The road to success paved with planning

It’s difficult for a business to grow when the economy is shrinking. For almost two decades, New England Construction has weathered economic storms – and thrived – by sticking to its principles no matter what the climate. More

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FASTEST GROWING & MOST INNOVATIVE COMPANIES

The road to success paved with planning

Posted 9/24/12

It’s difficult for a business to grow when the economy is shrinking. For almost two decades, New England Construction has weathered economic storms – and thrived – by sticking to its principles no matter what the climate.

“Our approach to sustainable growth has always been based on sound planning and accountability,” said David A. Sluter, founder and CEO. Starting with a marketing focus, it is imperative that we understand the markets where opportunities exist. We focus on specific market segments that will provide growth, as well as a balanced portfolio of work,” he said.

The company, founded by Sluter and his wife Marjorie, in 1985, handles commercial work, specializing in multi-unit housing, auto dealerships and education and health care facilities.

“Sales planning and execution are where the rubber meets the road. Best-in-class organizations create their competitive advantage by developing a sales-planning process and sticking to it,” Sluter said.

It sounds simple, and it is. New England Construction prides itself on executing projects with precision and keeping clients satisfied.

“Repeat business accounts for the majority of our backlog,” Sluter said.

Sustained growth and satisfied customers don’t result from just savvy management. Employee involvement is key.

John D. Pignataro, president and chief operating officer of the company, said it’s important to give employees a voice when it comes to strategy and planning.

“We hold regular town hall meetings to engage our 43 employees. Often, the greatest benefit is bringing the entire organization together to celebrate our collective accomplishments, including being added to the Fastest-Growing Companies list,” he said. •CEO (or equivalent):

David A. Sluter

2011 REVENUE: $35,000,000

2009 REVENUE: $20,000,000

3-YEAR GROWTH: 75%

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