0:01 - Madeline 
All right, Sace, do you like Kool-Aid?

0:04 - Andy Richardson 
I do like me some Kool-Aid now. So, two things. First, Sace is a nickname, so Papa Sace, and Madeline likes to call me that. She didn't know what to call me, so... Well, it feels disrespectful to say Andy.

0:20 - Madeline 
Right, well, I appreciate that.

0:22 - Andy Richardson 
But at the same time, she calls me Sace, so... And then secondly, talking about Kool-Aid. I don't drink Kool-Aid now, but I did drink a lot of Kool-Aid growing up. We talked about Kool-Aid during the episode, and Andrew Dunlap, who was our guest, talked quite a bit about Kool-Aid and how he drank the Kool-Aid. Do you know what that phrase means, by the way?

0:48 - Madeline 
No, I don't, but it kind of context-wise is like, I feel like it's like an I'm guilty or like I'm repeating this thing?

0:57 - Andy Richardson 
Yeah. I don't know. So it comes, I think it comes from like a cult situation where these people drank this Kool-Aid that I believe it was poisoned, but they all drank the Kool-Aid cult. Out of peer pressure. Out of peer pressure or being a part of this cult. And so it comes synonymous with being a part of a cult. So there's the entomology or etymology of the word, entomology is bugs, so. Well, that works too. Anyway, so there's the meaning of the word. I think I'm not, that's not my specialty, but my specialty is the AEC industry. And we talked with Andrew Dunlap today. There was a lot of good things about it. What did you like about it?

1:40 - Madeline 
I liked how he phrased it in that he doesn't want to necessarily go after every job with that. What kind of product do I want to choose? And then how he said that other people in this industry are not necessarily competitors, but we do like, not necessarily our enemies, but we do like to compete with our friends. So that was interesting.

2:02 - Andy Richardson 
Yeah, so there's a difference between competition, I mean I've got competition, and we definitely compete on projects, but we also can go and meet with them and talk to them and connect. And it makes us better, right, in some ways. So that's That was an interesting, but really I appreciated a lot about Andrew. You could tell the idea of drinking the Kool-Aid, which is he bought into what his company is about, right? And his company has a real vision. So I definitely resonated with that and appreciated that a lot. That's what we're really about with the Enhanced Podcast. What is your vision? What are you about? And that drew him to to the company he's at. And in fact, he is somebody, another thing we learned was how to go from being a banker to being a contractor, right? So if you're a banker and you want to be a contractor, this episode might help you learn how to do that. Because what we found is, for example, one thing that, and I say that a little bit tongue in cheek because Andrew is not down in the weeds, as it were, with regard to, you know, like building and doing or project management, but he is involved in it enough to understand what's going on. But one of the skills that he had brought in from his banking background was like problem solving. So, and I can appreciate that as an engineer. So those are a few things that I resonated with or that resonated with me and I appreciate it and enjoyed about the show. Was there anything else you wanted to add?

3:37 - Madeline 
I think that was all I had for commentary for this episode.

3:41 - Andy Richardson 
Okay, awesome.

3:41 - Andy Richardson 
Well, and also just a little bit of background of Angie. Andrew Dunlap, he's with Shoreline Construction. They're in Bluffton, South Carolina. He's the director of business development there. And so that's basically what our episode is about today. My name is Andy Richardson. I'm a structural engineer. I've been doing this 26 years. I'm still learning so much about the AEC industry. And at the Enhanced Podcast, we're all about learning the why of AEC professionals so that you can learn your why. All right, let's jump to the intro.

4:16 - Madeline 
Welcome to Enhance, an AEC podcast where we learn the why behind AEC professionals so that you can learn your why. Well, welcome to the Enhance podcast, Andrew.

4:28 - Andy Richardson 
Thanks for having me, by the way.

4:31 - Unidentified Speaker 
Yeah, definitely.

4:32 - Andy Richardson 
Glad to have you on. We've tried to get this going a few times, but hey, we're We're here now, and yeah, it's President's Day weekend.

4:44 - Andy Richardson 
Did you have any good President's Day activities?

4:48 - Andrew 
I did, actually. You know, yesterday I was traveling back from seeing my girlfriend's family in Jackson, Mississippi, and I was flying southwest. So I flew from Jackson to Baltimore, but I had an unusual, like, four-hour And then it got delayed again. So I ended up having about six hours of time to kill. And so, funny enough, one of my Young Life students that graduated last year, he's at the Naval Academy. And so I kind of sent him some texts and we planned out a trip to where I landed in Baltimore. I got to come him in Annapolis, and he showed me around the Naval Academy, and so it was really cool. It's just such a neat town and a really, really cool place. So much history, and it's just a really, really, really cool place. Yeah, that's pretty cool.

5:54 - Andy Richardson 
Yeah, we actually have a young man that went to a community Bible church where we go to church, and he's up there right now, which I guess is somewhat Not rare, but I mean, not a lot of people go to the Naval Academy.

6:12 - Andrew 
Yeah, it's certainly an honor. I was telling him yesterday, I was like, man, I'm sure he's in his plea year. So he's probably ready for it to be finished. But I was encouraging him, took him to dinner, and I just said, you know, you'll begin to realize that not everyone's afforded the same opportunity. Now, granted, you earn it by being here and the things that you're doing. And obviously, this year has probably been tough, but to hear the stories of people that have gone to the Naval Academy and the things that they're doing now, it's special. So it's cool to encourage them and just to talk through all the doors that will open for him one day.

