Category Archives: Business Relationships

Sales Is A Numbers Game!

What business activity makes the most $$$ for your company? I bet you didn’t say: ‘Sales!’ To most contractors, their total sales effort is no more than picking up a set of plans from a customer, estimating the job, turning in a bid, and then waiting for the results. They rely heavily on price to sell most jobs. As the economy has gotten worse, and work is harder and harder to get, many company owners have thought about how to increase their sales. Some have even decided to hire a salesperson to increase their revenue. But then what? These frustrated owners don’t know how to manage a salesperson to get the results they need or want.

Sales is easy!

It’s a numbers game. When competent salespeople make regular sales calls on good prospects who need what you offer, your company will get their share of the business. When you don’t make the calls, you won’t get the business. It’s like professional hockey. The team that takes the most shots, usually wins the game. The more sales calls, the more business. Simple and easy.

Most business owners don’t like to make sales calls. So they try to encourage their estimator to make them. Most estimators are not built to sell. They are built to analyze at a set of plans, use their calculators and computers, and put a price on a specified amount of work. Like business owners, estimators also they don’t like to get out of their comfort zone, go out and make sales calls, and spend a majority of their time selling. So, in tight markets, small business owners often want to hire salespeople to solve their lack of revenue problem.

Why do companies struggle?

A major reason small to medium size companies struggle is caused by a lack of a systemized and focused on sales and marketing plan. They mainly rely on their reputation to earn the right to be awarded enough work to make a reasonable profit. This works in good times, but not during a slower economy. Successful companies must have written sales systems and marketing plans that pro-actively and aggressively look for and attack new customers, targets, and contracts.

As I observe the successful subcontractors who our general contracting company use, there is a common thread. They have a plan to find and attract new customers and follow it diligently. Every week the come by our office as a part of their sales route to meet with our project managers, and build relationships with our people. They are always in the selling mode and ready when we have an opportunity for them. The majority of subcontractors wait until we call them, the successful contractors are already there waiting for an opportunity to attack.

A pro-active sales plan starts with a business owner or general sales manager who will hold their salespeople to a required standard of performance excellence. These required standards can include the number of calls per day, number of customer lunches per week, number of face to face meetings per week, number of proposals, and total proposal volume per month. To know how you’re doing, you’ve got to keep score.

Keeping score with salespeople is often difficult, as they tend to not want to be tied down to a set number of calls required. They like to let their instincts take them through the day. They don’t like to be held accountable or to a minimum standard, and don’t like to track numbers. They also don’t like to write, don’t like discipline, and don’t want to follow a written plan. They generally feel their gift of gab will get them through and reap enough results. But without numbers to hit, most salespeople will fail and not meet your expectations.

Sales numbers to track:
– The type of customers you want
– The markets you want to attack
– The project locations you like
– The project sizes you want
– The minimum fee per job
– Sales calls per day
– Leads from calls
– Face to face meetings per week
– Proposals from leads
– Proposal follow-up tracking
– Proposals or bids hit
– Referrals from customers
– Average job size
– Average profit margin
Continue reading

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Fill The Seats Or Go Broke!

If you were the owner of a NFL football team, your number one goal would be to fill all the seats every week. To fill seats takes a multiple approach. You must put a winning product on the field and you must sell seats. Seats don’t sell themselves. It takes a huge effort to create sellouts at profitable ticket prices.

Over the last ten years, you didn’t have to sell very hard to keep profitable revenue flowing into your company’s coffers. If you put a mediocre team on the field, called the usual plays, and used an average business strategy, your customers would keep coming back for more, if your price was somewhat competitive. And because business was plentiful, you didn’t have to try to win over many new customers. You stayed focused on doing the same type of work for the same type of customers and your business grew. Because there was enough work, you also didn’t have to try different types of projects, customers, or contract delivery methods. In fact, you even prided yourself as a specialist in a very focused type of business niche.

