Author Archives: georgehedley

Draft A Winning Playbook!

I played a lot of touch football when I was around ten years old. Eight of us boys from the neighborhood would gather at our local park and choose teams. Then the two teams would line up across from each other, agree on the rules, and get ready to start the game. After a coin toss, one team would kick off to their opponent. The receiving team would have their fastest player catch the ball and run down the field as far as he could without being tackled. A tackle occurred when the defensive player touched the runner with two hands below the waist.

Then the offensive team huddled to decide their offensive play for the next down. The quarterback usually called the plays, even though he wasn’t always the smartest player on the team. He was usually the one who was the tallest, fastest, or had the best arm. Obviously, there wasn’t a playbook nor did the teams have time to practice their game plan. Before each down, the inexperienced quarterback gathered his team in a huddle and called plays based on what he thought would work and surprise the opponent. The players were also loosely told what position to play, who would run which way, who’s job it was to block, and where they were to go. Not a very good strategy for a winning outcome.

Are you better than a 10 year old?
Think about your company. Is your business strategy better than a neighborhood pickup football game? Do you huddle up before every decision? Do you tell your players what to do before every project? Do they know what to do based on written systems and strategies from your company playbook? A professional football team is a good model to copy for small business owners. Professional teams have a written strategies for every season and each game. They also have written plays designed to work in every situation they encounter. Do you?

Unless you want to run your company like a young inexperienced quarterback, you need a winning playbook to follow. Thinking like a professional sports team, what needs to be in your company’s business plan?

1. Overall company mission, vision and values
2. Coaching and staff assignments and responsibilities
3. List of players and their strengths & weaknesses
4. Training program
5. Equipment inventory management
6. Offensive plays and strategy
7. Defensive plays and strategy
8. Business development plays
9. Financial plays and strategy

Draft your business playbook!
A professional team must have all their bases covered to put a winning team on the field plus make as much money as possible. Where should you start to draft a winning game plan?

1. Determine your overall company mission, vision and values
Sit down with your key managers and take time to discuss why you are business and what’s the purpose for owning your company? This exercise will get you focused on the real reason you go to work every day. I often ask business owners why they are in business. They answer: ‘to make money doing whatever they do like plumbing or construction.’ You are not in business to do plumbing or construction. You are in business to maximize your resources of time, energy and money so you can get the biggest return in whatever manner you desire.

For example, a construction company is a great start to achieve what you want. It is very rewarding but demanding work. But, it is limited in net profit margin potential as it is very cyclical with thin margins. In my opinion, a construction company creates an excellent opportunity to seek opportunities to build wealth versus just building for others. When you build for customers, that allows you to make some money. When you build for yourself, that allows for passive income, freedom, and equity growth. What is your overall company mission, vision and values? Continue reading

2 DAY INTENSE BIZ-BUILDING BOOT-CAMP

2 Day Intense BIZ-Building Boot-Camp
June 14 & 15, 2012 – Charleston, NC
July 26 & 27, 2012 – Newport Beach, CA

“HELP! I’m Stuck! I Want My BIZ To Work!”
Want To GROW Your BIZ In Tough Times?
Want More Bottom-Line PROFIT?
Want A Great Management Team?
Want Written Goals & Plans?
Want Organized SYSTEMS?
Want To Let Go & GROW?
Want New Customers?
Want To Make More $$$?

Stop waiting for the economy to turn around!
Let me help you get your business back to work!
Profit-Builder Circle Academy 2 Day Boot-Camp Outline

Day1: Get Your BIZ Back To Work!
How To Build A BIZ That Grows & Always Makes A Profit!

Most business owners work too many hours for the money they make. They’re too hands-on, stressed-out, out of control, over-worked and under-paid for the energy they put into their companies. They’re stuck, don’t know what to do next and need help!

Learn how to take your company to the next level, get organized and in-control, create a dynamic organizational chart and management team, develop operational systems, design a working marketing plan, develop streams of steady income, build equity, create wealth, and get your business to work for you.

George Hedley, professional business coach, author of the bestseller: “Get Your Business To Work!” and a “Entrepreneur of the Year” award winner will share how to implement his proven step by step system. You can get the results you want without your full-time hands-on, make-every-decision supervision by making sound decisions so you can enjoy the benefits of a growing company.

Upon completing this program, the participant should be able to:
1. Create a written business plan with targets and goals for growth, people, sales, systems, and profit.