6:59 - Andy Richardson 
Yeah, and it sounds like you had pretty good relationship with him through Young Life. I mean, so that was significant. He took the time to spend with him and go check it out. So how long have you been doing Young Life?

7:14 - Andrew 
Yeah, so when I moved to Bluffton about a little over three years ago, I got involved with it. I did it as when I was in high school and had a big impact on my life. And so when I realized that Young Life was going on here, I wanted to get involved pretty early on, and so I've been fortunate enough to be a volunteer leader there for almost three years now. Awesome. Who's the leader here? Yeah, so our area director is a woman named Lee Whitaker. Okay. It's awesome because North and South of the Broad, we don't get to do as much with the, the students don't, we're not doing big events with South of the Broad high schools and North of the Broad high schools, but we've actually gotten to, I've gotten to know some of the guys on staff over here, and they've got a great team over here.

8:22 - Andy Richardson 
Yeah. Awesome. So, yeah, I mean, I guess go ahead and jump into some of the podcast aspects. I mean, that's definitely interesting as far as the young life and how you're just serving the community. Is that something that Shoreline does as well? Is like, you know, ties into what the vision or mission of Shoreline Construction as well?

8:53 - Andrew 
Yeah, it's a great question. So Shoreline definitely pushes us to be involved in the community. It doesn't serve us well for us to be simply a transactional organization. And so I think there's been a lot of opportunities to serve our community and Young Life just happens to be a vehicle in which I get to serve some of the the high school students over in Bluff then. So like I said, I'm extremely grateful to be able to volunteer. And one of the things that I realized early on is when I moved here, there's some titans here. I mean, you've had some on the podcast, especially even in the faith too, that give their time to young guys like me and to other organizations. So I was blessed to be the recipient of a lot of time from some of those men. And I knew early on that I wanted to then give back to something else. And so Shoreline shares the same sentiment in that we love to work with a lot of partners there. Each month or each quarter, I'd say, we pick a partner. A project that we're gonna do. So we've, Bluffton Self-Help was one that we did recently where we've done some work for them. And so we like to pick a project or something to give back each quarter and really pour back into the community.

10:35 - Andy Richardson 
Yeah, that's awesome that you're able to do that. I mean, we get to where we have to make decisions about that too. How do we give back? Sure. The title of the podcast, Enhance. And the idea behind that is how are you enhancing the world around you, right? And so it sounds like you're doing a lot of that individually and through Shoreline. We have to make decisions at 2096 as well, like, okay, well, how do we give back? Obviously, there's internal ways you can do that. So through the company, like mentorship and growing and leading your company and leading your team, externally through some of the things you're talking about and individually as well, right? So what are some ways that Shoreline does that internally through the company?

11:26 - Andrew 
That is a great question and a great point. Well, you know, I'm drinking the Kool-Aid, right? So this whole podcast will be me talking highly of Shoreline, but I do believe the words that I'm saying. Shoreline is, I've worked with a couple of companies since I graduated college, and Shoreline is very unique in the way that they pour into their staff and their employees, numerous amounts of ways. Chris is an incredibly generous person. Chris Dalzell, who owns the firm, him and his wife, Katie, are very generous with one, their time, but also their ability to pour back into us. So there's things that we do as a staff that we meet once a month as a full team. So our commercial division, our residential division, and our furniture, the whole company's together. And we have a thing called Life 101, where Chris will bring in, in the past, maybe he brings an insurance guy in, talk through insurance, or maybe it's talking about 401ks. So there's several things that Chris realizes, you know, our people come first, right? Taking care of your own people, starting there is certainly a good place to start. And I feel that you have people on our team that have been with Shoreline for a very long time, and I believe that that's probably one of the reasons why is that Chris and our leadership team have poured back into our team tenfold. So, yeah.

13:12 - Andy Richardson 
It sounds like building things is obviously what we do. I mean, you guys are out there building it. We're designing it. But it sounds like you guys are spending a lot of time on building the business and building the people, building them up. So, what are some other things? That's building the leadership principles and things that you've mentioned. So, that's really important, but what as far as the vision of the company? Is there any vision or things like that that you guys work on to help guide you?

13:58 - Andrew 
Yeah, certainly.

13:58 - Andrew 
So, I think the cool piece that really attracted me to Shoreline was this vision statement and principles that are easily transferable to our everyday life, right? So at Shoreline, our mission is we design, build, and deliver peace of mind. I don't know about you, but there's definitely areas of my life when sometimes delivering peace of mind, whether it's to you know, a partner or it's to, um, you know, in relationships, uh, that can be, that can be tough sometimes. Right. And so on top of that, with our principles of our company, uh, we have a big emphasis on like walking through, you know, frequently, like, what does this mean? I brought this in a day. This is something that's just a, it's something that we use for work. Uh, but you can use this in your life. You know, this is, we call this DEPOM and FLIP. So DEPOM, deliver peace of mind. And then FLIP is our core values. So fiscal responsibility, live by principle, intentional relationships, and I'm blanking on the last one, the P. Process-driven.

15:20 - Andrew 
Process-driven, yeah.

