This shocked me. Why didn’t my customer of 10 years know we do lots of interior tenant improvement construction? In fact, in most of the projects we had built for him, there were interior office improvements included with our shell construction. It turns out he thought we specialized in building larger, ground-up projects only and didn’t want to be bothered with any small jobs. He was looking for a tenant improvement specialty contractor to finish out the interiors of his multi-tenant and office projects. It upset me that a good customer wouldn’t trust us to do this kind of work too. After all, we’re in the construction business! We can build any kind of project, large or small. It’s just framing, drywall, plugs, lights, paint and carpet!