2. Build a business that works, replace yourself with operational systems and build your company to meet your goals.

3. Develop written BIZ-Systems to always make a profit, market and sell, find and keep great people, get organized & in-control.

4. Create an organization and team that allows the owner to let go of control and focus on priorities that make a difference in the bottom-line.

Day 2: Grow Your BIZ!
Find New Customers, Win More Contracts & Stop Selling Low Price!

Being low bidder won’t win enough profitable work today! To develop a successful BIZDevelopment action plan to grow your BIZ, generate more sales and win more construction contracts, you’ve got to give customers better reasons to award your company work.

Learn how to improve your estimating and bidding strategy, set your company apart from the competition, differentiate, build loyal customer relationships, seek better opportunities, get on the right bid lists, find more viable leads, convert proposals into contracts, improve your professional presentations, develop an effective bid follow-up system, and track your bid-hit ratio.

You’ll leave with a winning marketing & estimating template and calendar to build loyal customer relationships, negotiate more work, offer more than low price, and get in front of decision makers to win more work.

Upon completing this program, the participant should be able to:
1. Implement a winning BIZ-Development, marketing, sales, proposal, estimating and bidding strategy to win more profitable customers and contracts.

2. Develop an action plan, template and calendar to find new customers, markets, projects,and value-added services to win more work.

3. Get in front of decision makers, negotiate to win, present professional presentations, and follow-up to win more negotiated work.

4. Build loyal customer relationships, set your company apart from the competition & offer more than low price.

5. Add more services to generate ongoing steady work.

Don’t Be Left Out!
Sign-Up Today To Get The 
50% Discount!
Expires May 21, 2012 

Email me for more information, a complete brochure or the registration form:
Email: GH@HardhatPresentations.com

Hire the Right Players Now!

If you were the owner of a NBA basketball team, one of your top goals would be to have the best players on your team. With only five players on the court at any one time, every one of them is critical to winning. If you don’t do a good job hiring the right players, your team won’t win many games. And eventually the fans will stop coming out and spending their money on tickets. In other words, the success of your winning team is to have the right players on the floor at all times.

Business owners tell me they can’t find any good help. But how much time do they actually spend finding the right players? What you get is a direct result of your priorities. When you don’t take enough time to find, cultivate, and train new players, how do you expect to grow a winning team? Professional sports teams have a full time executive in charge of player personnel – finding the right players, managing their contracts, and keeping them happy. But most small companies don’t spend more than a few hours a year making sure their roster is balanced, robust, and excellent.

Before the annual draft, every professional sports coaching staff makes a list of all the positions and their current players to analyze what they need to change or add to improve. In your company, the draft is now. To get started, make a list of all of your company positions, the talents required at each job, the player currently assigned each position, and then rank how well you think they are doing.

Player Personnel Ranking Chart
Position Talent Required Player Ranking

  • Estimator Knows accurate costs Jim B C+
  • Completes bids on-time Jim B A-
  • Maximizes sub-bid coverage Jim B B-
  • Presents company well Jim B B
  • Project Manager Manages budget Bill C+
  • Maximizes change orders Bill B
  • Keeps customer happy Bill A
  • Paperwork on-time Bill B-
  • Superintendent Finishes jobs on-time Dave A
  • Pushes crews to the max Dave B+
  • Safe jobsite and no accidents Dave C-
  • Coordinates subcontractors Dave B-
  • Foreman Manages crews and jobsite Sam B-
  • Brings jobs in under budget Sam C
  • Knows how to build quality Sam A
  • Follows company procedures Sam C-
  • Carpenter Can build per plans Joe A-
  • Hustles & works efficiently Joe B
  • Takes initiative & action Joe B-
  • Team Player & good attitude Joe D
  • Office Manager Completes tasks on-time Sue B-
  • Understands accounting Sue C+
  • Understands construction Sue B+
  • Team player & good attitude Sue A Continue reading

5 ‘Must Do’ New Year Resolutions!

It is almost 1 month into 2012 and things are already moving too fast. Hopefully you took a few moments and wrote out your goals for the next 12 months. Written targets and goals will insure you get what you want by keeping you focused. Less than 20% of all business owners actually write out their goals. And guess what? These top 20% are in the top 20% of the most successful business owners in their marketplace. A simple way to start is to write out these 5 goals:

1. Don’t be an island! 
Get involved with a group of like-minded business owners to seek advice, share challenges, get invigorated, and get accountable with on a regular basis. Personally, I made a decision to join a structured weekly group of men who discuss their personal and professional lives facilitated by a top business/life coach in our area. Consider looking into joining one of our BIZ-GROUPS or a local group in your area. Bottom-line – do it!