Fast forward. Today it is hard to fill the seats, revenue is scarce, and customers are hard to find. Having a winning team doesn’t matter if they can’t find a game to play in. You’ve cut your overhead and reduced your expenses as low as you can to survive. You continue to bid more and more work against too many competitors at lower and lower prices. Now you are even calling on new and potential customers you really never wanted to work for. You’re trying to get on any bid list you can including public works, which you always avoided because of the paperwork and prevailing wage issues. You’ve assigned your office manager or estimator to cold-calling and emailing any lead they can find in hopes of a miracle. Nothing is working and getting new business at a reasonable price is next to impossible.

Now what? You’re thinking you’ve got to fill the seats with paying customers or go broke. If the sudden slowdown in the economy taught everyone one thing: ‘Putting all your eggs in one basket won’t work forever.’ Many contractors and business owners focused their efforts on doing only one kind of project and service for one type of customer. For example, to keep revenue and jobs flowing in, many focused on only building housing tracts, or shopping centers, or industrial parks, or custom homes, or office building interiors. Some focused on building for general contractors, developers, or home builders. Some expanded and did more than one type of project. But, most didn’t crossover into totally different or diverse types of work. And offering a service component to their revenue stream wasn’t even considered as they were too busy to mess with little jobs.

Multiple streams of income sells more seats!
A diverse business plan includes three types of revenue streams with many different types of projects per stream. For example, here is a partial list of the unlimited revenue and business opportunities contractors have to choose from:

Multiple Revenue Streams & Opportunities          

1. Contracts & Bids

Private Construction
Retail shopping centers
National chain stores
Industrial buildings
Manufacturing & factories
Metal buildings
Office buildings
Banks
Medical buildings
Hospitals
Self storage
Renovations
Interior Improvements
Utility Company Projects
Housing Tracts
Custom homes
Residential remodeling
Residential home upgrades
Residential replacement work
Site improvements

Public Works Construction
Schools
Offices
Hospitals
Facilities
Roads & highways
Transportation projects
Sewer & water projects
Storm drain systems
Plants

2. Service Work & Ongoing Accounts

Ongoing Monthly Or Annual Accounts
Property management
HVAC maintenance
Electrical maintenance
Plumbing maintenance
Landscape maintenance
Site service & management
Spring & winterization
Light bulb replacement
Roof service
Road and drainage repair work
Generator service
Energy management & controls

Repairs & Service To Fix Broken Components
Plumbing & mechanical repairs & upgrades
Window replacement
Tenant improvements
Tenant relocation
Carpet and flooring service
Building damage repair
Clean-up and debris removal

3. Wealth Building & Passive Income

Own income producing real estate

Rental homes
Apartments
Shops and yards
Industrial buildings
Offices
Shopping Centers

Own income producing businesses
Rental equipment companies
Wholesale materials
Supplier
Services Continue reading

The 8 Traits Of Great Companies! Traits 5 through 8

Competition | Pro-active Sales | Operational Systems | Investments
Part 3

Trait #5 – Set your company apart from your competition!
When I drive down the freeway and see contractors’ trucks, they often have signs on like: “Joe’s Electric – Commercial, Industrial & Residential.” I chuckle and ask myself: “What do they excel at, what kind of jobs are they the expert in, and why should I hire them?” Based on my experience working with tens of thousands of contractors, my best guess is they chase any kind of work they can get and don’t make a lot of money doing it.

Are you in the “Yes” Business taking any kind of job or project thrown your way? Experience shows that companies who specialize in a specific type of project or service do better work, are more competitive, have more loyal customers, and make a lot more money than their “jack of all trades” competitors. Perceived experts are the first called when a customer needs a professional to complete a tough or special project. Experts get the first chance to propose on jobs which require complex engineering or technical knowledge.

To set your company apart from your competition and get hired at higher prices, you must be the perceived expert in your market and offer more than your competitors. According to a survey from the Society of Marketing Professional Services (a national association of construction sales and marketing professionals), the top two reasons construction companies don’t get awarded projects are 1) Their inability to market and properly present the differences between themselves and their competition, and 2) Their lack of expertise in a particular project or service niche. When you continue to be and do everything for everyone, you won’t have enough time to satisfy your customers and you can’t make enough money for all the different types of work you attempt to complete. Continue reading

Two Heads Are Better Than None!

