Finally, installation instructions for your business!

The P process

Lately it’s become obvious that many contractors (and other businesses) are failing in the face of today’s economy. You may have noticed that those who do succeed typically aren’t the most gifted technicians or the fastest mechanics, but the best at grabbing the attention of prospects and turning them into clients (think 4 P’s; position, price, propose, profit).

The processes we create for putting ourselves in view of prospects (position), determining a fair price (price) and convincing prospects to become customers (propose) are not unique to our business or our industry. These processes are immediately visible to prospects. Prospects ultimately choose to become customers (or not) largely depending on the how well these processes work. When prospects make the right choice, profits follow.

The P process--Level One

Instead of looking for solutions to correct our obvious shortcomings in the 4P’s we will attend training on technical topics. We will spend thousands of dollars on tools, vehicles and equipment with hopes of speeding up production. At the same time we shy away from spending a fraction of those dollars to create or enhance the 4P’s.

We should be focusing on the 4P’s to reach a basic level of success. A contractor should be able to manage the 4P’s as easily as he or she can manage to drive a nail or conduct a blower door test. This level of proficiency may be the perfect place for the contractor who wants to get better but not necessarily bigger. It definitely is not the stopping point for the contractor who wants to get better and bigger.


To help you reach Level One, I will provide you with the tools and guidance to put the proper processes in place to create cash flow. Tools will include videos, materials, personal consulting, a web forum linking you with Mike and others who have or are studying the materials you are implementing at the time. If your intention is to manage a business of less than $750,000 to $1,000,000/yr (depending on your personal capabilities) the four processes involved in Level One may be as far as you need to go. Contractors who reach this level will have the following processes operating in their business;

P1—Position; You will have various ways to put yourself in a position to be seen, heard or otherwise noticed by the kinds of prospects you are seeking.

P2—Price; You will have the ability to quote your prospect a price on your first visit to the home the majority of the time. When that is not possible you will be able to negotiate a design/build agreement and begin getting paid on the first visit.

P3—Propose;  You will be seen as a wizard on your first visit to the house and understand how to educate your prospect so that they make the right choice of contractor—you. This includes being able to propose that they sign a contract or a design/build agreement on the first visit. You will be able to accomplish this not through high-pressure tactics, but rather by presenting information to them in such a way that it is easy for them to reach the right conclusion.

P4—Profit;  When the processes of position, price and propose are working correctly, profits follow. You’ll find yourself wondering where profits might be leaking out of your business. At this point the process for tracking and conserving profits through Job Cost Accounting is necessary. Man-hour tracking will help to define possible inefficiencies in the business.

Level Two Contractors Must Manage Cash Flow

Level Two contractors are growing (by design) and will find themselves continuously installing processes in their business to manage the cash flow created in Level One. Once again I will provide you with tools and guidance needed to have the following processes operating in their business.

The P process--Level One and beyond

P5—Produce

Hire, train, delegate, develop depth of crews, train and cross train. At this point, management should be able to predict costs with more than a hit or miss approach. Production workers should be compensated for more or less efficiency.

 

 

P6—Provide

Create family-sustainable jobs with benefits and future opportunities. We’re talking benefits, profit sharing, open-book management, improvement in your break-even point and more.

P7—Predict

Be able to predict what’s going to happen next month or next year-- forecast what the market really wants that it isn’t getting. Look down the road to see what’s coming. Look around for new opportunities.

 

 

P8—Prepare

Are you ready to escape, diversify, change your position?

 

 

P9—Pass it on

Time for you to step back a little; step aside, pass it on or otherwise retire, remove or distance yourself from day to day activities.

P10—Play

No instruction necessary. What is it that you always wanted to do but never had the time or money to make it happen?

WIIFM (What’s In It For Me)?

It should be obvious by now whether putting ‘The P process’ to work in your business could solve problems and create opportunity. This is not an overnight process, but rather a measurable series of steps that can lead you to solutions at your own pace. You choose—a cram course (not the best approach), or a thoughtful process (recommended).

First, you choose a solution to fit your needs and your comfort zone. Then we set the entire process to work within your budget.

What makes my approach different than others you might have seen?

1. My processes tell you not only how, but why. It is no accident that my books and seminars are consistently well received because of relevant, understandable content.

2. My experience with “accelerated learning” techniques has taught me how to bypass short-term memory and plant my message in long-term memory.

3. I tailor my services to suit your needs. Together we’ll study your situation and decide where to start and how to proceed.

You might have thought

opportunities like this

 were out of reach financially.