I personally believe the goal should be to under commit, and over deliver. We often get backed into a corner on delivery or installation, and it is SOOO much nicer to say we'll have it done by Friday, and wrap it up Wednesday to their amazement. I honestly think the customer appreciates a realistic and achievable timeline, and is pleased if you can come in before schedule and under budget. Nothing hurts more than "sorry, we're not quite done, we hope to be done tomorrow" two or three times.
I never really believed in my coworkers idea that "anything worth doing by the hour is worth doing twice". I am sure I could generate more billable hours if I wanted to, but what I really want is long term, happy, repeat business customers. It is nice when they just call and say "please come do this" instead of "we have 4 bids, how much will you do it for?"
It is not a downside to not hear from the customer for a bit, it is something to be proud of indeed. If their solution is engineered correctly, installed professionally and they are educated on its use, you should have built a solid customer relationship.
Of course, large scale bid jobs are a tad bit different. At that point, you want to have a happy contractor as well and are often quite removed from the actual customer. When that occurs, what we shoot for is first to be the 'go to' guy for the contractor. If he has any question or concern, he can go to us and we'll take care of it. Also the key here is NOT being a pain in the contractors butt. If every call he makes to you is met with "well, that isn't precisely in the spec that way, you'll have to submit a change order, etc." then he's not going to be happy. It is work doing what was specified and bid while still catching those little things that crop up. Anyway my point is be helpfull, help the contractor get his job done, and he'll be ready to work with you again.
Second on those type of jobs is to work into a position where you are talking to the customer as well. Often we get bid jobs where we don't even know the customer, but you can bet as we start the installation I am in there making friends and asking if they are getting what they want. Sometimes a simple bit of intervention can help the customer feel like you ARE concerned about getting them a solution instead of just 'doing what was bid'.
As for initials after the name, yeah I got a few too. One thing that made me look at the RCDD was the fact that they don't publish the test question pool, each test is generated randomly, and the failure rate was somewhere around 70%. All that, to me, means you do have to work a bit through two binders of standards information to make sure you are on task. Of course, having the current standards, reading the trade journals, and actually doing the work is what really compliments the former learning.
It is only my opinion, based on my experience and education...I am always willing to learn, educate me!
Daron J. Wilson, RCDD
daron.wilson@lhmorris.com