15:21 - Andrew 
And so I've used these principles for things in my life. So this deep home and flip, there's certainly been times when something, uh, you know, frustrating or, or some conflict came about and being able to pause and ask myself is whatever I'm about to communicate, am I, is this going to deliver peace of mind? And then also run, run the things that I'm about to communicate through those, those principles. Um, it certainly has helped with my life, my relationship with my girlfriend, It's helped with relationships with clients. So it's been cool to see how there are things that Shoreline has built within the mission and the values that are certainly applicable outside of the eight to five, you know.

16:11 - Andy Richardson 
Yeah, that's pretty cool. Let me show this to the audience here. So there's the, I don't know if I gave away any secrets.

16:22 - Andrew 
No, no. We openly communicate this. You know, I think about one of the cool things that we do at Shoreline is, I'm going to keep saying that again. It's going to be funny to watch this back to say how many times I said the cool things that we do at Shoreline. Again, I'm drinking the Kool-Aid. But I really love the last one, which I was forgetting to think of, is process driven. And John, our COO, if you will, he likes talking about this one a lot. And I think that in the last year, we've really put an emphasis on being a process-driven company. One, I guess the building block of why process is good is by creating something, a process that you can follow, we like to think of it as like, a predictable outcome, right? If you do something over and over and over again, likely you're gonna get a similar result, right? And so it's been really cool for us to apply that to what separates us from any other general contractor is that we've created thousands of processes of things, the most simple things that we do and some of the most challenging things that we do. Pen to paper and written down process and so when we're going through these things we like to make sure that we're following our process That way we can ensure to our clients is that?

17:59 - Andy Richardson 
We've done this before we know the outcome that we're gonna get so Yeah, I mean this thing This is pretty cool because I'm drinking the Kool-Aid I guess too, but I really like a lot of it number one I mean you have this car you're using it because it makes me think, okay, a lot of these processes, a lot of times we call it I&I, impediments and innovation, and so what I mean by that is a lot of times an impediment has happened, right? Or that's a fancy word of a hold up or something that went wrong, right? In construction, a lot goes wrong, right? In relationships, a lot goes wrong. And in business development, a lot can go wrong. And on podcasts, a lot can go wrong. So I like that you brought this because something happened at some point that said, we need a card that we can bring with us. So can you talk about that? Did something happen that somebody said, hey, we need a card?

19:06 - Andrew 
Yeah, that's a great question. And it's probably long before my time, so I probably can to a hundred times when I've used it, but I'm sure there's probably a couple stories that led to the making of this card. One thing in particular we like to do is on my laptop, I have one taped on my laptop. As you know, throughout the day, email can rule our lives, and I think that that's one of the ones that, not just in our industry, across any workplace, is when email and problems come at you quick, getting frustrated and getting maybe consumed with an emotional response is sometimes more likely than we'd like it to be. And so I had this on my computer, so when something frustrating happens, and like you mentioned, things that are just, stuff happens in construction, to be able to have it right there, right, you know, inches away from, you know, me delivering, you know, a message. And so that's, I'm sure that that's, I know that I'm not the only person that the company's got theirs on their keyboard or on their laptop. But, so that doesn't really answer your question, but I'm sure there is a story I'll have to find out for you. Okay, yeah.

20:29 - Andy Richardson 
And that might be your curveball. I didn't actually give you a curveball today, but that's a good curveball.

20:34 - Andy Richardson 
I'll have to find that out.

20:36 - Andy Richardson 
But nonetheless, it doesn't necessarily matter because it's obviously helping, right? Like it's helping me just thinking, okay, pause before you speak, right? I mean, how many times would that help us in construction, relationships, business development, I mean, and so many other things. Another aspect of this is the flip. So there's an interesting connection that gonna bring up because you guys, I believe, use a...I don't know if you at some point use a business coach? Yeah, we do. Scott Beebe? Scott Beebe, yeah. So one of the guys...I was in that coaching group at one point, and I'm not any currently, but I know Scott Beebe from that, but one of the guys that was in the coaching group back 10 years ago, his name was Jared, and he has a program called Flip It. Hey, really? Yeah. I don't know if you ever heard of that. No, I haven't. He works with firemen and firefighters, and he has this coin that he gives out, so maybe I'll get you hooked up with him, but he has this coin he gives out, and it's Flip It, and it's this idea. It's not really an acronym like you have, but it's more the concept of taking these things that happen and negative and making them more and more positive. I like that. He's got a really interesting story of his own, but I just thought that was an interesting connection. But the Scott Beebe and then Jerry Buckley. That is a cool connection. And the Flip It, and just how I've never really worked with Chris at the same time, or Shoreline at the same time. But that was just an interesting connection.

22:23 - Andrew 
Yeah. Well, I'm sure you see that pretty frequently as well. I mean, in your world, there's probably technical issues by the hour that come about, you know, that it could be, you know, frustrating, but you figure out, like, how are we going to flip this, turn this into a solution, or I don't know. That's a really cool story.

22:45 - Andy Richardson 
You have to give me one of those coins. Yeah, you can make it into a coin. Yeah. But yeah, the reason that the other thing I brought up that with the business coach was the reason I felt comfortable going down that path with the vision and the business aspect was I knew that you guys were doing that work, and so I wanted to kind of go into that a little bit because if I were to ask just anybody that, it might take you down a different path, but because I knew you've done a lot of work, I've seen some of the things that you post on social media, And so I can tell you're putting work into that. And it's a lot of work to come up with something like this that is meaningful, a mnemonic device of sorts that you can use to help your team. So let's get into your role a little bit in terms of business development at Shoreline. Can you tell me what is it that, what's your role?