Take Time To Plan Your Strategy

Imagine yourself stranded on a tiny island trying to make a strategic decision how to get off the island quickly and safely before you run out of food and die. Without any input, advice, or ideas from other people or outside advisors, it would be very difficult to decide what to do next or the best way to get off the island. Now imagine an entrepreneur or business owner sitting in their office alone trying to make all the decisions how to run their company. These scenarios are similar. Without input from others, making decisions based solely on what you know and your experiences are no guarantee you’ll choose the right path to take. Your chances are less than fifty percent, or twenty percent, or perhaps ZERO! Not good odds when your future is at stake.

Do you continually struggle with big decisions that shape the course of your potential success:

“What should my organizational chart look like?”
“Do I have the right people in place to grow my company?”
“What type of new business should we go after?”
“How can I cut or control overhead expenses?”
“Who should I fire to balance our budget?’
“Should I promote from within or hire a trained manager?”
“How can we make more money in the field?”
“How can I make my managers more responsible and accountable?”
“What financial reports should I be getting?”
“How much money should I be making?”
“How should I give out incentives and bonuses?
“How can I get my people more motivated?
“Where am I losing the most money?”
“What’s working and what’s not?”
“How can I get my company to go where I want it to?

 It’s Lonely At The Top!
With the fun and excitement of owning and running a company comes much stress and strain. Overwhelmed with tough questions, no easy answers, and difficult decisions, frustrated business owners delay deciding what to do about their direction, management team, customers, equipment, marketing, profits, financial reporting, investments, and growth. When you delay or postpone necessary key strategic decisions, you continue living with mediocre employees, poor results, inadequate organizational systems, and continually struggle to keep everything moving in the right direction. Eventually you come to the realization you can’t do it all yourself and need to seek some help. Unfortunately most never get off the treadmill to look for professional advisers and make time to improve their companies. This is kind of like postponing a trip to the doctor even though you know that nagging pain in your chest must be attended to before it’s too late and you have a heart attack.

We all know that two heads are better than one. Guess what? Two heads are better than NONE too. You can’t do it alone. You might as well be stranded on an island. The odds are less than one in five or ten you’ll make the right decisions when you do it alone. And when you ask your managers or key employees for advice, they only give you their perspective on what’s best for them, not you or your company.

Can You Build Your Business Alone Or In A Vacuum?

Eastern USA Executive Round-table Peer Groups Forming Now

Business has been tough over the last few years. But the economy is finally at the bottom of the decline. Many of you have restructured and retooled. Some have made extensive changes and redrafted your business plans. And some of your competitors have closed their companies.

My expectation is that it can’t get any worse and now is the time to start regrouping and getting back into business in a bigger way.  Think about where you are now (not where you were). And what you need to do to double your current business over the next 3 to 4 years. Perhaps you need a new strategy, team, marketing plan, services, or customers. Whatever you need to do, one thing is for sure:

You Can’t Do It Alone!
With that reality in mind, I am starting a regular peer group program where you can meet with like-minded business owners to help each other see and do what it takes to meet your goals. I am opening the group to my Profit Builder Circle graduates and clients first and we will cap the group at 10 to 14 companies. So far I have 7 reservations including very successful business owners: masonry contractor, civil contractor, commercial general contractor, landscape maintenance company, apartment renovation contractor, mechanical contractor, steel building contractor.

I am personally inviting you to join us!
You understand the Profit-Builder philosophy and would be a valuable part of this dynamic group. I know you don’t want to spend the $$$ or time, but you need to invest in your future to get where you want to go. A few days twice a year will invigorate and energize your growth and allow you to actually talk to others facing the same issues you do. Plus it will be fun and you’ll build lasting friendships with other business owners you can call on during the year.

This is designed for business owners like YOU!
I highly recommend you consider this Executive Round-table Peer Group offer to join.  You will be a part of a compatible group of 10 to 12 focused company owners and can learn from how others make their companies work.  The group will meet twice a year for 2 days plus I will Phone Coach you several times between the meetings.

Join us at the first meeting in Atlanta – September 29 & 30th, 2011.
Please call or send me an email to reserve your place as a member of this group.

If you are tired of running your company alone, join us! You need a trusted group of advisers, like a personal Board of Directors who’ll help you make the right decisions how to grow your business and make more money. You can be part of a small group of compatible business owners in a regularly structured support group discussing & solving your issues.

