INTRODUCTION
TO
Education, Training & Coaching For Contractors
James Graening
The HVAC/R Success System
INTRODUCTION
What is the HVAC/R Success System?
If you still measure success by the hours you spend working. you’re missing the point. Success
today is the time you spend doing what you want. The HVAC/R Success System is designed to give
your business an edge over the competition by bringing effective strategic business planning to your
organization and creating a more balanced and satisfying personal life for you the owner/
contractor.
Our strategic business plan (Game Plan) is developed and designed to give you and your
organization the direction, objectives, goals and action plans it needs for your short-term (6-18
months) and long-term (24-48 months) planning and decision-making processes. An organization
that continually generates a renewed vision of the future has the power to shape its own destiny, the
ability to achieve industry-leading performance, consistently, over the decades.
If you would like to have more time for leisure, family, hobbies and other personal pursuits or if
your organization lacks focus and direction in the new economy, our HVAC/R Success System is
designed for you. Our HVACR Success System provides business owners and managers with short
and long-term plans and a vision for the company. The System is a response to the increasing
expectations of customers and the increased complexity of the HVACR industry
We know that to make a meaningful and positive difference in a company it takes time,
commitment and follow-through. That is the HVAC/R Success System. The HVACR Success
System is a rigorous, focused, highly effective development and implementation Strategic Game
Plan for the “New” Economy.
The HVAC/R Success System involves proven quality principles and techniques and is built on the
FOUR “Keys to Success”, identified for long-term HVAC/R contracting profitability in the 21st
Century. The following “Keys to Success” are listed and managed as Steps in a process.
These FOUR “Keys to Success” make up the foundation for our customized HVAC/R Success
System and our strategic “Game Plans” developed specifically for local market areas and individual
contracting firms.
Our Step by Step Success System involves these FOUR Keys to Success:
(1) Evaluation and Assessment
(2) Planning for Success
(3) Education & Coaching
(4) Implementation
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The HVAC/R Success System is dedicated to not only developing a strategic Game Plan for your
specific market area but we are also dedicated to “Turning Your Strategic Game Plan into
Reality”. The combination of a strategic Game Plan and our follow up Business Coaching support
may be the key to surviving in the 21st century and through a slowing economy.
The HVAC/R Success System discards a great deal of the complexity that has characterized
organizational structures of the past and takes a handful of proven methods that apply to the
challenges faced by today’s HVAC/R Contracting firms. The methods, tools and technologies are
applied within a simple business model known as the HVAC/R Success System.
Many businesses share a need to get more results from the efforts of their people. They need to
manage change in a more effective manner and be much better at identifying and solving problems.
They need to increase profits to move the company to the next level.
However, HVACR industry research indicates that many contractors don’t have a short or longterm “Game Plan” and are overwhelmed by all the technological changes taking place in the
industry. So how do contractors deal with this new economy and what does it take to successfully
compete? THE ANSWER - A STRATEGIC GAME PLAN !!
What is a Strategic Business Plan “Game Plan”
A Strategic Game Plan has some of the same benefits that planning a trip has for your contracting
business. The best benefit from planning a journey is you not only know when you have arrived you also know HOW you got there so you can travel it again and again and again.
Your time is highly valuable and so is your managers’ and employees’ time. With a strategic “Game
Plan”, vision and direction provide that valuable focus your company needs to make critical
decisions and move to the next level. Resources can be allocated effectively and efficiently.
A well developed “Game Plan” cuts to the chase and facilitates a focused presentation that is
powerful and effective. Our Success System is the “nuts and bolts” of managing an HVAC/R
business in the 21st Century, not a theoretical process.
We work closely with you in establishing benchmarks that indicate you are going in the right
direction, define the steps to achieve the benchmark with you, and provide you with trouble
shooting throughout the entire process.
How do You know if your Company needs a Strategic Game Plan ?
Some of the indicators that an organization may be ready for a strategic “Game Plan” include the
desire for:
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Increased Bottom Line Results
Retention of Key Staff who are very expensive to replace and overall reduction in Staff
Turnover
Looking for Better ROI on Time and Money Invested
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Why a Strategic Business Plan?
