Category Archives: Strategy

Don’t Wait Until The End Of Life To Define Your Legacy

passing on legacy

We think about legacy as we get older, but that is often too late. When you get to an age where it’s time to transition your business, you will need to have already thought through many things, including your professional legacy. This was brought home this past week with the passing of a Supreme Court Justice, …

Eleven Learning Points From Frank, Shawn, and the Summer Growth Summit

Jeffrey Scott, Frank Mariani, Frank Mariani Jr, Shawn Edwards

For those of you who did not make it to our Summer Growth Summit, here is a sampling of the takeaways — eleven points to inspire and guide you: 1. Profitability starts with pricing To earn a 20% net profit, you have to charge out your labor at an ample hourly rate. Frank Mariani shared …

How To Grow Your Company With An Effective Sales Team

sales team together

If you truly want to scale your lawn and landscape business, you must grow an effective sales team.  And to do that, you must become quite good at both marketing and sales management. Are you? They don’t teach Sales Management at school or university – almost nowhere, really. So, how do you learn to be …

What My New Dentist Can Teach You About Great Customer Service

happy teeth at dentist office

What if your client services were truly mind-blowingly different from your competition? My new dentist in New Orleans offers exactly such a service, and it’s one that everyone can learn from. In 2019, my wife and I moved out of Connecticut down to New Orleans. In many ways, we had to start life over. The hardest part was rebuilding …

Seven Predictions on Where The Green Industry is Going

hands on crystal ball

How confident are you in the future, in these times of change?  It is my responsibly to bring you insight into where the landscape industry, market, and economy are headed.  To do this, I plugged myself into many different networks.  The biggest is within my own community of landscape professionals. It is quite active, discussing trends …

The Pros and Cons of Landscape Design-Build

pros and cons list

Running a design-build business is a double-edged sword. There are big pluses and equally big minuses to owning such a business. The pros are growth and opportunity, and the cons will kill your fortunes if you aren’t careful. In the past two weeks I have spoken with three clients in my community, and one new …

How Would Your Clients Describe Working With Your Firm?

business owner and client meeting

As a company grows larger, sometimes the clients suffer. We all know that successful owners rely on their people, their systems and a great culture to hold everything together. But is that enough? As your company scales, who is truly looking out for the clients’ best interest? Sometimes clients get lost in the shuffle when …

10 Ways to Strengthen Your Marketing Message and Mix


How well your company rebounds this year depends on the strength of your company’s marketing and sales culture. This is not the time to rely solely on referrals: When the economy drops, so do your leads. Strong marketing and sales-oriented companies don’t have this problem, even now. They have marketing engines and strong sales systems …

Innovative Leadership During The Crisis

the Shakespeare monument

Some of you are working at full capacity, while others are in lockdown, and others are somewhere in-between. It’s a real patchwork across North America. For those of you impacted by the crisis, now is a time for innovation. Shakespeare remained productive and creative. Shakespeare worked through the plague and as a history lesson we …

Are You Buying, Or Are You Selling?

Close-up Of Person Hand Giving Money To Other Hand

We are experiencing turbulent times, and so I want to share some economic insight that will help ground you. A few weeks back after the stock market crashed, I called up my financial advisor on a Sunday to discuss options. I asked him the wisdom of taking some chips off the table in case the …