23:52 - Andrew 
Yes, so I'm a business development manager at Shoreline for our commercial division. Context, Shoreline is a one name brand where there's three separate entities. John likes to tell the story sometimes, the context to the three under one umbrella is that you have two doctors. They both went to med school. School, but they spent several more years learning about a specific industry or an industry by specialization than the other, right? And that's the way we are. We don't cross-pollinate the residential into the commercial. And so commercially, my role is just commercial. Even in a sales position, it is different than it would be residentially. So my role is plain and simple is to build relationships and really have kind of my ear to the ground on what's going on in our community and knowing about potential projects that are developing. Again, it all goes back to the building relationships and how I know about projects developing is building relationships, kind of like, we've gotten, and that kind of helps allow us to figure out what kind of projects we want to chase. I start learning about something maybe over here in Buford, or I learn something about in Savannah. And so my job is then to go take all of those and then present them to our team to figure out, hey, this is a project that we might want to chase.

25:45 - Andy Richardson 
How did you get into the business development and construction?

25:51 - Andrew 
Relatively new to construction, what brought me to Bluffton was real estate. Prior to that, I was in investment banking. There's no real linear path of my jobs other than the fact that it has been a stepping stone. Figuring out what I enjoy and what I'm good at. Uh, you know, my first job was, was pretty analytical. Um, but I learned to problem solve. Um, you know, then I moved to Bluffton and it was in real estate and it was highly relational. Uh, and through that, I actually got to know Chris, um, and a couple of other people at Shoreline and, uh, it wasn't long, uh, into really starting to learn about Shoreline. I, I kind of, I pin them as a company when I start to realize who they are and what they stand for, their principles, their mission. I was pretty intrigued and was lucky enough to, I think Chris and I went and played golf one day and Chris kind of explained what this vision for the commercial side of shoreline, what he was, what he wanted to do with it. And, um, he mentioned the idea. He's like, I need someone to kind of help push this thing and, uh, find out new opportunities for us to help us grow this thing. And so that was kind of how the opportunity was afforded to me to come work for shoreline, um, and more of a sales role. Um, but also, uh, I say sales, but a lot of times, uh, I go back to my first job and a lot of it is problem solving.

27:48 - Andy Richardson 
That's a little bit of how I got to Shoreline. Let's talk about that for a second. Sales, business development. Different people say different things about those terms. Sales, business development, marketing. What's your take on those three terms? Is it just synonymous or is it different?

28:15 - Andrew 
It can be. It's funny. I know people that have the same title as me but completely different responsibilities. They all share the same idea that it's generating more business, right? But I think the role itself can have different responsibilities. So I think we have director of marketing and her job is solely focused on marketing. Whereas mine will be less of figuring out where to put our name and how to grow our name and grow the brand and more of how do I go find opportunities. So I don't know if that answers your question, but it's a great point. I think that they, sometimes they all run together.

29:02 - Andy Richardson 
But yeah.

29:03 - Andy Richardson 
Yeah. I just, Wasn't a question. I wanted to maybe go down that for a moment. Yeah, well, I'd love to know your thoughts Yeah, I mean I I generally think Similar I just saw a post recently and it kind of opened my mind to it a bit more It's a guy named KP ready. He's on LinkedIn, but he's big in the AEC industry, but he said that there's sales He kind of illustrated as a Kool-Aid stance this we're drinking. Yeah Kool-Aid today But he said, you know sales is like the person up there just like, hey, come get some Kool-Aid, right? Marketing is the person who like made the logo and made, you know, the cool stickers and sort of made the sign for that, right? And that type of thing. And then the business development is like how can we collaborate with, I don't know, maybe bikers or something riding through here and put our sticker on their bikes or cars and make bumper stickers, which you could say, well, that's kind of marketing. And there's obviously integration between those three things, right? Because sometimes sales and marketing, they go together, and business development. And I was like, wow, that opened my mind to the business development concept, that it really is a different aspect than just sales, where sales to me is like hand-to-hand combat. You're out there making calls, you're emailing, you're trying to, you know, you're actually closing the deal. So now I'm not saying, telling you what it is or anything.

30:35 - Andrew 
No, but you're kind of spot on. I mean, some of them run together and some of them are completely on their own. I would say that my business development opportunities are wildly different than my sales responsibilities. Now they work hand in hand daily, but my business development is stuff like this and opportunities to go meet Stoney. And meet other architects and engineers and getting lunch and learning more about their companies. That's the business development I think you're referencing too is figuring out how to partner together with other AEC companies. But my sales then kind of kicks in where it's like, okay, now we actually have a client that's a prospective client that's interested in Shoreline. Well, then I do put on bit of the sales hat there to help them better understand why Shoreline is different. Those two flow more, at Shoreline at least, those two flow together pretty fluidly. And marketing, I think it's a great way you put it. Marketing sometimes they don't get enough credit. There's what makes you you a reputable brand that when you talk about it, they've seen it, right? I think you do a fantastic job of it. I mean, you on LinkedIn, I'd go to say that there's not many people in our industry around here that haven't seen something that you've posted. So that's the marketing side of things and then it affords you business development opportunities to then go meet with those people and learn how to partner. So I think it's a good way that different meanings and different roles, but they kind of all live in one space. I don't know. Sure, sure.