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Changing environment - Tired of running around in circles putting out fires
Tired of being one step behind the competition – Want to be Proactive !
It’s a family business and need continuity for the next generation
Wiser decision-making
What We Do
Our mission is to transform organizations of individuals into communities of people achieving their
life visions, advancing the success of the enterprise. We provide a Success System and Business
Coaches, not merely new methods and techniques. Our clients engage in a process that allows them
to transform who they are, creating a compelling future for themselves, individually and as a unified
team. Transformation is when people shift from being restricted by their past experiences and
external circumstances to being compelled by an inspiring future of their own design.
A frequently heard complaint about consulting is that people return from training programs with
new concepts and, when faced with on-the-job pressure, revert to old behaviors. Unlike trainers,
who focus on "how to's", or conventional consultants, who provide their advice, our business
coaches focus in three main areas:
1) The commitments that shape peoples actions
2) Masterful implementation of skills for effective leadership, management and coaching
3) Implementation of the strategic Game Plan
Let the HVAC/R Success System guide your organization through the maze of confusion, to the
next level and into the 21st century.
What is the difference between a Business Consultant and Business Coach ?
Be aware, there is a critical difference between a business consultant and a business coach. Many
times a business consultant may tell you the areas that need attention, then moves onto the next
client. A business coach truly works with the organization in turning your strategic Game Plan into
reality.
The coach should assist the company in ensuring that the resources are available to meet the
objectives in the time frame given, and identify external influences that can interrupt or derail the
plan. The coach must also have the skills necessary in developing the organization so that everyone
is pulling the rope together and in the same direction.
Where a business consultant may give you a plan, the business coach helps develop solid action
plans and promotes follow through in accomplishing your strategic objectives and goals. Coaching
is similar to consulting, only in Coaching, the client and Coach work together as a team, toward
your short and long-term goals. You utilize the Coach as a sounding-board, creative partner, tutor,
and mentor toward your goals. A Coach serves as an unbiased professional, someone you can trust
to give honest, direct and constructive feedback-in addition to the implementation of your Strategic
Game Plan.
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Some benefits of our HVACR Success System includes:
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Improved communication and focus on customer service
Increased Bottom Line Results
Retention of Key Staff and overall reduction in Staff Turnover
Better ROI on Time and Money Invested
A system that promotes innovation and accelerates results
Increased effectiveness of recruitment, development and retention of valuable team
members
A more vital business culture – One that fosters entrepreneurial thinking
A Business Coaching and Team Performance management system that provides vision and
meaning for all members
Improved communication and relationships among peers, subordinates, and management
A process to move vision creation and decision making throughout the team, thus ensuring
that team vision and goals are shared
Improved team communication and team effectiveness
Shared accountability for the success of the team
The HVACR Success System offers solutions to the above concerns by creating a coaching
environment where managers and staff learn key skills, develop strategies, and balance the revenue
drive with the personal and professional development side.
The following is a brief overview of our HVAC/R Success System and how they relate to the
development of our strategic “Game Plans”.
Step ONE - Evaluation and Assessment
Initial Assessment and Evaluation – Questions like: Where has your company been? Where are you
now? This includes using The SWOT Analysis – Identifying Strengths, Weaknesses, Opportunities
and Threats and Where would you like to go? Is your current business in a position to successfully
compete? Are you Growing or Dying – We believe if your not planning to grow your business you
will inevitably go backwards in regard to your competition.
In this module we conduct Initial Assessments and Evaluations involving the company leaders,
culture, team building potential and organizational structure. Reviewing your business with a
trained HVAC/R Business Coach is an essential step in giving you the right process to grow your
business. We will identify the issues that affect your company and determine whether the HVAC/R
Success System can help you overcome those issues.
Step One includes self-evaluations, organizational assessments and surveys. After we have an
understanding of your current situation, we will look at where the company is now and where it
wants to be in the future. We then begin developing the overall strategic game plan for the company
that includes, goals, objectives and action plans that are in support of the strategic “Game Plan” and
reflect financial realities.
