With 30 years of sales experience, Charlie Tavormina, Vice President of Sales at Thompson Exterior Services, has built a career defined by growth, resilience, and strong client relationships.
In this article, he shares insights from his journey, the lessons he has learned, and valuable advice for anyone working in sales within the construction and building services industry.
Building Business Through Strategy and Strong Relationships
- How would you describe your role as Director of Business Development?
“I encounter new challenges daily, ensuring that no two days are alike. My focus is on driving organizational growth by identifying new business opportunities and cultivating relationships with prospective clients and partners. This role entails continuous strategic planning, conducting market analysis, and developing initiatives to expand the company’s reach and enhance revenue.”
- What’s one mindset or habit that has helped you succeed in sales and business development?
“One mindset that has greatly contributed to my success is the growth mindset — the belief that skills and intelligence can be developed through effort and learning. This allows me to see challenges as opportunities, build stronger relationships, better understand client needs, and drive greater success for the organization.”
What Sets Thompson Exterior Services Apart
- In your view, what sets Thompson apart from other exterior service companies?
“At Thompson, part of our growth model is and will continue to be organic growth by providing an excellent final product and maintaining clear communication lines with the client during projects. Too many hands in the pot can create miscommunications so the importance of project leaders to go to is of high importance.”
Motivation, Mindset, and Lasting Lessons
- What’s one challenge you often see in the building services industry — and how do you help clients solve it?
“The lack of a continuous maintenance program for building exteriors is a common challenge. The best approach is to consult clients on cost-effective annual plans that reduce future expenses. Many costly issues could be avoided with yearly cleaning, caulking, or leak inspections. For example, our “Patio & Parking Garage Restoration Walkthrough” video shows the process we take from start to finish.”
- What motivates you every day, both personally and professionally?
“The final product! When our team finishes a project, and a client sends a thank you text or email. The knowledge of knowing that we will complete a project to the satisfaction of the client is a powerful motivator.”
- Looking back, what advice would you give to your younger self just starting out in sales?
“Rejection is not personal and to keep a short-term memory of that rejection. Challenge the rejection to continue building your relationships and learn from that experience and feedback.”
“A burnt bridge cannot be traveled over twice, while a well-traveled one can span for decades.”
Thank you for reading! We invite you to subscribe to our newsletter, High-Rise Heroes, for more stories, tips, and insights from the world of construction and maintenance services.
Follow us on Instagram, Facebook, and YouTube: @Thompson_Touch
Learn more about our services at www.thompsonexterior.com
