want, then find a way to back into
those clients,��� Marshall says. ���I stick
to prewar houses within a specific
radius of our office; I���m a high-end
house guy. If people live in a home
from the early 1900s to WWII, they
know to look for us.���
Revival Construction���s website
alerts potential clients it can design,
build, both, and pretty much do
whatever a client needs. ���The point
I make is, regardless of the nature
of someone���s project, it would be
better if we were involved.���
Making Market
At the bottom of the recession in
2009, Revival was at roughly 55
percent of its peak pre-recession
volume, but was doing two to three
times the number of jobs. Most of it
was small repeat work. ���I feel [2011]
and [2012] were two of our best
years, and a lot of that is based on
staying true to what we want to do.
We did have to adapt a little bit, but
we stuck to what we really wanted
to do as a business,��� Marshall says.
The repeat business resulted
from relationships, which Marshall
forms easily. ���Some people struggle
with networking and relationships,
but it is my passion and hobby. The
less forced and more natural it feels
to develop relationships, the better
you���ll do at it,��� Marshall insists.
It���s not enough, however, to
simply maintain connections with
clients. ���You have to study what you
do; practice rather than just play the
game. Ask yourself, what did these
clients have in common? You should
know that and why you were successful with them.���
Marshall sees himself in the
relationship business. Key relationships exist beyond the client, to the
trades, partners and architects he
works with. ���Being involved with
architects and their associations,
I have met a lot of people and we
share a lot of the same interests. It���s
not that I���m soliciting them, but they
know my specialty and that I can be
a good fit for their projects.���
The Revival team includes
(front, l to r): Steve
McMillian, Shelly Marshall,
Eleanor Meeker and Carlos
Duarte; (back, l to r): Wright
Marshall, Tim Leyden, Brian
O���Herron, Nat Rushin and
Andrew Tibbetts.
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February 2013
17