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The Evaluation and Assessment stage serves to assist everyone involved to examine the key issues
impacting performance and to determine an ideal course for action. Our HVAC/R Business
Coaches utilize individual interviews, document analysis, formal and informal surveys, and specific
evaluations and assessments to build a foundation from which your strategic business plan can be
developed.
It is critical that the Evaluation and Assessment phase also enable us to learn where we might
encounter possible resistance to change across the organization, so that care can be taken to actively
include those with the greatest concerns into the change process.
It is our experience that, without engaging in a thorough Evaluation and Assessment process,
subsequent efforts will most likely fail to achieve their desired potential. This phase may be brief, or
may require more time and resources, dependent upon the issues being addressed. Often, the
Evaluation and Assessment phase brings to light issues that have been hidden from clear view,
issues that may in fact be the cause of poor performance or stagnation. Our Business Coaches work
closely with you to identify and successfully address any issues that emerge in this first critical
phase.
The Evaluation and Assessment Stage includes the following:
Analysis of Your Present Situation
Whether you’ve been in business for 20 years or you're just beginning; the starting point of
developing a strategic Game Plan includes a thorough analysis of where you (and your business)
stand.
This is a time to be brutally honest with yourself. Consider your present financial circumstances.
Exactly how much do you have in the way of personal (and business) assets and liabilities? For the
business, you may work closely with our Business Coaches to make a detailed assessment of your
current financial position to gain some insight and better understanding of how a strategic Game
Plan will enable your organization to move to the next level. You'll also want to take a look at your
personal financial assets, to see how much you can realistically invest in the business (or how much
the business must contribute to your personal budget).
If you're currently in business, you'll want to work with a Coach to create a snapshot of your
organizations activities, personnel, operating methodology, and other non-financial factors. This is
particularly important if the business plan you're working on involves expanding the scope or extent
of the activities that your business performs.
If you personally participate in or direct those current activities, how much time will you have for
the newly planned business idea? How about your employees? Obviously, if you're just getting
ready to go into business, your current situation analysis won't include this type of operational
analysis.
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Assessing Team Performance
What is it?
To best use the full potential of each team member, a manager has to first assess the performance of
each team member. Each team member has strengths and weaknesses that, if identified correctly
can be the difference between struggling to meet deadlines and delivering on-time and under
budget. Each one has their own area of expertise. Not only is the team member good at performing
certain tasks, but he or she enjoys doing them.
Why is it important?
In order to deliver on team assignments, managers have to understand the teams composition and
mental makeup.
Cultural and Change Assessment Tools
This tool asks organization members to comment on several statements. The statements focus on
issues of leadership, accountability, empowerment, teamwork, trust, performance, professional
development, communication, rewards, motivation, customer service and work environment.
Survey respondents are asked to assign two rankings to each statement: the first ranking reflects the
organization’s current performance in this area, and the second ranking reflects the importance of
this factor for the organization’s success. The outcome of this exercise is an understanding of
disparity between where a culture currently stands and the areas where the culture needs to be
strong in order for the organization to be successful.
Cultural Survey Tool
This tool asks organization members to rank 40+ values from "Most Like Current Culture" to "Least
Like Current Culture." When they are finished with this exercise, members are asked to rank the
same values from "How I want our target culture to be" to "How I do not want our target culture to
be."
The outcome of this exercise is an indication of how organization members feel about the current
culture versus how they would like the culture to be. The aggregate statements can then be compiled
to reflect, overall, the dominant culture type within the organization. Culture types all fall within
some dimension of the following areas, though one may be dominant:
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Results Driven
Integrative
Innovative
Caring
Stable
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Your Evaluation and Assessment Checklist
Please use this checklist to facilitate your preparation of the evaluation and assessment phase. If
you need some help completing this information please don’t hesitate to contact our coaching staff
for assistance. Please complete as many of the following questions as you can before the initial
evaluation session.
Action 1: Where We've Been
 Situation Analysis – What is your current state of affairs? This should be an informal
description in your own words.