32:28 - Andy Richardson 
And I have a great marketing team, which Teresa does a great job for us of getting, you know, awesome logos and awesome advice. And then, you know, I do a lot of the posting on LinkedIn myself. Which is phenomenal. Well, thank you.

32:42 - Andrew 
If you have not seen this man on LinkedIn, you need to go check out his stuff.

32:48 - Andy Richardson 
Yeah, it's a lot of fun. You know, to just post about interesting things going on in the community and things we're working on and just thoughts I have. It's been 26 years of doing this. I learn a lot from it.

33:02 - Andrew 
I mean, not only is it engaging material that you put out. I mean, I love learning about, you know, sometimes it always like, I'm like, dang, I wish we were doing that project. But I'm diving in and reading some of these articles learning about you know, structural, you know, stuff that I had no clue about, so.

33:23 - Andy Richardson 
Yeah, well, we got a project we're working on together, right?

33:27 - Andrew 
Yeah, really excited about that one.

33:29 - Andy Richardson 
So, we're actually wrapping up the design on that one right now, and it's going to be an interesting project right down here on Charles Street. Yeah.

33:38 - Andy Richardson 
So, you want to talk about that one a little bit?

33:42 - Unidentified Speaker 
Yeah, I'd love to.

33:43 - Andrew 
Really, really excited with the team we're working with. This is our first project working together and I'm getting to work with Paul and you and you know this is a it's been something that Shoreline has really really wanted to do for a while was to start to expand north of the Broad. You look over here just driving in I see there's development going on everywhere and but this was a this is kind of a different project this is your family. This is a unique and also it's got a lot of eyes on it. So I'm excited about it. Do you want to explain? I'll kind of let you explain the project.

34:29 - Andy Richardson 
So it's, Lisa is the developer and she's also an architect by training, but she's from Colorado. So she's not gonna be the signing architect, but she's the design architect.

34:42 - Andrew 
She's the Retired, non-retired architect.

34:44 - Andy Richardson 
And then John, he's a local architect that's going to be doing the ceiling and doing the drawing, the construction documents. But it's right here on Charles Street. And when you turn in, it's right there. But it's going to be a teardown. And I actually saw an article about it in the local paper or whatever, I guess like the Allen Packet maybe. And I posted about it. So it's going to be a teardown. Because it just, there was too many obstacles, impediments. There was too many impediments to make it work. It was unreinforced masonry, CMU, and we're in a high seismic area, believe it or not. I mean, I know you know that, I'm talking to the audience a little bit, but we're in a high seismic area, Beaufort, South Carolina, and so we're, long story short, it just, it was too many things to overcome to bring that unreinforced masonry building to current codes. But we're going to maintain the concept or the basic principle or core of what the building is. Yeah, playing to the historic piece of it.

35:53 - Andrew 
That was the tension when this project started was that no one wants to go tear down a historic building. We don't either, even if it means a project. But But there were certainly, there were things about it that even from our angle, it's cost implications that was, to do the work we need to do in order to keep the first floor, the historic first floor of this building, it was going to be wildly inefficient. But yeah, sorry to interrupt you.

36:29 - Andy Richardson 
Yeah, no, that's good. You worded that much better than I was, so yeah, maintain the historic aspect of it, and it's gonna have a nice look to like a curb appeal from the road, from Charles Street in Beaufort, and then it's gonna be using mass timber, CLT, so that's gonna be a nice aspect of it because the reason that we like that as a team for this project is really the owner, Lisa, she really wanted something to give it a wood look, like something to give it something that a nice appearance from the inside. And so I said, this is an idea. I mean, it's not always the cheapest, but it is an idea. And so we're going to, you know, it's the length of the building. We're going to run the CLT panels, cross laminated timber, the length of the building. And then we're going to have glue lambs that space. I can't remember the exact spacing, but something like, you know, 8 foot, 6 foot on center to maybe a little bit longer, maybe I think 14 foot. So anyway, they're gonna run the panels length of the building and they're gonna have these glue lamps spanning. So it's gonna have a really wood look from the underneath when you're looking up and you can see like a lot of, instead of just like stale steel and things. So it's gonna have this nice look to it. So that's one aspect of it. And yeah, it's north of the broadway. Guys, it's opening up that business development relationship. I mean, you know, when Lisa said, who are some people around here? I said, hey, I gave her a few names and I said, reach out to these guys because they've been wanting to do work on this side of the river. Sure.

38:17 - Andrew 
And I'll tell you this, you know, apart from it being just a great project in general, what I appreciated about, and maybe I'm putting words in your mouth, but for one of the reasons that you put our name into it. And we had met, you know, not long before, until that project started to develop and the conversations around involving a contractor. But I told you that one of the things that we like to say is that we love building legacy projects. And you can slap that Logan across, you know, any construction business, but it really does mean, mean something for us is a lot of times the work that we are honored to be a part of is private developers, right? It's private capital. And so we care about delivering a legacy for Lisa on Charles Street and into this building that's got a lot of history to it. I think that was part of one of the things when we had the conversation with Lisa and David was that we want to be a part of the story of this building, not just price something, build something, and leave. We want to be a part of something and help build the legacy of this building and continue to add to it throughout this project.

39:49 - Andy Richardson 
Yeah, man.