2. Take time to plan your plays!

Bill gates said that the best thing he did while building Microsoft was to take his management team away on a regular basis to plan for the future. At these regular retreats they discussed their strategy, options, new opportunities, what’s working, what’s not, and what they need to do to achieve their goals. When you don’t plan your future, you get what the market gives you instead of paving your own path.

3. Innovate or die!
Your business won’t work doing what you did when the economy was growing. In a flat economy, you have to change your business and evolve into a new kind of profit making machine. What new customers, markets, systems, technology, people, production methods, contract type, services, and products should you add or delete from your business to grow fast. Sit down and rate every part of your business as: keep doing, stop doing, start doing, or change how we do it.

4. Revamp your calendar!
Your calendar says it all. If you want to save money, your calendar is full of job meetings, ordering materials, scheduling crews, and doing take-offs. If you are focused on making money, it’s full of time with loyal customers, new customer targets, networking, mingling with potential customers, and building relationships. At least 33% of your time needs to be with customers having fun and enjoying each other. Make it your goal to revamp your calendar and pro-actively grow your business.

5. Put yourself first!
When I coach business owners, we always look at the income statements to see how they are doing. I almost always notice that business owner pay themselves way too little for the time, risk, and work they perform. In addition, their investments are often slim or none. When you put other people, employees, and customers ahead of yourself, you can’t do the best you are capable of. Customers want to do business with successful people, not poor struggling people. Make a commitment to pay yourself what you are worth and start an investment program starting now. Then spend the rest on overhead and expenses.

Do-Over #2: Diversify, Market & Serve Customers Sooner Than Later!

When business is steady with lots of bidding opportunities coming your way, it’s easy to keep busy working for a limited number of customers doing the same type of projects. This business model works during a good economy. Once you establish a few repeat customers, they continue to feed you work to bid on. You don’t have to go out and find new customers. You don’t have to market or sell. You don’t need an updated brochure or impressive website. And you don’t have to have a customer service or follow-up program. Work is easy to get: wait for the phone to ring, pick up a set of plans, and go bid the job. If you bid enough, you’ll get your share.

The second most popular “Do-Over” I hear from seasoned business owners is they wish they would have built up a broader base of customers, worked on many different type of projects, and developed a solid marketing and referral program that delivered diversified types of profitable work. Today I hear sad stories of underground contractors who kept very busy only doing private housing tracts for a few homebuilders. I also hear similar stories from contractors who didn’t want to mess with government jobs because of all the added paperwork. And I hear stories from companies who didn’t add any extra services like green technology, design-build, post construction services, or maintenance to attract and keep customers. These companies are now left without any customers. Continue reading

The Business Do Over!

In sports, the coach gets to start over every season. Winning coaches look at their past records and make positive decisions of what they need to drastically change and achieve better results. If they continue to play the game the same as they did last several seasons, they won’t continue to build and win. They have to look at how they play the game, players, coaches, methods, offense and defense, training, strategy, and tactics.

Now imagine it’s your turn to start a new season. You are the coach of your business and want to keep your job and make a lot of money for the owners. What should you do differently to win the game of business? What tough decisions should you make? What new plays will you call? What players should you replace? Where should you play the game and how? Will you keep doing what you’ve always done or decide to do whatever it takes to grow your business and make a profit? Below is the list of the top “Do-Overs” I hear from the many business owners I have surveyed.

Do-Over # 1: Invest Sooner Than Later!
When your business was busy, you didn’t have enough time to stop and look for investments. And you were growing, so most all of your cash-flow went to fund your company’s growth. The snowball effect was keeping you excited as your business got bigger and bigger. It was like a shot of adrenaline as you did more and more work. The more you grew, the bigger you wanted to get. Volume is addictive, so you bid work too cheap and never missed an opportunity to grow or gain a customer. Everyone thought this gravy train would never end. Continue reading

If You Could Start Over, What Would You Do Different?

Think of all the decisions you made over the last five to ten years that affected your future and where you are today. Now think of all those decisions you didn’t make you wish you had. Remember when you were busy signing new contracts, getting plenty of business, trying to juggle all your commitments, scheduling crews, putting out fires, and doing everything you could to keep everyone happy? During this time it was hard to do everything you wanted to do. Continue reading

What Is Your Bidding Strategy?

