkedin.com/in/andertoneric   If you want the full niche analysis spreadsheet Eric uses with his coaching clients, email eric@constructiongenius.com with "Niche Analysis" in the subject line.

  7. Sep 15

    Construction Projections: Seeing Cash and Margin Trouble Before It Costs You

    Your WIP shows today. Your backlog shows what's booked. Neither tells you where your cash and crews are headed. That's what projections do, and most contractors either do them badly or skip them. In Part 8 of the series, CPA Kathe Barrington shows construction owners how to build projections that actually predict trouble early. What you'll take away: Why projections belong to your CFO, and where owners still need to stay involved How far out to project (18 months internally, fiscal year-end for the bank) The job-cost bell curve, and how to plan cash, billings, and manpower around the peak Why cushion in your estimates can hurt your credibility with bank and bonding A 30-60-90 day plan to get your projections under control Kathe's line for owners who play games with their numbers: you lose the truth about your own margins, and every future estimate inherits the lie.   The full Construction Accounting Series with Kathe Barrington: Ep. 357 WIP Reports Made Simple: https://www.constructiongenius.com/wip-reports-made-simple-the-key-to-stopping-hidden-job-losses-ep.-357 Ep. 359 Use Your WIP to Protect Cash: https://www.constructiongenius.com/how-to-use-your-wip-to-protect-cash-and-grow-profitability-ep.-359 Ep. 364 Physical Progress vs. Financial Reporting: https://www.constructiongenius.com/physical-progress-vs.-financial-reporting-in-construction-projects-ep.-364 Ep. 368 Underbillings Bad. Overbillings Better: https://www.constructiongenius.com/underbillings-bad-overbillings-better-the-cash-flow-truth-construction-owners-cant-ignore-ep.-368 Ep. 377 Why Your Jobs Look More Profitable: https://www.constructiongenius.com/why-your-jobs-look-more-profitable-than-they-are-indirect-allocations-and-overhead-in-construction-ep.-377 Ep. 388 Read Your Backlog Like a Banker: https://www.constructiongenius.com/how-to-read-your-backlog-like-a-banker Ep. 396 Grow Bonding Capacity: https://constructiongenius.com/grow-bonding-capacity-banking-tax-moves-contractors/ Full playlist: https://www.youtube.com/playlist?list=PLNqgaQ0mEF1w Connect with Kathe Barrington: kbcpa.biz

  8. Sep 8

    Fixing Performance Reviews for the Field with Ryan Englin

    Ryan Englin, founder of Core Matters and creator of the FieldCon software platform, returns to talk about the two things most construction leaders dodge: accountability and performance reviews. Ryan and Eric get practical about why these conversations feel so hard and how to make them routine. The short version. Accountability starts with a commitment the employee actually agreed to. The longer you wait to address a problem, the more painful it gets. And the annual review is the worst way to give feedback. In this episode: - Why you can't hold someone accountable to something they never committed to - The foreman story that shows how delay turns a small issue into a confrontation - Why focusing on the agreed outcome beats focusing on the person - How to redesign reviews around the gap between self-rating and manager-rating - Running reviews monthly or quarterly so nothing is ever a surprise   Connect with Ryan Englin:  Core Matters: corematters.com  FieldCon:  fieldcon.io  LinkedIn: www.linkedin.com/in/ryanenglin  Core Matters on LinkedIn: www.linkedin.com/company/corematters

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About

Construction Genius is a construction leadership podcast for owners and senior leaders of commercial general contractors and specialty contractors. Host Eric Anderton interviews construction owners and executives about how they run their companies. Solo episodes break down one leadership or management problem at a time. Topics include developing project managers and superintendents, construction business development and negotiated work, succession planning and ESOPs, construction accounting and bonding capacity, and AI in construction. Eric has worked only with construction companies for more than 20 years. His coaching clients run firms from $10M to over $3B in revenue, and he facilitates their strategic and succession planning.

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