 What is the history of our organization?
 How have we measured our success?
 What are our most significant achievements in the past two years?
 Are there any pending problems?
 What changes are occurring in our industry, technology, politically, socially, or
demographically that might impact us?
 Who are our primary stakeholders? How might their needs change in the future?
 Who are our competitors?
 Review current values, vision and mission statements. Change as necessary. If you don't
have values, a vision statement, or a mission statement we will help you develop them as we
put your strategic game plan together
 Values - identify
 Vision - a future picture, ideal rather than factual; emotional and inspiring so it creates
energy; sets the direction
Action 2: Where We Are -The SWOT Analysis
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Internal Strengths
Internal Weaknesses
External Opportunities
External Threats
Evaluate your progress towards current goals (if you currently have any written goals).
Identify Key Issues based on this analysis
Action 3: Where We’re Going
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In your own words where would you like to go with your contracting business. Pass it on to
your sons, sell out, consolidate, increase revenue to 2 Million per year, 5 million?
In your mind what does your perfect Contracting Business look like?
How many trucks would you own?
Would you have a retail show room?
Would you take advantage of Internet technologies to improve your business operations?
Would like more leisure time for hobbies, family or golf?
Tell us your dreams and aspirations
Do you think you and your organization would benefit from an HVACR business coach that
helped you accomplish your goals and objectives?
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Step TWO – Planning For Success,
Building a Successful Game Plan
THE FUNDAMENTALS OF A SUCCESSFUL GAME PLAN –. We also help the
team leaders visualize how each step of the game plan works in concert with each other and lay the
foundation for the positive mental approach that will be necessary to develop and implement a
Contractor’s strategic Game Plan for the 21st century
CREATING A HOME FIELD ADVANTAGE – Planning for Success!
The plan includes Proven Skills, Tools and Techniques for Accelerating Individual and
Organizational Development. Are you ready to move your business to the next level? Do you feel
like an employee that is just working day to day with no real vision for tomorrow? Can you get
excited or enthusiastic about new opportunities emerging in the new economy? If you can answer
YES to any of these questions then you are ready to begin Planning for Success. In this module we
will provide you with the tools to create a real Home Field Advantage that can carry you well into
the 21st century. They include learning how to create and establish:
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Service as a foundation for your business model
Service and support with “class” leads to lots of cash
Your “Keys to Success”
Affordable technologies and future products
A successful work environment that attracts good team players
 Change Management – Making Change Fun and Exciting
 Creating the right team environment to capitalize on opportunities
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Step THREE –Education, Coaching
WINNING TEAMS AREN’T BORN – THEY’RE COACHED !! We give you the
tools you need to form effective, motivated work groups. Put this program to work and watch
productivity and profits soar.
Tales from the Playing Field is a bold new approach to business management coaching whose
“fictionalized” format entertains as it educates. It’s fun to learn and study and it offers a commonsense approach to owners, contractors and their managers who wish to maximize the performance
of their work teams, improve profits and boost their own careers.
This Coaching Model shows how to set up winning teams. It’s the first ever program to be
developed using scientific research methods that consistently boost productivity and corporate
profits- and the careers for those who put it into effect.
This new coaching model, developed from a variety of proven principles and
techniques including some original ideas pioneered at a Fortune 100 company.
This coaching model will help you:
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Establish quantitative benchmarks to grow from
Set personal and organizational goals to reach for
Understand the real value of coaching for your organization
Produce measurable and permanent outcomes
Follow-up for significant and long-lasting results
Communicate effectively with the various teams within your organization
Maximize productivity in your teams
Develop your teams
Market your innovative ideas
Maintain credibility in a changing environment
Stand out from the pack and be rewarded
Motivate yourself to be the best coach you can be!!
Our Coaching model delivers outstanding results in: Customer Service, Production,
HR, Sales and Marketing and Administration
We believe that future success depends on the abilities of the people within your organization to
collaborate more than they compete. Knowledge occurs and builds in and through the interactions
that take place among the people in your organization. The HVAC/R Success System can help your
organization build collaborative competency and dramatically improve organizational performance,
enabling you to emerge from your organization's journey a much stronger business owner.
