Tiernan Hannes, 26
Project Leader, BOWA, DMV region
Hannes started as an intern on jobsites for BOWA in 2017, progressed to project manager, and is now project leader—a role akin to a salesperson. He enjoys working with clients to uncover the deeper motivations behind their renovation needs.
What’s the Pain Point? Hannes says that too often people in sales are like waiters, just taking orders. “You should be asking questions and listening to the ‘why,’” he says. “One of the central things we talk about is really getting to the pain point. Are you remodeling your kitchen because you entertain a lot, or is it because your in-laws think you have a crummy kitchen?”
A Varied Skill Set: BOWA recently undertook a large-scale, whole-home remodel of a set of contiguous, historic properties. Given the scope, the client engaged a third-party owner’s representative group. This arrangement was somewhat atypical and required a unique skill set of BOWA team members. The role demanded someone who could effectively communicate with the client’s representatives; perform detailed millwork takeoffs; construction-related estimating; and coordinate with subcontractors, showrooms, and vendors to secure goods and services. Fortunately, Hannes’s unusually well-rounded skillset ensured that the client and their team received exceptional service and attention to detail.
Book Recommendation: The Zen of Listening