Every business owner or principal can benefit from a personal board of advisers that meets on a regular basis. Today’s business executives face increasingly difficult challenges. Competition is fierce, resources are stretched and every day it gets tougher. Its lonely running your company yourself and making every decision without the benefit and input from other people who face the same challenges as you do. Now you can tap into the ideas and wisdom of a small group of success driven entrepreneurs in a professionally lead ongoing board of director’s style setting. As a member of an ongoing Executive Roundtable Peer Group, you’ll generate fresh thinking, new ideas and clear perspectives on what decisions you need to make.

The first meeting will be held in Atlanta and then rotate between member’s locations. (If we get enough West Coast members, we can then split off a Western USA group as well.) The locations will be from Central USA to Chicago to Washington DC to Atlanta and east.

SPECIAL OFFER
Join before July 15th, 2011 and receive a 10% discount on you first year’s dues. Plus the initial one time $500 start-up fee will be waived.

Shall We Talk To See If This Is For You?
Please call or email me to talk about how this program can help you build your business.

George Hedley CSP LPBC
Certified Speaking Professional
Licensed Professional  Business Coach
Author of ‘Get Your Business To Work!’

 HARDHAT Presentations
Hardhat BIZCOACH
– Helping Entrepreneurs & Contractors Get Their Businesses To Work!

     Email:  
gh@HardhatPresentations.com
Website:
www.HardhatPresentations.com

Re-View, Re-Do & Re-New

12 Steps To Re-Vive Your Business (Part 1 of 4) 
Re-Bound | Re-Start | Re-Balance 

It’s the start of a new season for your team. Over the last several years your team has won more games than it has lost but it still hasn’t won a league championship. Always close but never the premier team that every other team aspires to become. Your team owners are a little frustrated with your performance and want a winner. Second or third place won’t cut it much longer. Your stockholders want a better return on their investment and are threatening to replace you if major changes aren’t implemented and things don’t get better fast.

As you reflect on your company’s past successes, challenges, and failures, how was your performance? Would you have won a championship with your business strategies, managers, players, training program, systems, and plays? Now it’s the start of a new season and you want to become the best team in your league. Should you call the same plays with the same players? Should you keep the same management team and use the same strategy? Should you play the same game with the same equipment?

Think of the premiere teams in sports history. They include the Boston Celtics from 1959 thru 1966, the Green Bay Packers from 1960 to 1968, or the New York Yankees almost every year since 1922. What sets them apart? In almost every great winning professional or college sports organization is a tough, focused, decisive owner or coach. These winning leaders are not afraid to make tough decisions, change their strategies, move players around, replace poor performers, try some new plays, and surround themselves with the best management team in the business.

What do winners do at the start of every season? They RE-VIEW their past performances and analyize what changes are needed to become better over the next season. They rate their strengths and weaknesses, weigh their current situation, and look at their competition. Then they decide what changes they need to make. Now it is your turn to be a championship winning coach and build the best company in your marketplace. What do you need to RE-DO?

1. Re-Bound!
First and foremost, complaining about your competition, customers, employees, or the economy won’t win any games. It only makes things worse and demoralizes those around you. Do you think winning coaches talk about all the reasons they can’t win enough games? No, they get focused on the positive things they can do to build a winner. I am so tired of listening to poor business performers talk about how bad it is. No wonder they can’t build profitable companies, get customers to hire them, encourage their people to perform at a higher level, or grow their business. They are the problem. They focus on the negative instead of the positive. In order to build a winner and achieve bigger results than your past performances, look for opportunities to improve your company, change how you do business, leverage your time, motivate your team, call new plays, find new players, and RE-BOUND at a higher level.

2. Re-Start!
Forget about how you’ve done business in the past. It wasn’t good enough then and won’t give you the results you want in the future. In order to become the best and most profitable company in your market, start with a clean sheet of drafting paper. What would a winning team look like? How would it be organized? What would be your role? What type of customers would it serve? What type of projects would it specialize in? Would it sell low price and be at the mercy of its’ customers to decide if it gets new work, or would it create a service that customers seek, want, demand, and pay top dollar for? Business owners get stuck in their own rut doing business the same way with the same customers expecting things to change. Be a winning coach. Don’t be afraid to RE-START by changing your line-up, plays, strategy, and how you run the team.