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Organizations achieve high performance when they create a culture that supports and encourages
high performance in all the people that make up that culture. The fact is, most people have an
innate desire to contribute excellent performance.
Have you ever thought about becoming the COACH of your team as opposed to being an owner or
manager of your employees. In this module we will help you create a real team atmosphere that
establishes you and your managers as COACHES not owners and managers. We will help you set
TEAM Profitability Goals because, simply stated, what you can't measure you can't manage!
Progressive leaders recognize that coaching and coaching services deliver tremendous results for
leaders and managers committed to growing and developing their key people in order to stay
competitive. After all, a paycheck isn’t the only thing people want from their jobs.
Our Business Coaches work closely with organizations to help build a high-performance
environment, using well-established Human Performance Technologies* to remove roadblocks to
excellent individual and team performance.
Training & Coaching Modules - Opportunities –
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Team Building
Residential Service Sales
Commercial Service Sales
Marketing Strategies
Technology Solutions
Business Management Development
Finance & Capital Resources
Change Management
TEAM BUILDING - Team Building- Every successful team or business has good chemistry
and our HVAC/R Game Plans help you and your team build successful chemistry. Each of our steps
builds on the next and helps create a real sense of accomplishment that builds team and individual
confidence. When you and your team capture the vision and understand the synergy created by our
Game Plans you will have the profitable foundation you need to succeed in the 21st century.
Maximizing your Profits through Teamwork –Team Management Benefits
include:
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Effective meetings that bring results
All levels contribute to success
Vision, values and goals are understood and met
Effective problem solving and implementation process
Commitment, efficiency and managing change lead to increased profit.
Less employee turnover...MORE FUN
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Individual Growth and Personal Success
Personality Profiles of your Team Leaders – The foundation of success lies in understanding
ourselves and others, then adapting our behavior to help accomplish team goals. For more than
twenty years, the Personal Profile System has helped 30 million people, worldwide, unlock the door
to productive communication and peak performance. Discover and learn how to capitalize on your
strengths and overcome your weaknesses.
Participants in our programs report a reinvigoration in their relationships, confidence, and
effectiveness in every area of their lives.
Personal effectiveness is a function of power, not the power to dominate others, the power to shape
our environment, the power of each individual's word. What is the source of this power: an
individual's environment, their genetics?
We believe that the source of this power is the human spirit. People who are willing to stand for a
purpose that they recognize as a mighty one unleash the power of the human spirit. Access to this
power is the key to breakthroughs in growth and development for each of us.
Participants in the HVAC/R Success System develop a meaningful sense of purpose for themselves
individually which creates the foundation for a more fulfilling life.
Organizational Development
All living organisms grow and change. Where this growth is accompanied by effective learning,
that organism tends to increase its ability to flourish in its environment. The HVAC/R Success
System works to actively promote learning during all phases of involvement with our client's and
their organizations. Development is a continuum, not an end-point. We work with contractors to
integrate people with their processes, processes with the environment, and the environment with
organizational teamwork.
Effective organizations display several important characteristics. First, they operate within, and
endeavor to continuously create, a climate of mutual respect across all levels of the organization.
This respect shows up as significantly improved customer relationships. Customer respect cannot
occur in an environment of disrespect within the organization itself - such disrespect eventually
shows itself to the customer.
Secondly, effective organizations demonstrate an innate understanding that continuous
improvement is paramount, not only in product or service quality, but in operational competency, as
well. Such competency emerges within a continuous learning environment, which cannot be
mandated by decree. Instead, it must evolve through the conscious choice of the organization to
operate as a team, and to create policies that serve to open doors, instead of creating roadblocks.
Our Business Coaches possesses the expertise to assist any HVAC/R organization that desires to
move to higher levels of performance and collaboration, both internally, and with their clients and
customers.
