Risk-taker

Steve Ciuni has taken some risks during
his career. Back in 1992, he and three
other colleagues purchased the assets of Drake Construction Co. from the original
founders, but three years later, Ciuni made
one of the biggest financial risks of his life by
purchasing the shares of one of the other
owners who had decided to leave the company. Nine years later, Drake Construction’s
president decided to retire, so Ciuni stepped
up to the plate. At this junction in the business, he decided again to take a risk and
change the company’s business focus.

While the construction company had previously focused on work in the open-bid market, he decided to focus on negotiated, client-relationship-based work. This strategy would
allow the business to work with quality sub-contractors and focus on providing the highest level of quality to its customers, but the
strategy also proved challenging as it limited
the company’s client base in the Cleveland area, which wasn’t expanding. However,
Ciuni was determined to build a business
based on trust, honesty and strong relationships.

He also had to explain to his partners and
employees that the new approach was risky
and would take nearly two years to recognize
the benefits.

Ciuni first met with every employee to
explain the new philosophy that every person he or she interacts with as an employee
of Drake Construction must be treated the
way that person wanted to be treated. He
also never wanted to hear the phrase, “It’s not
personal — it’s just business,” as he wouldn’t
accept that mentality, and it wouldn’t help the
business in its new direction.

Three years later, he’s seeing real results
and the risks Ciuni took throughout the
years have certainly paid off for Drake
Construction.

“The strategy has paid off in what we do,”

Ciuni says. “Today, we do not have any outstanding receivables, our old debts are paid
off, our repeat business has increased, and
we are receiving projects on a referral basis.”

HOW TO REACH: Drake Construction Co., (216) 664-6500 or
www.drakeconstructionco.com