 3. Re-Balance!
Do you remember the reason you went into business? To build a profitable company that works without you doing all the work, is organized and in control, and run by your management team. The end result of your risk taking should be freedom and wealth. Not hard work and little money. Never forget the main reason for owning a company is freedom and time to enjoy the benefits of business ownership. Put yourself first, not your customer or employees. You can’t serve customers well unless you are refreshed, healthy, and full of energy.

Dedicate time to RE-BALANCE your life and daily activities. Find time to do what you enjoy doing outside of work. Block out Friday afternoons for your hobby, or Tuesday mornings for time with your family, or Wednesdays for community or charity volunteer work. If all you do is work, what’s the point of owning a company? Don’t miss out on the benefits of hard work and taking business risk.

Charge Higher Prices!

The long term solution to achieving your ultimate goal to earn more and work less is to charge a higher price for your services and products. When you charge higher prices, you will also make higher gross profit margins. This will create more money to spend on an excellent empowered management team and full charge trained employees. It will allow you extra cash to invest on improving your operations, finances, accounting, marketing, sales, and customer service. In order to charge more, you must strive to become the leader in your market. Back to FedEx as an example. They are the market leader and get more for the same service as their competitors.

Your customers must be willing to pay your company more for products or services than your competitors. Therefore you must offer something different than your competition like more value for the same price, a unique different delivery method, or additional value-added services. Take a moment and describe 5 things you can offer customers which will allow your company to charge a higher price than your competitors:

1. ____________________________
2. ____________________________
3. ____________________________
4. ____________________________
5. ____________________________

As an example, a commercial general building contractor can continue to bid projects to developers per plans and specifications and get awarded the contract if they are the lowest responsible bidder. Or they can negotiate the project at higher prices than their competitors if they offer additional valued or unique services. What can this general contractor offer or provide to encourage potential customers to award them contracts at a higher price?

  • Total development management from concept through completion
  • Design-build architecture & engineering
  • Guarantee no plan omissions, conflicts or mistakes
  • Assist in securing project financing
  • Find equity investors for the developer
  • Prepare overall project budget & investment pro-forma
  • Obtain all City approvals and permits required
  • Obtain all utility company approvals
  • Complete interior design services for tenants
  • Guarantee no change orders
  • No mark-up on change orders
  • Guarantee faster move-in & occupancy date
  • Guarantee no punch-list or defects
  • Full time superintendent with college engineering degree
  • Project manager certified in construction management from the Construction Management Association
  • Project accountant certified from the Construction Financial Management Association
  • Monthly service for one year on all building components
  • Site and landscape maintenance for one year

I know what you’re thinking. ‘We don’t get paid for all of those extra services so how can we offer them?’ Continue to do business the same way, offer exactly the same as your competitors, and continue to struggle to make any real net profit margin. Is the Ritz Carlton cutting back on services or doing whatever it takes to give the customer more than they expect?

What can you do to charge more?

To offer additional value-added or different services than your competitors takes more intensive customer or project involvement, strong company management, and a better trained staff. But it will set your company apart from your competitors. What do you have to do to be different?

  • What five things are most important to our clients?
  • How are we doing on each?
  • What is the evidence of our performance?
  • Do any competitors do it better than us?
  • What can we learn from them?
  • How can we do things better?
  • How can we set our company apart?

Are willing to do what it takes to offer more in-depth value-added services which will get your customers to pay more for you’re your company than your competitors?

Develop loyal customers who will pay more!

Another way to differentiate your company is to have incredible loyal customers who deeply trust you and your company. And because of this trust, they know you’ll do a better job than any other competitor in the marketplace. Quality customer relationships will cause customers to be loyal and only want to do business with your company. This type of relationship takes time to cultivate and a commitment to spend lots of time with valuable customers. Providing good work will not set your company apart from your competitors as they also try to do a good job. Developing and building trust takes a concentrated systemized effort and program. It requires a written plan and includes dedicating regular time to take customers to lunch, attending sporting events, fishing or golfing, weekend trips, and sending thank-you notes and gifts on a regular basis. To carve out the time to build loyal customer relationships requires you to free up 33% of your time. To do this you’ll have to improve your company, management team, systems, operations, and service. Are you willing to do what it takes to build customer relationships in order to increase your profit margin and get what you want?