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Organizational Success
People who stand for a vision of the future are compelling and powerful. When an organization
consists of powerful people who see their personal vision being fulfilled by working toward the
purpose of the organization:
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Creativity, not resistance to change, is the norm
Innovation replaces stagnation
Formidable issues are resolved with ease
Teams form naturally across departmental boundaries
RESIDENTIAL SERVICE SALES –
By combining new marketing opportunities and proven service solutions, you will want to train
your in house sales team in the newest technologies and strategies. We introduce, develop and
teach sales people to become completely customer-focused and trained to close your key service
capabilities.
The program includes coaching for residential prospecting, communications, questioning, listening
and presentation skills. By focusing on core service offerings and the key products of your
business, you achieve high sales numbers at better margins.
We have identified and researched new residential business opportunities for those contractors
interested in taking advantage of the emerging new economy. We will help you match up new
opportunities that best fit your local market conditions. In this module we will provide:
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Residential Sales Strategies
New Market Opportunities
Qualifying through Questioning & Listening
The Sales Process
Pricing Strategies
Solid Service & Replacement Agreements
Time Management Skills
COMMERCIAL SERVICE SALES –
This is a complete commercial service sales training and implementation package. Because higher
margins and residual income are a result of commercial service relationships, this becomes the next
logical step in developing a strong service based business! The comprehensive training covers
service sales training from target markets to prospecting to appointment setting and closing.
The program includes the Ten Qualifying Questions to a Positive Decision and the Six-Step Selling
System for commercial sales. We will also deliver new marketing opportunities related to IAQ,
Controls and Building Automation. The inter-active training and CD-ROM ‘covers all the bases’ in
commercial service and retrofit agreement fundamentals. This ‘home run’ face-to-face selling
package includes;
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Selling Strategies
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Target Market Opportunities
Presentations, Proposals & Forms
Pricing Strategies
The Service Sales Manual
It’s important that your “Game Plan” include strategies and tactics that attract the “right” kind of
fans to your game. You can’t afford to attract the wrong kind of fans! You know, the type that
always complains and want something for nothing! This module includes not just ideas but real
sales and marketing plans that support your new “game plan” that we have customized for you and
your market. This module provides plans, ideas, information and details covering topics like:
MARKETING STRATEGIES –
Understanding what your customers really want and knowing your competitors strengths and
weaknesses. This includes Market and Industry Analysis – Knowing your competition,
understanding how the expectations of your customers are changing and how those changes along
with technology are impacting your bottom line. In this module we are providing:
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Market Analysis – knowing your customers
Industry Analysis – how is the new economy affecting your supply chain and technology
impacting your retail products and services
Market Needs –finding market niches that you enjoy and fit your local customers
Market Trends – new products and services
Market Growth – blending new products and services into your existing business
Competitive Intelligence
We conduct studies and identify new products and services that can compliment with your existing
business. We gather valuable information that you can utilize to make intelligent, informed
decisions about the future of your business.
 Your Value Proposition
 Competitive Advantages
 Marketing Strategy
a) Positioning Statements
b) Service and Support Strategy
c) Promotional Strategy
 Sales Strategy
a) Sales Programs
b) Sales Forecast
c) Sales Milestones
-The Importance of Marketing and Advertising as a continuous action not as a concept
-Guerilla Marketing Techniques
-Effective Newspaper and Direct Mail Design
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TECHNOLOGY SOLUTIONS Utilizing the Internet to Make Your Life Easier, Attract and Retain key team players and make your
business more profitable. In this module we actually help you create a Strategic Internet Plan that
compliments the other steps within your “game plan”. Topics include:
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Utilizing the Internet to Make Your Life Easier and Your Business More Profitable
Identifying Your Internet Goals and Objectives
Specific Contractor Internet Solutions and Technologies that work RIGHT NOW!