39:50 - Andy Richardson 
It's exciting. It's perfect. Really it's what I like to talk about is not just episode one. Are you stacking bricks or building a cathedral? And so that's what I feel like we're doing here. We're making Charles Street better. We're making Beaufort better, and not to say that there's not a lot of other things happening around me. There obviously is, but that's one brick that we're adding to make it a little bit better, and that's It's really cool what we get to do in the AEC profession. Totally agree. So that's really exciting. But yeah, it's going to be a residential up on the second floor. And then I think there's going to be some offices. So if you need an office space in Beaufort, check it out.

40:36 - Andrew 
Reach out to Lisa. She would love that. I know she's starting to look for some things. But it will be such a cool addition to the downtown Beaufort area. There's talks of a coffee shop going in there. Or like a cafe in a little art gallery. I know your daughter talks about art. Maybe it's like a space where it might be able to hold local art. And so I think it'll have, anytime you talk about tearing down a historic building, I know there's a lot of noise from the community and I totally get it. I think Jay even mentioned that on the podcast, that a lot of times we get a bad rep for just tearing things down and building new things. But that's, like we're saying, I think this is something that will really be something that adds to the legacy of downtown Beaufort and Lisa's heart behind the project is in a really good place too. So, no, it's definitely, I think, similar to you guys, we aligned with the client and her vision of what this project could be and I think that's why we're on board and I know that that's why we've got a stellar team too.

41:47 - Andy Richardson 
Yeah and I mean just to reiterate like we really spent as a team we really spent a lot of work to maintain the building even though in my opinion it didn't have a lot of good bones visually or structurally. I think the end result is going to be structurally a lot better and safer which is what I do. Is make buildings safe. And also, I like things to look good, too, just because, you know, I guess I have that creative side to me as well, believe it or not. But I like things to look good, too. So, I mean, that's exciting that we're going to hit both. And so I think overall it's going to just meet, it's going to be better for the community. I agree. So, yeah, I mean, so, Was there anything, we really hit on a lot of great topics today. We've talked about the vision of your company. We've talked about at least one project. Was there any other projects that you wanted to, like what exciting jobs is Shoreline working on right now that maybe you want to highlight?

42:58 - Andrew 
Yeah, well similar to, you know, it's, I want to throw that in there is that I love Jay. I love Frazier. You know, a lot of times people think that we're all enemies in this. Space and we love competing with our our friends and similar to Fraser's background right now I'd say one of the busier areas for us is a lot of clubhouse work. We've got a lot of projects we're doing on clubhouses whether it's renovations or new additions so that's something that we've really got our hand in right now that we're really enjoying. We're enjoying working with the clubs and the committees of that they form to help kind of facilitate these projects. It can be very high touch when you think about these clubs and the members of these clubs are paying dues, so they are very invested in what kind of facilities and amenities are, I guess, at their disposal. And so it can be very high touch. And so I would say that's one area that we've excelled in lately and that we're continuing to chase. And then there's two other projects right now, one we're finishing up, that if you're ever, ever in Bluffton in the next, maybe towards the summertime, one will be finished up. It's called Ma Daisy's Porch. Billy Watterson is a phenomenal developer over south of the Broad that's done a lot of great projects over there. We've been very fortunate enough to work with Billy on several of his projects. We worked on one of the more common ones that people know about is Burnt Church Distillery, this gorgeous building, which I'm sure, from a structural standpoint, I can imagine I would be in awe of that building. And then we finished up a renovation project, a large renovation project on the island called The Bank, which is on the south end of Hilton Head. And it is more or less like a brew pub, but it's blown up. It's been so cool to see the traffic it's generated over the last just, you know, almost a year now of people when they're visiting that get to come to this outdoor space and enjoy outside dining and one of their other brands. And so this last one that we're really excited about working on, that we're trying to finish up, is a partnership between Billy, Billy Watterson, and Bridget Fraser, where it's going to have a bakery, a restaurant, and then an event space, and similar to the bank, a lot of outdoor space for people to come and hang out. And so I will say if summertime you're looking for something to do, it's right in downtown Bluffton. It's a great spot to come, grab dinner, hang out. Like I said, I always say that Billy's got this Midas touch. Every project he touches, it turns out to be a hit. So I feel that I'm confident that this will be that people will want to hang out at. And right across the street, we're actually really fortunate enough to be working on another restaurant. It's called Greenhouse at May River, and it's going to be a tapas-style restaurant, but also the really cool spin on it is it's also going to have a speakeasy. So, you know, you have the club work that we're doing, which is really what we're, you know, enjoying doing right now, I've got a lot of those kind of projects, then always has been our bread and butter is these more boutique restaurants and distilleries and breweries that we really enjoy doing. So that's, I guess, my plug. If you're in the downtown Bluffton area and you're going down 46, you'll see a lot of blue tarps. That's kind of our, when you talk about marketing, that's our, we always talk about, that's one of our biggest marketing things is people see our blue line, you know, our blue tarps, our fences, and you know, they always say, it looks like y'all are really busy, and I always say no, but we're hungry for more.

47:35 - Andy Richardson 
Yeah, that sounds like some jobs that are, the one you mentioned, I guess that was Ma Daisy? Ma Daisy, yeah. Okay, and that one's ready to go?

47:45 - Andrew 
It should be, yeah, we're in the final stages of it. We've got probably I'd say six months left of just like really wrapping everything up and getting everything going before they're actually operational. So hopefully we'll turn the building over sooner than that, but I think it'll be up and ready to go hopefully by, you know, summertime.

