EGIA Contractor University Library Update 6/1/19

The following resources have been added to the Contracting Best Practices Resource Library. To access these new tools, visit the Best Practices Library.

Videos

18.4 – Asset Purchase: Utilize the notes in the video for protecting your company during the acquisition of any asset purchase. The basis of the materials here are to insure you have some procedures in place to make certain, when acquiring, your company gets a fair and equitable transaction.

21.3 – Commercial Sales Process – Selling Needs, Wants, Desires and Value Proposition: We dive into the selling process, in terms of the skills necessary, but also the basics for commercial maintenance as a value to a client. Most commercial clients devalue maintenance as a product/service, seeing it as low priority. What makes it more difficult for a commercial maintenance sales person is the amount of “NO’s” we receive in the model. We also break down the communication model and benefits that apply in the selling of commercial maintenance.

21.7 – Commercial Proposal – Presentation Models: We want to develop a proposal and a communication model, or presentation system to guide a client into the price value discussion. The proposals are loaded here and are edit capable for you to customize. This video defines the discussion for how you may want to marry the presentation you use to your actual proposal and solutions/price.

21.8 – Commercial Maintenance Operating Procedures: This section of best practices focuses on the procedures to operate in commercial maintenance. We need to have an organized approach to operations or growth in the segment may become a negative. We follow KPI’s and budgeting processes, to effectively price and operate our crews (labor controls).

21.8 – Commercial Operating Practices – Marketing, Sales Process, and Selling Maintenance: We take a deeper look into commercial maintenance selling and marketing as a set of processes. A business that wants to grow into the segment or develop more clients within the segment, needs to organize its selling system first and foremost. Understanding how to grow and use strategy to have stable revenue. We also want to understand how to market effectively in zones, and target audience for who we want the commercial maintenance sale personnel to contact. The more organization and focus, the better we can measure our success pattern.

21.9 – Commercial Maintenance Forms – Used to Sell and Price: Utilize the forms defined in this best practice to insure the Commercial Account Manager identifies all aspects of a possible application for price accuracy. There are many variables that apply for a CAM and they need to be certain to view and price each aspect of any agreement which helps them create a price reaching our profit targets. Mistakes happen but having a segmented form process insures they will view each area properly.

21.10 – Commercial Maintenance Renewal Process: Learn the fundamentals of renewing commercial maintenance agreements. AS we sell agreements it becomes critical we measure the attrition rate of agreements, and minimize the attrition as much as we can, allowing us to continue to build planned labor events we get paid for, enhancing our cash flows and consistency.

Templates

21.9 – Building & Equipment Assessment Form: Building and equipment assessment form for pricing a commercial maintenance proposal properly.

21.9 – Commercial Maintenance Customer Interview & Survey: Commercial maintenance client interview set of questions and survey. Designed to capture the relevant information for your company CRM and organize for presentations.

21.9 – Commercial Equipment Survey – Detailed Condition Survey Analysis: Use this tool or create one that allows you to define the condition, age, and important demographic data about equipment in a commercial maintenance proposal. This allows you to create formalized proposal with appropriate information for service, repairs, maintenance and possible replacement.

21.9 – Commercial Maintenance Equipment Rental or Subcontracts Used: Occasionally we may have a rental or subcontract used on a commercial maintenance agreement and need to capture the data for pricing. Use this form to insure your pricing is complete on all maintenance proposals.

21.9 – Commercial Maintenance Field Equipment Form: The field equipment form details the absolute specifications of all existing equipment. This differs from building survey as this defines the age and condition, models makes, serial numbers and all aspects of work specifications we may face. The survey is a series of questions for sales process. Both are important and required to be accurate in creation of a price.

21.9 – Commercial Labor Detail Form: Commercial maintenance is a heavy labor style of work, and we use this form to detail the specific number of visits, and required tasks we may see on the actual agreement.

21.9 – Commercial Labor Tasks Samples – In Minutes for Pricing: The samples listed here are examples of tasks that can be defined and performed on a commercial maintenance estimate. It is recommended you design your own set of tasks to meet your applications. Use this as an example.

Documents

21.4 – Example Commercial Maintenance Pricing Model – Dual Overhead: A sample pricing tool that is based on the dual overhead method, and various example task times which are defined in the forms section. Once you have defined your task times for your commercial maintenance platform in minutes, a commercial account manager can effectively create a price by accessing the tasks defined by the need/the technician recommendations, and finding out the break-even. We use dual overhead since high labor style work requires us to identify the overhead relationship by accepting higher labor task work.

Log in to the EGIA Best Practices Library to access these new items, along with hundreds of other useful videos, templates, and documents to help you achieve success in sales, marketing, training, and much more.