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Ken Thomas from Envisor Consulting talks about how to grow your landscape or lawn care business from its infancy or adolescence to a thriving asset.
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The Millionaires’
Club“How to Build Value”
Ken Thomas
Envisor Consulting
Growth
Start Up
Adolescence
Maturity
Succession& Decline
LIFE CYCLE OF A BUSINESS
Growth Adolescence MaturitySuccession & Decline
•Structure
•Management Style
•Culture
•Profit/Cash •Focus
•Challenges
•Risks
LIFE CYCLE OF A BUSINESS
Maturity- The company we dreamed of!
Where owners can step away for a period of time and the company will perform as well or better than if they were there!
Maturity
Clear Vision
and Strategy
Empowered
Teams
SOPs
Key Metrics
Growth
Maturity Succession & Decline
Start Up
Adolescence
LIFE CYCLE OF A BUSINESS
“ From Lucky To Smart”
Chester Cadieux
Building Value in Your Business
• Become a Different Kind of Leader
• Develop a Winning Team
• Develop A Standard Production
System
Right People/ Right Seat
Accountin
g
Admin
GOOD PEOPLE
Your Company’s Greatest Asset
TEAM
IF YOU THINK HIRING PROFESSIONALS IS EXPENSIVE, TRY HIRING AMATEURS
I HIRE PEOPLE BRIGHTER THAN ME AND GET OUT OF THEIR WAY Lee Iacocca
FIRING IS NOT SOMETHING YOU DO TO SOMEONE: FIRING IS SOMETHING YOU DO FOR SOMEONE
RIGHT PEOPLE- RIGHT SEAT
HIRE SKILLS AND CHARACTER FIRST
BACK GROUND CHECKS
SOP’S – ALLOW ORDINARY PEOPLE
PERFORM AT EXTRAORDIARY LEVELS
PENNY WISE AND POUND FOOLISH
PETER PRINCIPLE
HIRE SLOW FIRE QUICK
CELEBRATE SUCCESS
DEVELOP A WINNING TEAM
POWER OF PEOPLE
"Knowing others is intelligence; knowing
yourself is true wisdom. Mastering others is strength, mastering yourself is true
power." —Lao Tzu
POWER OF PROFILING
D i S C D i S C
* *
* * *
*
*
*
D i S C D i S C
* *
* *
*
* *
*
DRIVER STEADY
INFLUENCE COMPLIANT
PURPOSE
SYSTEMS/
Standard Operations Procedures
“ Allow Ordinary People to Perform at
Extraordinary Levels”
PEOPLE /
Your greatest Asset
SALES-LOADALLCLIENTDATAANDCOSTBASEDESTIMATEINTO
PROBUILDTEMPLATE.PRESENTTOCLIENT-REVISEANDFINALIZE
ESTIMATEBASEONFINALPROPOSAL
ADMINQBLOADJOBSETUPBUDGETSETUP
SOLDINPROPOSALLOGSETUPMPSS
SETUPEFILEONSERVER.NOTIFYPRODUCTION
PRODUCTIONSCHEDULE-PRECONSTRUCT
SETSCHEDULEPURCHASEMATERIAL
TRACKLABORMANAGESUBS
RUNWEEKLYOPSMEETING
SALESMANAGECLIENT.SETUPSUBS
AESTHETICCONTROLCHANGEORDERS
INVOICERECONCILIATION
ADMINTRACKJOBCOSTS
PAYSUBSISSUEPO'SRECONCILEANDPAY
DIRECTCOSTSINVOICECLIENT
RECORECO'SQBANDMPSS
PRODUCTIONNOTIFYSALESOFJOBCOMPLETION
JOBCLOSEOUTCHECKLISTREVIEWJOB
COSTSANDADJUSTFUTURE
SALESATTENDJOBWALKWITHOPS.
SETCLOSEOUTWITHCLIENTAPPROVE
JOBFORFINALINVOICEDELIVER
FINALINVOICE
ADMINFINALIZEALLPAYABLES
ANDINVOICINGCOLLECTFINALPAYMENT
RECONCILEJOBCOSTSDISTRIBUTE
FINALJOBCOSTS
TYPICALSALESCYCLE
ADMINLOADPROPOSALINPROPOSALLOG
PRODUCTIONREVIEW
SALES-SIGNEDCONTRACTANDDEPOSITTOADMIN
DESIREDOUTCOMESOFSYSTEM:
*EXTREMELYSATIFIEDCLIENTS*HAPPYEMPLOYEES*PROFITABLE
SoldESTIMATING SOLD WORKINPROGRESS JOBCLOSEOUTDESIGNLEAD
ADMIN-TAKELEAD.LOADINTOLEADTRACKINGDATABASE.NOTIFYSALES
DESIGN-DEVELOPCONCEPTPLAN.MAKEANY
REVISIONS
SALES-RECEIVELEAD,SCREENANDSHCEDULEAPPOINTMENT
CLOSEDESIGNANDORSETUPNEXTMEETING
SALES-PRESENTPLANTOCLIENT.DISCUSSREVISIONS.
SETUPFINALMEETING.