When your company works and delivers what you want, you feel great. Your company is running on all cylinders. Building your business and making money is easy. Customers want what you offer. Your company doesn’t rely on your constant input and direction to deliver a big net profit margin and sales. Your bank account is growing. Your investments are spitting out lots of monthly cash-flow. Your managers and employees are happy and humming. You walk faster and lighter on your feet. You are excited about going to work because you aren’t bothered with the little details that bog you down. You have pride in what you do and want to accomplish more. Your family is also happy as they get to spend more quality time with you. And your are living a significant life with extra time to enjoy and money to give back to others. Stop making excuses and settling for less than you can accomplish. Take this challenge to move beyond mediocrity. Do what you must do to earn more, work less, and live the life you want.

Measure and Aim For What You Want!

Measure what you want!
Without numbers to track, it’s like playing baseball in thick fog. You continue to play ball and try your best. But in the fog, you can’t see past first base, where the hits go, or read the scoreboard. This lack of information makes the game rather challenging, perplexing, and dull because nobody knows how they’re doing or who is winning or losing. Without knowing the score, what’s the point?

Measure what’s important to you. Paying your bills, invoicing customers, and keeping your checkbook balanced isn’t enough to get ahead or be the best at what you do. In everyday life, you measure your weight, blood pressure, miles per gallon, the Dow Jones average, who won the football game last Sunday, or the dollar amount on your paycheck. What measurement indicators will tell you if your business is on track, serving your customers, achieving your goals, building wealth, or enjoying your life? Here are some numbers to track and indicators which will tell you if you are building an excellent company:

– Annual taxable business income & profit
– Company Net worth & equity
– Personal net worth annual growth
– Annual income from investments
– Annual company profit margin growth
– Sales from new, loyal & repeat customers
– Profit from new, loyal & repeat customers
– Customer complaints & referrals
– Employee turn-over & training
– Personal time off & vacation days

Aim at what you want!
Start with what you want to accomplish. The number one stress business owners experience is from not knowing where they’re headed. What do you want and where are you headed? Next, how will you achieve your goals? If you depend on hard work to deliver what you want, you’re going to be disappointed every time. Then set up a measuring system to keep track of your progress towards your targets.

For example, if you want to increase your net profit margin, there are many things you can do. You can lower your overall cost of doing business, increase your sales, or charge a higher price for the services you offer. At first glance, most business owners focus on cutting costs. This is futile and won’t work over the long haul. With lower expenses as your solution, you won’t be able to hire better people, add more services for your customers, do the little things that make customers want to give you more work, or help you reach you ultimate goal of more time off or freedom.

The second choice is usually to increase your sales volume by proposing on and winning more business opportunities. Winning more work should increase your total gross profit, but will keep you working at an even faster pace to accomplish the additional projects you have to manage. This is like running on a treadmill faster and faster going nowhere. This won’t move you towards your goal of earning more, working less and living the life you want. But it will keep you busier – is busy what you want?

Expand your business expectations. Learn how to measure your success.
Join me at Profit Builders Academy 2 Day Bootcamp

PROFIT BUILDER CIRCLES ACADEMY
2 DAY BOOT CAMPS!
APRIL 14 & 15, 2011, OKLAHOMA, OK
MAY 19 & 20, 2011, NEWPORT BEACH, CA
FOR A COMPLETE 18 PAGE BROCHURE
& REGISTRATION FORM EMAIL GH@HARDHATPRESENTATIONS.COM

Where are you headed?

Are you really ready to hit your goals, earn more, work less, and live the life you want? It would be crazy to board an airplane without a flight plan or destination. Or try to swim upstream in a rapid rushing river. Or drive a car blindfolded. But this is how most business owners run their companies. They don’t have a specific destination or road map to get where they want to go. They work as hard and as fast as they can trying to make headway against all odds. And they don’t know where they’re going. This causes frustration for the owner, managers, and employees who try to fly faster, make a lot of waves, and go around in circles.

