This week we’re featuring a post from AmHydro Senior VP Joe Swartz. Widely regarded as one of the industry’s foremost experts on CEA and hydroponic technologies, Joe amassed over 30 years of experience as a farmer prior to joining AmHydro. Now, he’s dedicated to sharing his expertise with our customers and helping farmers succeed both horticulturally and economically.
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Last month I shared some thoughts on the importance of building a CEA team.
“I’m not just talking about hiring talent. Not everyone has the resources to do that anyway. I’m talking about the importance of having a “team” mindset when you’re putting together the vendors, contractors, and lenders who will be with you every step of the way as you begin planning, building, and operating your farm. It’s about getting to know experts who will answer the phone when you call.”
One can agree that this is an important issue, but still be unprepared to act on it. In fact, that’s a core part of the principle itself – it’s not enough to have a goal, you need the right kind of support in order to achieve it
So, if you hold a goal of building a high-performing CEA team, I’d be honored to share some advice on how you can bring it about. Here’s a few thoughts from 40 years of seeking to build high performing teams in the industry.
Steer Clear of “Chuck in a Truck” in CEA
Have you heard of Chuck in a Truck? He’s the worst nightmare of licensed handymen, plumbers, electricians, builders, and more. He can get around in the CEA world too. Chuck isn’t just one person, and I’m not calling anyone out here. (Though I apologize in advance to anyone actually named “Chuck”!) Chuck in a Truck is just the guy who can do it for less.
He has some tools and some experience, maybe even a website, business card, and social media presence. But the reason Chuck in a Truck has such a bad reputation is because whether it’s months or years down the line, his customers often end up calling someone else to re-do his work.
You’ll encounter plenty of people like Chuck on your journey. They might have a great pitch, and they might offer a great deal, (or sometimes they might even present themselves as the premium option in the market) but they don’t want to join your team. Their business model only requires a one-time purchase – not your lasting success.
What are the indicators of a high performing team?
I always say “success leaves clues.”
In any endeavor, it’s crucial to have a clear idea of what the goal looks like. You might know how to put a jigsaw puzzle together, but if you can’t see the art on the box, you’re going to have a hard time. It’s one thing to say “you need a high performing team,” but it’s also important to know what that’s supposed to look like. Here’s a few indicators.
Accessible communication
A vendor or advisor shouldn’t go MIA on you once your first check has cleared. You shouldn’t have to jump through hoops to ask questions or seek advice.
A legacy of success
If you’re just getting started, your team should not be in the same boat. No matter their enthusiasm, it’s crucial to find people who have put in the time and can point to examples of their own past success.
Generative conflict
Any group of people is bound to have disagreements. High performing teams know how to bring those issues into the open and work together to solve them. High performing teammates are not yes-people. I’ve seen projects fail because of vendors who happily sold expensive products to farmers who didn’t need them but thought they sounded cool. If you’re seeking out experts, you also need to be comfortable navigating situations where they tell you that something is wrong.
Questions to ask as you build your team
As you build or expand your CEA team, you might not get the full picture from looking at someone’s website or LinkedIn. Here’s some important questions, applicable both for current team members and future ones:
Who is really recommending them?
Check out the endorsements and reviews on a potential partner’s website, then dig a little deeper. See if you can connect with the people who made those endorsements and ask if they still feel the same way.
What operations inspire you? Who did those people work with?
People in our industry are eager to pass along referrals. If there’s a CEA operation you’d like to hold up as a model for your own success, connect with the operator and ask them to point you in the right direction.
Do they have a record of lasting success?
Not just success; lasting success. Can they point to past customers who are thriving years later? No one is going to succeed 100% of the time, but it’s reasonable to ask for proof that things have worked out for their other customers over the long run.
Do they want to be on your team?
This notion of team building is not a universal practice in our industry. There are many people that want to sell a product, receive their payment, and then move on. If you’re committed to building a CEA team, you can’t assume that every partner or vendor you work with will want to join.
Does their business model allow them to join a team?
Sometimes it’s not even about personal camaraderie or intention. Some companies just don’t have their sales operation set up to accommodate a relationship that lasts beyond a certain point. Those companies might have a good product, but I’m a firm believer that the team model is one of the greatest things you can do to increase your odds of success.
Many of these points may sound obvious. Universally agreed-upon. But you would be surprised to know how many projects fall apart because of growers who try to go it alone. Even the most driven entrepreneurs can burn out trying to manage the complexities of building or expanding a business without a good team backing them up.
Let me end by saying two things.
- At AmHydro, we practice what we preach. We build best-in-class hydroponic NFT systems for commercial growers, but we eagerly bring in other experts when a project has needs beyond our domain of expertise.
- I practice what I preach too. Don’t just take my word for it, ask about us. If you’re interested in growing, we can share case studies and connect you with former customers who will share their stories.
Don’t hesitate to reach out to info@amhydro.com about your business needs, questions, or ideas for future topics.