PRODUCT DELIVERY SYSTEM
DESIRED OUTCOMES OF SYSTEM:
• EXTREMELY SATIFIED CLIENTS
• HAPPY EMPLOYEES
• PROFITABLE JOBS
LEAD ESTIMATING SOLD WORKINPROCESS JOBCLOSEOUT
WHATDOYOUSELL?MENU
COSTBASEDESTIMATESSTANDARDESTIMATINGSYSTEMANDTOOLDOWNSTREAMDELIVERABLES
JOBSETUPSCHEDULES-
QUALITYCONTROLACCOUNTABILITY
CONTRACTSCOPETERMS-$JOBPACKET-"StartClean"
CLIENTCOMMUNICATIONACCOUNTINGCOMMUNICATIONJOBCLOSECHECKLISTCOLLECTREVIEWANDACT"FinishClean"
PRODUCTDELIVERYSYSTEM
LEAD ESTIMATING SOLD WORKINPROCESS JOBCLOSEOUT
WHATDOYOUSELL?MENU
COSTBASEDESTIMATESSTANDARDESTIMATINGSYSTEMANDTOOLDOWNSTREAMDELIVERABLES
JOBSETUPSCHEDULES-
QUALITYCONTROLACCOUNTABILITY
CONTRACTSCOPETERMS-$JOBPACKET-"StartClean"
CLIENTCOMMUNICATIONACCOUNTINGCOMMUNICATIONJOBCLOSECHECKLISTCOLLECTREVIEWANDACT"FinishClean"
PRODUCTDELIVERYSYSTEM
LEAD
WHATDOYOUSELL-Whatisyouroffering?MaintenancevsConstruc onCommercialvsResiden alLEADQUALIFICATION-QUALIFYALLLEADSBASEDON:
SalesStrategy CurrentBacklog ResourceCapacity
"Wedoanythingforanybodyisnotsustainable"
PRODUCTDELIVERYSYSTEM
SOLD
APPROVALS- StandardizedApprovalProcessClientExpecta onsContractReview-ProductScopeandPaymentTerms
ROUTING-"StartClean"StandardizedJobPackage"
Graphics ClientSummaryInforma onEs mate JobPlan
DepositTerms
SETUP-Pre-ConstructProcess
TYPICALSALESCYCLE
ESTIMATING
COST BASED-Cost X's Gross Margin MarkupMarkup reflects overhead budget recovery
STANDARDIZED ESTIMATING - Develop standardizedestimating process utilizing operational values and a standard automation method (TOOL)
DOWN STREAM DELIVERABLES- Document and produce standard deliverables for accounting and production. (Billing information and material and labor budgets)
PRODUCT DELIVERY SYSTEM
SOLD
CONTRACT SCOPE
TERMS - $
JOB PACKET- "Start Clean"Graphics Client Summary InformationEstimate Job PlanDeposit Terms
PRODUCT DELIVERY SYSTEM
MOST OF YOUR MONEY $ IS MADE BEFORE YOU EVER
GET TO THE JOB!
Work In Progress
JOB SET UP
SCHEDULES-Forecasting; Logistics- Job Plans
QUALITY CONTROL - ACCOUNTABILITIESClient
QualityCosts
PRODUCT DELIVERY SYSTEM
Job Close Out
CLIENT COMMUNICATION
ACCOUNTING COMMUNCATION
JOB CLOSE CHECK LIST
Pre Close - No Go Backs!
COLLECTION
REVIEW AND ACT Job Costs; Feedback for Estimiang, Sales and Produciton
SALES-LOADALLCLIENTDATAANDCOSTBASEDESTIMATEINTO
PROBUILDTEMPLATE.PRESENTTOCLIENT-REVISEANDFINALIZE
ESTIMATEBASEONFINALPROPOSAL
ADMINQBLOADJOBSETUPBUDGETSETUP
SOLDINPROPOSALLOGSETUPMPSS
SETUPEFILEONSERVER.NOTIFYPRODUCTION
PRODUCTIONSCHEDULE-PRECONSTRUCT
SETSCHEDULEPURCHASEMATERIAL
TRACKLABORMANAGESUBS
RUNWEEKLYOPSMEETING
SALESMANAGECLIENT.SETUPSUBS
AESTHETICCONTROLCHANGEORDERS
INVOICERECONCILIATION
ADMINTRACKJOBCOSTS
PAYSUBSISSUEPO'SRECONCILEANDPAY
DIRECTCOSTSINVOICECLIENT
RECORECO'SQBANDMPSS
PRODUCTIONNOTIFYSALESOFJOBCOMPLETION
JOBCLOSEOUTCHECKLISTREVIEWJOB
COSTSANDADJUSTFUTURE
SALESATTENDJOBWALKWITHOPS.
SETCLOSEOUTWITHCLIENTAPPROVE
JOBFORFINALINVOICEDELIVER
FINALINVOICE
ADMINFINALIZEALLPAYABLES
ANDINVOICINGCOLLECTFINALPAYMENT
RECONCILEJOBCOSTSDISTRIBUTE
FINALJOBCOSTS
TYPICALSALESCYCLE
ADMINLOADPROPOSALINPROPOSALLOG
PRODUCTIONREVIEW
SALES-SIGNEDCONTRACTANDDEPOSITTOADMIN
DESIREDOUTCOMESOFSYSTEM:
*EXTREMELYSATIFIEDCLIENTS*HAPPYEMPLOYEES*PROFITABLE
SoldESTIMATING SOLD WORKINPROGRESS JOBCLOSEOUTDESIGNLEAD
ADMIN-TAKELEAD.LOADINTOLEADTRACKINGDATABASE.NOTIFYSALES
DESIGN-DEVELOPCONCEPTPLAN.MAKEANY
REVISIONS
SALES-RECEIVELEAD,SCREENANDSHCEDULEAPPOINTMENT
CLOSEDESIGNANDORSETUPNEXTMEETING
SALES-PRESENTPLANTOCLIENT.DISCUSSREVISIONS.
SETUPFINALMEETING.
PRODUCT DELIVERY SYSTEM
DESIRED OUTCOMES OF SYSTEM:
• EXTREMELY SATIFIED CLIENTS
• HAPPY EMPLOYEES
• PROFITABLE JOBS
Building Value in Your Business
• Become a Different Kind of Leader
• Develop a Winning Team
• Develop A Standard Production
System
The Millionaires’
Club“How to Build Value”
Ken Thomas
Envisor Consulting