48:08 - Andy Richardson 
And it sounds like you really keyed on some of the jobs that you like working on. I guess the restaurant, the clubhouse, Do you find value in niching down, niche, niche? Sure. I'm Southern, so I call it niche, but do you find value in that or do you feel like casting wider net is better? I mean, what's your approach or Shoreline's approach in that regard?

48:36 - Andrew 
That is a phenomenal question. The reason I say that is because when I first came on board, that was kind of when my questions to the team was like, what are we chasing? What are we going after? Are we good at something? Is there something that we should be honing in on? So yes, to answer your question, I think the restaurant space is something that we really excel in. It's very detailed. You talk about putting a commercial kitchen is no joke. That's what I've learned just being the team is these are some very niche projects and niche sub-industries within the construction world that are very hands-on. We've been fortunate to work with great consultants there too, kitchen designers and kitchen equipment groups. So I think that that's one that we've certainly have done a few of them now that we really are chasing after. The club work, I think Jay touched on this when he was on, it's just, they're a big part of Bluffton and Hilton Head's makeup. I always had the joke when I was in real estate is wherever you are in Bluffton or Hilton Head, you could throw a rock up and it's gonna hit one of two things. It's gonna hit a realtor or a golf course. And so, golf courses are a huge makeup of our area. So it's really cool to have your hand in on projects that are, it's an evolving, these clubhouses that keep growing and growing and growing, just when you think a clubhouse might be built out, they're adding on to something. So I think it's just, it's one of those things that we will always chase that, that kind of work. Obviously because it's there, but also because we've learned to realize it's a makeup of where we live is the kind of the golf community.

50:49 - Andy Richardson 
Right, okay. So yeah, let me just ask you a couple more questions. Sure. I guess the next question, just like a tip question, or like what's going well for you? Like what's working for you lately in terms of, you know, whether be individual, business, or like what are you, what's going well for you right now?

51:12 - Andrew 
It's funny. I'll share this as a first. I'm just going to share what came off right, you know, off the rip. Yeah, go for it. I shared this with Jack. So Jack was my old Young Life guy that I was walking the campus of the Maple Academy with yesterday, and The funniest thing is, is he had never heard of it, but it came from his dad. I heard this quote from his dad. And it's talking about, in our world, there are weeks that are necessarily just awful. And there are weeks that are incredible. And in this industry, like many other industries, John likes to say, we're never as good as our best day, and we're never as bad as our worst day. And that's helped me stay here in this industry because like we've mentioned multiple times on this episode is construction is by nature chaotic, right? You know, there are problems that arise. It's just the nature of the beast. And so being able to stay here helps us, helps me respond more appropriately really like this deep arm flip method. So that's my tip. I'm still so young. I'm still learning. And I certainly wish I, you know, I'm giving that advice to him. I certainly wish I could follow it more. True, but it's certainly something that I'm trying to adopt is, it kind of takes the weight of the anxiety off of each day, you know, Scripture. Enough trouble today by not worrying about the next day, and so that's kind of something that right off my head that I'm working through right now. No, I appreciate that. I think Jack really appreciated that as well.

53:14 - Andy Richardson 
He valued the time that you put into him and shared that with him. I mean sometimes we don't think, like you said, you were so young, but I mean I'm sure he sees you as a mentor and somebody who can really help him get ahead. I appreciate that. And he's probably got way worse days.

53:37 - Andrew 
He's a first-year plebe at the Naval Academy, so I'm sure that he has some really great days and has some really bad days. It's kind of funny. It's totally a moment from the Lord that even now I'm realizing, I'm like, wow, I bet that was something that's impactful for me that I'm sure that he'll be able to take, maybe harness that going throughout his week.

54:02 - Andy Richardson 
Yeah, I mean, he's getting more from you, you're getting value from him, and we're getting value from each other right now. Yeah, absolutely. I'm learning so much from you.

54:12 - Andrew 
Well, I'll ask you, what's a tip that's kind of new for you right now that you wanna share?

54:19 - Andy Richardson 
Man, I'm liking the, I'm loving this, honestly. I mean, I may have to, Keep it.

54:24 - Andrew 
I have to use this. That's yours.

54:26 - Andy Richardson 
I like to pause and research before I've communicated, so I'm like, how can I share this with my team? But I'll tell you something else is I've got actually a post coming out tomorrow. Good. Okay. I'm excited. And it really is about a lot of what we've been talking about. Vision, right? Like that's what a big part of who I am. I mean the work that I did with like Sky B.B., and now my current...I mean I've always had a coach, but the point of that is like having a vision, having a direction is so important. So I have biblical values, Christian values. That is my core. That's who I am, but having something that I can focus on is so important to me. I mean God is my ultimate foundation, and I don't really like to necessarily bring that into every single episode or every single thing, but at the same time, it's who I am. It's foundational. So how can I not talk about that? So that's at a high level, but then at a business level, of course we bring our biblical values into everything we do, but you have to have a vision like, okay, how is that going to apply to your work? And having some curbs on the road to where, you know, like you know you're going, like we went to Pigeon Forge, Tennessee this weekend. You know you're going to Pigeon Forge, but you need, you kind of need some curbs on the road too.

56:02 - Andrew 
We call them guardrails at Shoreline.

