The Cost of Turnover I’ve heard horror stories about the cost of turnover in firms, especially smaller firms. It may be one of the least understood and costly aspects of running a small labor dependent business. Estimates have ranged from a month’s salary to a year’s salary. I’m not referring to payouts, I’m referring to the internal ...
A Look Back to Move Forward
“Those who cannot remember the past are condemned to repeat it.” George Santayana Deja Vu Have you ever started writing or documenting how you want something done only to later find a file that was created previously, sometimes years ago, and you realize, “I’ve already done this work.” I think this happens to all of us. The first week of January ...
Episode 48: Service Plan Basics
In this episode Tom’s guest is Chris Smith of The Co Team. Tom and Chris discuss the basics and importance of service plans.
Service Plans – Things to Consider
I have watched as integrators overcomplicate the process of creating a service plan. Answering a few key questions will help to define the framework of your offering and be better able to price it accurately. Keep it simple! Seriously, one page, plain English, one price point (% of System Price), and non-optional. General Timing: Days/Hours of Operation Response Times: Acknowledgement ...
Episode 47: How to convey your value to your clients, builders, architects and designers
In this episode Tom’s guest is Jason Sayen of I Am Sayen. Tom and Jason discuss the best way to convey your value to your clients, builders, architects, and designers.
How to convey your value to your clients, builders, architects and designers
Architects and Designers use documentation to show the client their vision for the project and sets the expectation for the client. It’s also a key piece of information that aligns all of the trades involved ensuring everyone knows what the expectations are and what the end result should look like. Without it, the project will fail. Most integrators only use ...
Episode 46: Website – Picking Channels
In this episode Tom’s guest is Manny Salomon of WWDB Integrated Marketing. Tom and Manny discuss the importance of finding the right channels to market your products.
Picking Channels
Marketing isn’t just about finding who will buy your products. It’s about where you’re searching for that audience. In the age of the internet, that’s become even more important. A generation ago, you could find leads via direct mail, billboards, referrals, door-to-door sales, or advertising (newspapers, television, radio). Now, those possibilities are compounded even further, with email marketing, search engine ...
What will you accomplish in 2023?
And so this is January. And what have you done? Another year over, And a new one just begun. Yes, I borrowed some of the wisdom from the great John Lennon and appropriated it for a new year in business and life. Back in October I wrote a blog suggesting it was a good time to plan for the upcoming ...
Episode 44: Overcoming Objections
In this episode Tom’s guest is Mark Cichowski of Clarity AV. Tom and Mark discuss techniques on how to handle client objections.