design firm specializing in multi-unit conversions in the province. He travels not only solely to seek out new business, but to connect with investors and stay current on what different markets are experiencing. He says that personal engagement is what’s powered the company’s growth and generated most of their leads. “Most of our clients these days come from referrals. We’ve been intentional about growth – prioritizing the quality of our client relationships over volume marketing.” Henry’s approach to building client relationships involves making himself personally accessible. Investors often come to him with questions months before they’re ready to commit to a project, and Henry makes a point of meeting with them – virtually or in person – and sharing his expertise freely. “There are times where new clients come to us with questions over two or three months, and we don’t charge anything,” he explains. “We like to help them out and get as much information as possible to them. These are multimillion-dollar projects and they want to make sure they have the right answers before moving forward.” That time investment up-front pays dividends. Even prospective clients who ultimately don’t retain the firm come away with a positive impression, and many of them refer friends or colleagues who do. It’s a long-game approach that reflects Henry’s broader philosophy: help people first, and the business follows. THE CONSTRUCTION SOURCE CANADA
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