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Tag: Business Strategy


I Need You, You Need Me

Jeffrey J. Fox, the author of How to Become CEO, says, “Always be on the lookout for ideas. Be completely indiscriminate as to the source. Get ideas from customers, children, competitors, other industries, or cab drivers. It doesn’t matter who thought of an idea.” What matters is that you are looking for and finding ideas. We find ideas from books, social media, television, movies – the list goes on, but of course, it includes people. Lately, I have been considering my circle of friends, which surprisingly is very small. As an......

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How to Avoid the Cult of the Business Guru

Most businesses are not making the money that they wish. In fact, many businesses are running in deep debt. They have underperforming employees, poor systems and procedures, and pitiful profit margins.  This is a painful situation to be in. In the past, this was also a private situation to be in.  The situation has changed because social media is a powerful storyteller. You can now privately watch all the public “gurus” that claim to be making gobs of money and promise that you can too with their “secret systems.”    Personally,......

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Focus on Your Future Success

Sometimes when things aren’t going according to plan or the way that you would like them to be, it’s often because you have lost focus on what matters. Our busy, hectic lives combined with what is going on in the world around us, sometimes get in the way of what is truly important, and it may be difficult to stay focused. Daily routines, business, and family schedules tend to put us on cruise control while losing focus on what we should or shouldn’t be doing to keep us heading in the......

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Time to Push the Reset Button

If we ever wanted a ‘do-over’ for our industry, this is it. Being classified as an essential business during COVID is giving us the chance to change the narrative of our industry. How we rise to the challenge is on us. Being able to set or reset the expectations for your profession isn’t something everyone is gifted. We need to take this opportunity and create the standards that will become our new normal. One area we need to address is the need for qualified employees. There is an enormous void that needs to be filled.......

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Am I Priced Right for COVID-19?

Ever find yourself wondering, “Am I priced right?” As my attorneys like to say about everything that I ask them, “Well, that depends,” as I roll my eyes and say, “Will somebody give me a straight answer please?” The CEO of Ferrari was once asked how many of a certain type of model he was going to produce. His response? “Exactly one less than the market will want.” Now, isn’t that interesting? We all know Ferrari is a high-end luxury racing beauty, and yet they price based on what their market will bear. And......

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Don't Get Busy

As a Shark Tank TV show fan, I just finished reading Robert Herjavec's bestseller, The Will to Win. Throughout the book, Robert tells stories of his Shark Tank experiences, his love of family, his upbringing, and struggles as an immigrant to Canada when he was eight, and of course, business management - and his perspectives were fascinating. Primarily, the importance of thinking time. Rodney Koop, my business partner, and I are all too often saying to each other, "Schedule thinking time!" So, to read it in print by Robert…well, I......

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Core Competency

In a recent HVAC Service Roundtable Digest, a young struggling contractor, just a couple years into being in business, was asking for some sage advice on running his business. Good questions regarding finances, pay, hiring and firing practices, etc., that we all deal with every day. I applaud this young man for two reasons. First, for reaching out to the HVAC community for advice and mentoring from others. Secondly, readily admitting that his skill set is limited when it comes to running a profitable business. In his post, he mentions, “I'm......

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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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