Customer Relationships: Where New Business Growth Begins, Kaiser Electric, St. Louis, MO

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St. Louis, MO — When the downturn struck St. Louis’s rough-and-tumble construction industry, Steve Giacin, president of Kaiser Electric, knew that the electrical contracting firm would need to do things differently if it was going to survive and thrive in the unpredictable climate.

In the months ahead, when competitors of Kaiser began discounting services across the board, Kaiser held its prices and instead began sweetening certain deals by granting customers a steep discount on the firm’s more high-end engineering and design services. MORE

July 2nd

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