You know what you need? You need something to shoot for. You need a goal. Here’s a goal you have been striving to reach for years: Keep doing more! When you keep doing more, you stay busy and never run out of things to do. That’s like being capsized in the middle of the ocean aboard a small rescue dinghy and the captain keeps yelling: ‘Paddle faster!’ Never mind where you’re going. Never mind if you’ll ever reach land. Just paddle faster until you run out of food, water, or energy. And then you’ll die worn out, tired, and broke.

Why do you need specific direction? In order to achieve the results you want, you must know where you are going and why.

“If you don’t have specific written targets and goals,
you’ll never have to admit you’re a failure!”

You can continue living the lie, staying busy, and offering excuses about your progress. You’ve heard all the excuses: ‘It’s the economy, bad employees, lousy customers, cheap competition, or some other problem out of your control.’ Or you can decide to stop making excuses and do something about your condition and future priorities and plans. In order to get your business to work, earn more, work less, and live the life you want, what will you have to do to improve your:

– Sales Volume
– Profit Margin
– Market Share
– Cash-flow
– Wealth
– Effectiveness

To achieve your targets and goals, you will have to make major changes how you do business and strive to be the best in your market. At FedEx, flawless service is the NORM, not the goal or the exception. Walmart expects NO mistakes from its suppliers! If their suppliers don’t make it easier for Walmart, they go elsewhere! To be the best, you’ll have to improve your company operations, systems, management, administration, employees, estimating, pricing, marketing, sales, and service. Take a hard look at how your company is doing at your sales, profit margin, market share, cash-flow, wealth, and effectiveness. Do you, your managers, or employees specifically know? What numbers are they aiming at? Numbers tell you how well you’re doing. You will need a new set of measurable standards to see if you are improving, on track, and headed towards being the best in your class.

Mediocrity Is Not An Option! Earn More, Work Less, Live Life!

Business owners want their companies to deliver the results they want. Do you know what you want? I’ll bet at the top of your ‘want’ list is more money, more freedom, more time off, more wealth, and more fun! You want to build the best company in your marketplace that makes more net profit than your competitors, has excellent managers who run your company, loyal customers who give you most of their work at your price, allows you to build equity, generates passive income, and gives you several months off every year to enjoy your life.

But do your everyday actions, activities, and priorities deliver what you want? Probably not. Most continue to do the same destructive things which keep you from ever achieving your dreams and reaching your goals. You continue to hire the wrong people for the wrong reasons and don’t have a training program to allow them to perform at their best levels. You try to save as much money as possible by controlling every purchase, delivery, and installation instead of focusing and investing in marketing, sales, and building customer relationships. You continue to win business by offering the lowest prices instead of providing more value or services than the minimum required to keep your customers somewhat satisfied. You get projects and tasks completed with your constant supervision, micro-managing, and telling managers and employees what to do instead of utilizing written systems and guidelines for your people to follow. You are the business and won’t let go, delegate, or empower people to make decisions without your input or approval.

Is your company mediocre?
Are you really willing to do what it takes to get your business to work the way you want it to? Or are you stuck, afraid to make a move, unsure what to do, unwilling to try new things, not able to trust your people, and comfortable with mediocrity. Mediocrity is owning a company that makes little or no net profit, competes on price, doesn’t have a unique differentiating factor from their competition, and doesn’t deliver what the business owner wants. Are you satisfied with being mediocre, average, achieving less than your potential, and continuing to struggle to keep it afloat?

OR, do you want to:
-Be the industry leader in your marketplace?
-Sell more than low price to win customers?
-Make lots more money than your competition?
-Have the best people run and manage your business?
-Be the owner instead of the overworked boss?
-Generate lots of passive income from your investments?
-Have plenty free time to enjoy family, friends, and fun?

I believe the decision is easy.
You just have to decide to make it, and move towards it.

Do you need help moving your company from mediocre to exceptional?  Email me for a FREE 30min phone consultation and let’s see where we can begin making improvements to grow and strengthen your business. Email me at: gh@hardhatpresentations.com with 30min Coaching Session in the subject line of your email.