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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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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Grow leaders: ask your team questions, let them solve problems

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Do you want a high performing team? One important step to take is to stop doing their work for them.

For many managers, the first inclination is to tackle every problem. And if an ...

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Building Quality with Intention

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Quality - Foster QuoteQuality doesn’t come from an inspection after the work is done. Instead, it is built in, from the beginning.

It ...

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Don’t let sunk costs rule your business

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Watch out for the sunk cost trap.Contractor: “I hate our new CRM system system.”

Me: “What don’t you like about ...

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Opportunity with a First Call Close

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Many home performance contractors, and even a surprising (to me anyway) number of HVAC contractors, have a multi-visit sales approach, or its evil cousin where a proposal is sent to the potential client some time, some long ...

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6 Ways to Screw Up Hiring a New Sales Person

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Following on yesterday’s post about good people in the industry, I wanted to talk a bit about hiring.

I’m working with a few contractors who are looking for additional sales staff right now.

Hiring ...

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Thanks for the people

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RR quoteOne of the great things about this industry is the people I’ve had the chance to work with. And hope to work ...

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