After you have established reasons why customers should hire your company, now it’s time to find jobs to bid where you can be successful. Your overall estimating and bidding strategy is to get enough signed contracts at your price to cover your job costs, overhead, and then make a profit. This requires several winning plans. The first strategy is to have a strategy! Many contractors bid any job they are offered to bid. They don’t have a strategy that helps them decide which jobs to bid and when to say no. What’s your estimating and bidding strategy?

Before agreeing to bid a project, create a list of questions to determine if you will have an excellent chance to win the contract.

 1. Do you want to negotiate the project?
– How will you convince the customer to negotiate with you?

2. Do you want to be the select or only bidder?
– How will you implement this strategy?

3. Do you want to get the last look?
– How will you make this happen?

4. Do you know your bid-success ratio against your competitors?
– How do you keep track of your success versus competitors?

5. Do you have competitors you don’t want to compete against?
– How will you discover this information?

6. Do you have some competitors you will bid against?
– How will insure the bid list gives you a chance to be awarded a contract?

7. Do you have an ideal number of bidders you’ll bid against?
– How will you insure this happens?

8. Do you have a maximum number of bidders you’ll bid against?
 – How will you decide when not to bid a job? Continue reading

Can customers really tell the difference between your company’s bid proposal and your competitors?

If all else is equal, the only differentiating factor between your company and your competitors is the lowest price. What do you do to stand out from the crowd? To set yourself apart and charge a higher price, you must be different than your competitor. Differentiation can include doing more than your competitor for the same price, being the expert or specialist in a particular type of work or project, adding more value than required, or having a deep loyal trusted customer relationship.

Give customers a reason to hire you!
The best way to win a contract is to have a relationship with your customer that goes beyond doing past projects for them. It is based on trust and friendship developed over time. It is built by spending lots of time together having fun fishing, golfing, or doing other activities together not related to work.

If you don’t have this kind of loyal customer relationship, you have no other choice but to differentiate your company from competitors. Low price is one way and creating and offering real differences is another. Before you bid the next project, ask yourself why the customer should hire your company for this project. Are you better or faster? Do you have more qualified trained people who know how to perform this type of work? Can you help your customer make more money?

As you create a list of reasons the customer should hire your company for the project, think about what you offer that no other competitor offers. Think about what else you can do for the customer that is not required by the scope of work. Think about how you can help your customer meet their goals, make more money, increase sales, grow their business, build a better project, reduce risk, or have more fun while working with your company. I know what you are thinking: ‘We don’t get paid for all those extra things!’ If you want to win jobs today, you must do more than the minimum.

After you create a list of three to five reasons why you are the best choice for your customer to award this contract, what will you do to prove your company is the best choice? In your proposal you can include a list of past projects where you beat the schedule and delivered results that made the customer excited about your company (this is more than the standard reference list). Include pictures of completed projects similar to the one you are bidding on. Include a draft schedule showing how you can help your customer complete the project ten to twenty percent faster than a normal contractor can. Schedule a field trip with your potential customer to other jobsites where you can show them how you solved difficult problems. Give them a list of added services your company will provide if awarded the job. Offer a guarantee such as completion date, punch-list completion, quality, or added warranty they will not get with another competitor.

Low Bid Gets the Job In Public Work

In public works construction, the low bidder usually gets the job and there is little or no room for sales strategy or tactics. The best way to be the low bidder and awarded a contract is to have the lowest possible costs and the most efficient construction management and field operation possible. To keep your costs lower than your competitors, your field crews must be lean, productive, and well trained. There must be no downtime, job problems, quality issues, coordination conflicts, or mistakes. Your subcontractors and suppliers must also be supervised and managed tight without gaps in scheduling, productivity, conflicts, or quality. This can only be accomplished with diligent leadership, accountable management, and ongoing training focused on productivity and efficiency.

Now you are in the sales business!
In private work, it takes a lot more than just bidding and negotiating to win contracts. You’ve got to give customers a differentiating reason to hire your company. It’s not just about the price, inclusions, and exclusions. Now there are too many competitors who can do the same job as your company and will cut their bid below their cost to get a job. To win more contracts at your price, you must face reality. You are not in the construction business. You now have to also be in the $ALES business! Continue reading