Director of Finance
F.H. Perry Builder, Hopkinton, Mass.
Age: 36
Sales Trend Watch: An even longer sales cycle is taking hold. Working a lead has become more intensive, with less certainty in the outcome. There’s a need to work more leads at once, which is exacerbated by the changing demographic of our typical client. Where we once worked primarily with baby boomers, today we find a more even split between boomers and millennials, who buy very differently. It’s not uncommon for the latter to do their own research, going as far as sourcing vendors or purchasing their own fixtures. They also pay close attention to the qualities of the builder they’d like to hire, including how the company operates and the core leadership team. They do their due diligence, and then some.