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Tag: Business Leadership


How to Adapt to the New Normal

There is going to be a new normal. The economic disruption caused by COVID-19 has caused businesses to either re-examine how they do business or cease to exist. Companies that try to return to business, as usual, will face a harsh reality.   Companies are working to find ways to protect their employees and their businesses. Even businesses that were in the unique position to do well are realizing the gaps in their structure due to outdated and inefficient processes. While some businesses are focused solely on survival, others are taking......

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Far Horizons

Type faster! It’s been three weeks since my third child was born, which means the 24 hours in every day which were already packed full are now even shorter because every two hours, he’s ready to eat (nurse)...minus 30 minutes, then burp, minus five minutes, then poop...well if it’s an explosion, that could subtract off a lot of minutes...and by this time, I only have an hour before he wants to do it all over again. So, in that one hour which used to be two hours, I now sit to......

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Choose High Profitability!

Anthony Iton is an African Canadian who moved to Baltimore in pursuit of a medical degree in 1985. Soon after arriving in Baltimore, he saw the blighted neighborhoods of East Baltimore. He said, “I thought somebody had dropped bombs on the place.” It was an experience and injustice that would drive his future.  Fast forward to the early 2000s. Iton, in addition to his medical degree, had accumulated a law degree, a graduate degree in public health, and taken the position of Public Health director for Alameda County in California. Motivated......

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IAQ Best Practice Success Story

As the COVID-19 inquiries from contractors come in, I am struck by the variety of ways that contractors position themselves as far as IAQ challenges and solutions during the outbreak. And they go from one extreme to another:

  • With all this media attention, MAYBE I should get into IAQ…
  • I’m going to exploit this opportunity to MY advantage… (yes sadly a few)
  • This subject is too sensitive, so I’m going to stop marketing IAQ until it is over…
  • How can I best service my clients with the......

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The IAQ Silver Bullet or Not

Written by Steve Mores I recently spoke with a contractor who asked what appeared to be a simple question: “Don’t you guys have a ‘question sheet’ that I can give my techs to ask homeowners and generate interest in IAQ products?” Well, yes, we have specific questions to ask, but it’s not that simple. We don’t have a “question sheet”, but we train on how and when to get into the IAQ conversation with a homeowner. I’m not sure if I would create this sheet without the technician understanding when, how, and why to......

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Stop Being Busy and Start Being Productive

Written by Todd Liles It’s easy to do the wrong thing too often. Especially when a person is new to management. New managers often fill their day with familiar tasks, as opposed to productive. These tasks give us a false sense of accomplishment. These tasks fill a person’s day but create a problem when it comes to productivity. In an article by the Harvard Business Review, a study of over 1300 managers concluded that “only 47% of their working time is taken up with managerial activities.” The remainder of the time was unproductive time......

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Your Comfort Zone is a Liar...Does it Cause Your Marketing to Miss the Mark?

Written by Danielle Putnam I recently polled 100 contractors about marketing. Out of all who answered the survey, would you believe that 15% responded that they don’t have a clue how to market their companies? Another 15% said they felt stressed about marketing and 31% felt that their marketing was inconsistent. There was only one person that answered the survey that said they felt comfortable with marketing, and even they have room to grow. Let’s face it: marketing freaks a lot of us out. We aren’t comfortable with it, it seems to come with......

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The Cash Calculator - A Financial Model for Your Business

Written by Marc Tannenbaum Many of the contractors we work with are very good technicians. They’re extremely talented at doing the work of the business. Their businesses have grown well, but further growth is now limited by the very thing that has led to their success to date. The owner is typically the best in the business at marketing, selling, and/or installing the services of the business, but is unable to show or teach others how to get the same quality of result that he or she gets when doing this work. “Nobody can......

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Does Your Chatbot Pass the Turing Test?

Written by Lynn Wise The Turing Test was developed by Alan Turing, an English scientist in 1950. It was designed to test the ability of a machine to exhibit intelligent, human-like behavior. To pass the test, a computer would need to be mistaken for a human more than 30% of the time during a series of five-minute keyboard conversations. An aspirational benchmark to be sure, but does this even matter? Don’t most consumers know that they communicate with a machine when they utilize chat, at least at first? If the customer is happy with......

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The Formula for World-Class Results

Written by John LaPlant Owners of businesses are in the people development business. If people cannot grow, there is no scenario where the business can grow. Reliable products and quality repairs are the price of admission to the customer. No consumer in her right mind is going to spend hard-earned dollars on products or repairs that do not work, that fail to get the job done. Successful co-workers do more than get the job done in the technically correct manner.  Growing people requires more than making sure their technical skills are superb.  Growing......

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