The Four Sales Questions

The Four Sales Questions

Selling profitable work requires more than just having a good product and good people, it requires a sales strategy. I was reminded of this as I talked to a $10M landscape contractor from the west coast last week, who has more leads than his team can work through...

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Sales Commissions Can Fail in Three Ways

Sales Commissions Can Fail in Three Ways

Sales commissions can fail in three big ways––two are somewhat obvious, and one is hidden and does damage if unnoticed.  Before you even consider setting up a commission plan, you have to be ready for the culture change it brings. Commissions can be very “I” centric...

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Stop Working Below Your Pay Grade

Stop Working Below Your Pay Grade

As a successful landscape business entrepreneur, you need to stop working below your pay grade. In order to grow, focus on the $200/hr and the $2,000/hr work, and start delegating the $20/hr and $50/hr work.  There are four levels of work you need to familiarize...

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Why Run Your Company With “Profit Centers”?

Why Run Your Company With “Profit Centers”?

There is a debate going on in our industry — some say you should have a separate sales department and a separate production department. Others say you should set up your company as a collection of profit centers, where one person oversees both sales and production....

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Growing From $5 To $10 Million And Beyond

During the GIE Landscape show in Louisville this fall, I led a table discussion with 9 companies at the $5 million level. We discussed the obstacles holding them back from growing to $10 million and beyond. Only one out of the nine leaders suggested that pricing was...

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Raising Owner’s Income: How Much Is in Your Wallet?

Owners of contracting firms earn on average 8 percent Net to Owner; but above average entrepreneurs earn 16 percent Net to Owner and the top 10% of our industry earn considerably more. How much is in your wallet? Many owners focus on building their revenues as a way...

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