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 ...

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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, ...

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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 ...

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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 ...

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Owner’s Salary v. Profit

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I had this conversation again.

The owner’s salary is not profit. And the owner’s salary shouldn’t come out of profit.

If the owner works in the field, her salary comes from the cost of sales just like any other crew ...

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Going for cheap

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In our industry, the company trying to win every project with the lowest price is often the one who goes out of business.

Or arguably worse, stays in business, and struggles and stresses every week to keep things going, ...

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Does your pricing work?

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what pricingLast week I worked with four different contractors and people in two different programs and discussed pricing.

Oh my.

Contractors, can ...

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Your Operating Plan – An Important Management Tool

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Operating Plan SnippetWe’re not even halfway into 2018. And baseball season is just getting underway (and ...

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The most expensive contractor (part 4 of 4)

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This is the last of a 4-part series on pricing from Mike Gorman. It costs more to deliver quality work. If it costs more, you should charge more.

How Does This Fit Together?

A lot ...

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The most expensive contractor (part 3 of 4)

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This is Part 3 of a 4-part series on pricing from Mike Gorman. It costs more to deliver quality work. If it costs more, you should charge more.

Building Your Estimate

The starting point of ...

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