56:04 - Andy Richardson 
Yeah, guardrails, so you don't like go off the road into the mountain, you know. And so having that vision and those values help you, you know, like this thing is tied directly to that, you know, and so that's what's working for me is having a vision. That is awesome. Somebody helped me last week because I had one of those low days you were talking about, right? And it was actually my coach. I have a business coach, and he's like, what's your why? I was like, oh man, that's right. So I've got to remember that. What's my why? And so it helped me remember like this is one of my why's. Enhance. Enhance the world around us, but glory to God through excellence and structure that's our ultimate why. So, sorry for the long-winded answer, but...

56:49 - Andrew 
No, that's good for me to hear. That's refreshing. Yeah, that's what I do.

56:53 - Andy Richardson 
That's what we do. And, you know, it's interesting because we have a multicultural company, and so it's like, okay, well, I don't want to, like, offend somebody or anything like that, but I tell people that when they come into the interview. Like, this is who we are. I mean, I'm not going to sit here and, you know, beat people over the head with a or anything like that, but this is who I am. And so we're going to provide glory to God through excellence in structural engineering, and this is what, 2096, we want you to own the bus doing that. Do you want to be on the bus? And so, you know, and that's what we're about. So I guess the guest, turn the script.

57:37 - Andrew 
No, it's good to know. I mean, I think that's the finding your why is is so important. And similarly, Chris, you know, operates Shoreline in a similar way. But I think it's, it's cool when the values of your company and values of 2096, you know, they are their day to day, but they're also their foundational to, and what you believe in and where you find true fulfillment in. So I think that's, that's really cool.

58:08 - Andy Richardson 
Thanks for sharing that. Yeah, definitely. So I think we've hit on the big question, the why question. Yeah. And also what's working for you. Was there anything else that you wanted to just, this is your plug opportunity or just anything you want to bring up?

58:22 - Andy Richardson 
Was there anything you want to hit on?

58:25 - Unidentified Speaker 
I go back to, you know, I actually asked Chris and John today, you know, I saw that question.

58:30 - Unidentified Speaker 
It's a great question.

58:31 - Unidentified Speaker 
And the simple answer is go back to the mission and vision, you know, because I said, well, do we want to talk about growing?

58:39 - Unidentified Speaker 
hiring and we're gonna talk about new projects being north of the broad and I think the mission and vision speaks for itself.

58:48 - Unidentified Speaker 
We're a client first company that everything that we do is evolved around delivering peace of mind and living by our core values and so whether that applies to someone being interested in coming to work for us, whether that means a new client, whether that means building new relationships.

59:08 - Unidentified Speaker 
I go back to this is our mission, this is our vision and kind of to get on the bus, you know, sentiment as well.

59:20 - Unidentified Speaker 
We hope to attract people that that enjoy that and you know for some people, you know, there are projects out there that are, you know, that idea is not necessarily for everybody, you know, sometimes, you know, you talk about what are the standards for general contractors?

59:41 - Unidentified Speaker 
Well, did we build it on time?

59:43 - Unidentified Speaker 
Do we build it on budget?

59:45 - Unidentified Speaker 
And a lot of times that is important.

59:48 - Unidentified Speaker 
I don't want to negate those things from being something that aren't important, but, and we certainly want to build on time and on budget.

59:56 - Unidentified Speaker 
But for us, our, you know, there are, our important things are, you know, our core values and our, mission statement, and I think in doing so, clients typically find, and people that come to the workforce, is that we are, you know, intentional relationships are important to us, and we're client-focused.

1:00:16 - Unidentified Speaker 
Which, you know, as another man of faith, you start to see there's a lot of things that tie back to who we are as a company, and what we believe in.

1:00:29 - Unidentified Speaker 
So, that's my, you know, my plug of the last thoughts I leave with you.

1:00:36 - Unidentified Speaker 
Okay, awesome.

1:00:37 - Unidentified Speaker 
How do we find you and how do we look you up?

1:00:44 - Unidentified Speaker 
Yeah, so Shoreline, you can find us at www.shorecon.com and then we can have a dropdown below our LinkedIn to learn more about some of our projects and our website.

1:00:59 - Unidentified Speaker 
You'll also see we've got a newsletter, too, that shows more of the projects we're working on.

1:01:05 - Unidentified Speaker 
And obviously, I'll drop my LinkedIn in below, too, if you ever want to connect and learn more about potentially.

1:01:12 - Unidentified Speaker 
I'm more so, again, the reason I come on here is for the business development side of things.

1:01:19 - Unidentified Speaker 
I think that what you're doing is awesome and kind of connecting this AEC world together.

1:01:25 - Unidentified Speaker 
And so I'm more interested.

1:01:27 - Unidentified Speaker 
connecting with other like-minded individuals and companies out there.

1:01:30 - Unidentified Speaker 
So I would say if you want to do that, reach out to me.

1:01:35 - Unidentified Speaker 
I'd love to get to know you.

1:01:37 - Unidentified Speaker 
Awesome.

1:01:37 - Unidentified Speaker 
So yeah, just as far as Shoreline, but also just you in general and just talk about business development concepts and things like that.

1:01:45 - Unidentified Speaker 
If you want to learn more about that, reach out to Andrew.

1:01:49 - Unidentified Speaker 
So thanks for being on the show with me.

1:01:52 - Unidentified Speaker 
Hey, everybody.

1:01:53 - Unidentified Speaker 
Thanks for listening to today's episode of Enhance.

1:01:56 - Unidentified Speaker 
and leave me a like, a subscribe, or a follow, and we'll see ya.