51 - Stop Selling, Start Serving with Ken Harms

About this episode

In this episode, Seth Kalkman interviews Ken Harms about transitioning from technical project management to building authentic relationships in business development.

In an industry often defined by hard data and low bids, how do you actually win work without "selling out"? In this episode of Constructive , I sit down with Ken Harms , a construction industry veteran with over 40 years of experience, to discuss the transition from technical project management to the human side of business development. Ken recently authored the book, Building Trust and Winning Work , where he argues that winning work has less to do with the physical proposal and everything to do with how you show up for your clients and build authentic relationships. We dive deep into the "Doer-Seller" model, the psychological hurdles of trust, and why the phrase "stay in your lane" is a creativity killer for construction firms. Key Topics Covered: The Trust Hurdle: Why being likable and competent isn't enough if you break your word. Service over Selling: Shifting your mindset from "making a sale" to being of radical service to the client. The Power of Curiosity: Why you should walk into a client meeting with a legal pad and six questions instead of a glossy brochure. Coaching & Mentorship: Why even the best in the industry—like Steph…

People in this episode

Host: Seth Kalkman

Guest: Ken Harms

Topics covered

• business development
• trust building
• service mindset
• human connection
• coaching
• AI in construction

Keywords

• construction industry
• Doer-Seller model
• trust hurdles
• client relationships
• AI in construction
• mentorship
• service over selling

Mentioned in this episode

Books & works: Building Trust and Winning Work

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