The Heart of The Sale

Marilyn Sanford smartPRENEUR Blog Series

Profitable Companies learn how to charge for their services and how to pitch their value.   Value is dependent on internal systems as well as commitment and discipline to support and iterate these systems.   This guides employees through proven processes to achieve predictable and quality results.  By tracking all aspects, especially labor, firms know both their true costs for …

Opportunities hang out in the wrinkles!

Marilyn Sanford smartPRENEUR Blog Series

If you don’t track it, you lose it I recently had a meeting with a builder in my community.   We started to talk about the importance of numbers and metrics when running a profitable enterprise.   He is a leader in his Industry having operated successful and meaningful construction businesses. We discussed my somewhat clumsy and crude business software, …

Achilles Heel

Marilyn Sanford smartPRENEUR Blog Series

Only 35% of Time Gets Billed Years ago, when I was running my Custom Installation A/V Business, CEDIA published some statistics that shocked me.   They had done an indepth member survey and determined that on average only 35% of the time we paid our trades was being billed.   I’m a pretty good numbers person, but realized this wasn’t a …

The True Cost of Labor

Marilyn Sanford smartPRENEUR Blog Series

How Much Are Your Billable Employees Costing? The Situation Experience teaches that customers inevitably value hard assets over labor. Even though we depend heavily on labor to design, manage, fabricate and install systems, the consumer is thinking only of the ‘gear’ they’ve procured and the benefit they anticipate. Often too, consumers push back on post-installation service, believing that for the …

Meet the Faculty: Marilyn Sanford

Marilyn Sanford smartPRENEUR Blog Series

Marilyn Sanford, CEO, Ideator, Co-Founder LincEdge Marilyn is a Professional Accountant. She spent 23 years running trade based businesses, offering Low Voltage Custom Integration solutions to demanding and discriminating customers for high end residences and businesses. She has served on boards, taught in her Industry and is a Fellow of the Custom Electronic Design and Installation Association (CEDIA). Marilyn Co—founded …