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Article Excerpt
David Raspolich had a rude awakening and a bit of a culture shock when he arrived in town some 20 years ago to open Dynalectric Co.'s San Diego office.
"I was weaned on doing electrical contracting in Los Angeles," recalled the chief executive officer. "I began calling on customers in a three-piece suit, white shirt and tie. I was a little naive. I thought that, up there, we were a little more cosmopolitan, and we were a little cocky, I guess. If we were successful up there, it would be a slam dunk here, and people would accept us."
Raspolich was brought up short one day by a client who informed him that, "I don't care how you did it in L.A." Raspolich was further surprised to discover a plaque in the office that expressed that same sentiment.
"My expectations about how the market was receiving us here were shattered," he recalled. "We had to go out and earn it."
So, Raspolich recruited a team of local employees who knew the customers and understood the area. While the company has had steady growth over the...
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