Are you giving your customers options?

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I’m surprised by the number of contractors who only offer one recommendation. (Or no recommendations, just a report on conditions found!)

I think that’s a mistake. If you’ve done a good job listening to the customer, you’ll have ...

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Home Performance Industry Survey Results

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5-orgs-logosLast fall, with generous support from E4TheFuture, a group of five industry groups, the Building Performance Institute ...

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Moments of Truth

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helping hand up a rockEverything you do is either going to help your marketing or hurt it. Likewise, everything you do is either ...

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Basic Accounting: How much profit did your business make?

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How much money did your contracting business make?

Let’s say a company grosses $1,000,000 per year. After paying all the expenses to cover the costs of the work performed, and the expenses to keep the ...

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Who runs your business? You? Or “the program”?

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At the Helm, N.C. WyethTo say the least, things look pretty volatile on the federal front. Volatile? How ...

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A “sales coordinator” is the foundation of a strong sales program

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425-gc-2008-mikeLeads are very important—indeed the lifeblood of sales and ultimately revenue. And ...

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Energy-Efficiency Program Folks: Do You Understand the Numbers that Drive a Contractor’s Business?

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raft of the medusaWhy is recruiting contractors to participate in energy-efficiency programs often ...

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In Honor of Dr. Martin Luther King, Jr.

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king_splash2“Injustice anywhere is a threat to justice everywhere. We are caught in an inescapable network of mutuality, ...

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Quality, Standards, and…Sales Management

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Roadmap - Northwestern VermontI’ve had the privilege of working quite a bit with John Tooley over the past couple ...

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Selling home performance? Start with what they already know.

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“High-Performance HVAC”, “ACH50”, and the latest digital manometer are cool at a home performance conference. For most people, including most of our customers, though, these concepts are a bit too far removed from their ...

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