Two Quick Tips On Providing Undeniable “Value”

Two Quick Tips On Providing Undeniable “Value”

In March, I wrote that the common industry expression “100 days of hell” should be changed to “100 days to sell.”

It’s more upbeat and helps your team stay optimistic in tough times.

Here are two quick tips to keep you sane and selling in the 100 days of sales.

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Learn From BrightView’s Costly Mistakes. You Can Do Better.

Learn From BrightView’s Costly Mistakes. You Can Do Better.

BrightView, our industry’s largest landscape firm, recently posted poor quarterly results. At the same time their CEO left, with no replacement announced.Did the CEO suddenly decide to leave or was he fired? Either way, the company has performed poorly. This begs the question: Is BrightView’s poor performance due to poor strategy or poor execution? Here is my view, with some lessons & cautionary tales for you.

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Staying Proactive & Profitable in the Busy Spring

Staying Proactive & Profitable in the Busy Spring

As I work with landscape business leaders across the continent, I see people who are either “proactive and strategic”, or “reactive and highly tactical”. However, the proactive ones will have a more-profitable and more-fulfilling year. We can put these leaders into 3 categories. 1. In the weeds: Those who are deep in the details, putting out fires, reactive in their day to day duties. They are sucked into client and employee issues; and doing “the work” themselves.

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100 Days to Sell

100 Days to Sell

There is an expression in our industry, The 100 Days of Hell. While it is humorous, it sets the wrong tone.I like the following upbeat expression better: 100 Days To Sell. Spring is here and many of you across the country have already been selling into this year’s goals. But you can always get better. Answering the phone and returning calls promptly puts you ahead of 90% of your would-be competitors. The following ten tips above will help you get ahead of everyone else. 10 Sales Knowledge Bombs to help you up your sales game.

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A Proven Approach to Finding Gold in Your Divisional Numbers

A Proven Approach to Finding Gold in Your Divisional Numbers

Here is a proven approach to finding golden opportunities in your divisional numbers. But first, the back story:I just spent the day in Macon, Georgia, with one of our Leaders Edge peer groups, reviewing everyones 2022 benchmark numbers.(Thank you, Tommy Thornton, Southern Eco-Scapes, Gray, GA for hosting!) Benchmarking is one of the highlights of our peer group meetings! Everyone huddles around studying their numbers and their peers, looking for blind spots, golden nuggets and affirmations. Its always eye opening, humbling and exciting to watch the aha’s unfold.

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Seven Steps To Growth, the Mariani Way.

Seven Steps To Growth, the Mariani Way.

Do you know how Mariani got to the size they are today?

I am not talking about their acquisitions; I mean before that. 

How did they achieve their long standing organic growth?

Seven Steps to Organic Growth 

As I prepare for our upcoming Summer Growth Summit at Mariani Landscape this August, I have been contemplating the question of their growth.

Of course, you will get the chance to ask him yourself when you come to our Summit, but I have known Frank for years and here is what I have witnessed.

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