Al Writes

5 Steps To Getting Real Buy-In At Your Company

Is there any owner who hasn’t read a book or heard a lecture that didn’t advocate the need to get buy-in from your employees? Bet they recommended a Suggestion Box! I’m a bit ashamed to admit but I too tried…

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Triangle of Success

Years ago when I was told by my dad that if I ever wanted to get out of the truck I need to make my replacements. I got no further instructions on how to do that but in that instant…

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If You Moved Across The Street And Started Over

What I tell clients of mine to do periodically is to envision that they closed the doors at their existing company and decided to reopen across the street. They learn to think of it as hitting the reset button and…

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Teaching the “Raising the Objection” Technique

Coming from a background in sales where I knew that my pricing on service work and install were going to be anywhere from 33 to 50% higher than most of my competition, I learned a key sales technique. It’s called…

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The Not So Sweet Spot

Frequently during my consulting work one to one with clients and during the free 30 minute consulting calls I offer, I get asked the following question, “At what size company does this get easier?” The answer is, “It depends!” Not…

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Why You Need Systems Even More During the Slow Times

It’s true that systems can make any company run better and be more profitable in the good times. It also true it makes it possible to run your company successfully without you having to ride to the rescue to save…

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Act Like You’re Going To Be In Business For Awhile

Years ago when I was still working in my family business, we would hit a rough patch periodically. Sometimes it was just a tough season due to weather and sometimes it was a rough economy just like now. When I…

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Becoming the Total Solution Provider

We may live in the age of specialization but right now the best thing you can do is become more of a total solution provider. Many years ago my brothers and I decided that if we didn’t “own the basement”…

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10 Things To Do to Create a Winning Trade Show

The Goal: The goal needs to be to find a show or show that you can take a dominant position in. You will need to confirm that the Trade Show or Trade Shows being considered have the demographics that most…

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Upside Down and Inside Out…Staffing Ratios

A danger area for all contractors especially in this recession with declining sales opportunities is eliminating or laying off outside techs and installers without addressing the need to do the same with people on the “inside”. Rule of Thumb:  For…

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