Developing a Web Site that really compliments your “Game Plan”
Internet Marketing and How it makes all your other advertising more cost effective
Competitive Intelligence - Utilize the Internet to monitor market conditions, competition,
background checks of potential employees and more
Implementing an effective Internet “Game Plan”
BUSINESS MANAGEMENT Establishing a strong management foundation so you can “Win” the game of business even when
things don’t go according to plan. Team Building and bringing out the talents and expertise that
each employee has to offer is the fundamental responsibility of management. As well as team
building and managing day to day operations, management must be coached to develop and
maintain a clear vision of direction and mission for the company. The knowledge and skills to lead
through change, implement a game plan and satisfy personnel needs are all important components
of this module.
Financial Analysis
Accurate, timely financial analysis is vital to your company's growth. We analyze trends to identify
problems and spot opportunities at the earliest stages. Cash flow analysis and cash flow planning
are vital to understanding business operations.
Some businesses maintain poor accounting records. Others keep good records but don't truly
understand what their financial statement says. Understanding Monthly Balance Sheets, Income
Statements and Statements of Cash Flow is imperative to a business' success.
We help establish Vital Statistical reporting that’s easy to understand and provides the measurement
tools that allow us to truly see how the business is doing in a timely, efficient and accurate manner.
We also have Business Specialist that provide HVAC/R business valuation and due diligence
services. We help you understand your financial statements, give assurance that they are accurate
and provide the vital reports that truly show how your company is performing.
Financial Metrics:
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Other topics and materials include:
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Easy to follow business forecasting tools and templates
How to read financial statements for contractors
Office Automation Tools that will make your life easier and help you retain good staff
Planning for People – A “game plan” to attract and retain valuable team players
Cover the Bases in Text – We provide valuable forms and agreements to help you manage
your teams expectations
Develop Your Personnel Numbers – We have pro forma templates to help you develop
your personnel numbers to match your new strategic “game plan”
CAPITAL RESOURCES –
Understanding Contracting Business Financial Statements so you can move your team to the top of
the league- The difference between having a losing season and making it to the playoffs is
understanding the rules of game and how it impacts the win/loss column.
Any time you take on new business opportunities or establish a strategic “game plan” with vision
you have to prepare for the direct and indirect cost associated with these changes. In this module we
will help you identify areas that will be impacted and establish appropriate “action plans” that
provide you with the necessary resources to successfully implement your strategic “game plan”
initiatives.
This includes information and materials covering:
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Important Assumptions
About the Numbers- Key Financial Indicators
Break-even Analysis
The Bottom Line- Projected Profit and Loss
Cash is King- Projected Cash Flow
Projected Balance Sheet
Important Contracting Business Ratios
Low interest Loans to help move your business to the next level
Loan Doctors
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Step FOUR - IMPLEMENTATION –
Even coaches need other coaches and/or mentors to bounce ideas around and help implement new
“game plans” –Don’t be afraid to ask for help! In this module we provide all the tools, resources,
materials and coaching support to help make your new customized strategic Game Plan a reality.
Some of the topics covered include:
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The Game Plan for Contractor
Planning for Implementation
Providing consistent Coaching support to help implement the Game Plan
Making the Plan “Real”
Self-Evaluation Coaching Survey
20 beneficial areas in which Business Coaches can work with you and your team
Clinics, Workshops and Lifestyle Retreats that provide support and momentum for your
leadership team
As the old saying goes “If you don’t have a plan that details where you’re going, any road will get
you somewhere”. Or you could say “fail to plan and plan to fail”.
A strategic game plan is great to have however, it must be broken down into manageable time
periods in which to complete the overall plan. Our approach to achieving the success of your
strategic game plan is to break it down into 6 to 12 month time periods in which your team can
focus their attention.
The plan is then reevaluated at three-month intervals to ensure we are still focused on the objective
and any external forces, such as an economic downturn, can be taken into account and adjusted for
in a timely manner. During this re-evaluation action plans should be examined to ensure they’ve
been followed through on.
Your company’s strategic goals and objectives will be listed on one to two sheets of paper and then
distributed to all persons involved in carrying out the plan. In this manner everyone involved has a
clear understanding of what the goal and objectives are for the company. Also this will help
coordinate team activities and get everyone pulling the company in the same direction.
[email protected]
Call 330.807.6648
Sincerely,
James Graening
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