The Millionaires’

Club“How to Build Value”

Ken Thomas

Envisor Consulting

Growth

Start Up

Adolescence

Maturity

Succession& Decline

LIFE CYCLE OF A BUSINESS

Growth Adolescence MaturitySuccession & Decline

•Structure

•Management Style

•Culture

•Profit/Cash •Focus

•Challenges

•Risks

LIFE CYCLE OF A BUSINESS

Maturity- The company we dreamed of!

Where owners can step away for a period of time and the company will perform as well or better than if they were there!

Maturity

Clear Vision

and Strategy

Empowered

Teams

SOPs

Key Metrics

Growth

Maturity Succession & Decline

Start Up

Adolescence

LIFE CYCLE OF A BUSINESS

“ From Lucky To Smart”

Chester Cadieux

Building Value in Your Business

• Become a Different Kind of Leader

• Develop a Winning Team

• Develop A Standard Production

System

Right People/ Right Seat

Accountin

g

Admin

GOOD PEOPLE

Your Company’s Greatest Asset

TEAM

IF YOU THINK HIRING PROFESSIONALS IS EXPENSIVE, TRY HIRING AMATEURS

I HIRE PEOPLE BRIGHTER THAN ME AND GET OUT OF THEIR WAY Lee Iacocca

FIRING IS NOT SOMETHING YOU DO TO SOMEONE: FIRING IS SOMETHING YOU DO FOR SOMEONE

RIGHT PEOPLE- RIGHT SEAT

HIRE SKILLS AND CHARACTER FIRST

BACK GROUND CHECKS

SOP’S – ALLOW ORDINARY PEOPLE

PERFORM AT EXTRAORDIARY LEVELS

PENNY WISE AND POUND FOOLISH

PETER PRINCIPLE

HIRE SLOW FIRE QUICK

CELEBRATE SUCCESS

DEVELOP A WINNING TEAM

POWER OF PEOPLE

"Knowing others is intelligence; knowing

yourself is true wisdom. Mastering others is strength, mastering yourself is true

power." —Lao Tzu

POWER OF PROFILING

D i S C D i S C

* *

* * *

*

*

*

D i S C D i S C

* *

* *

*

* *

*

DRIVER STEADY

INFLUENCE COMPLIANT

PURPOSE

SYSTEMS/

Standard Operations Procedures

“ Allow Ordinary People to Perform at

Extraordinary Levels”

PEOPLE /

Your greatest Asset

SALES-LOADALLCLIENTDATAANDCOSTBASEDESTIMATEINTO

PROBUILDTEMPLATE.PRESENTTOCLIENT-REVISEANDFINALIZE

ESTIMATEBASEONFINALPROPOSAL

ADMINQBLOADJOBSETUPBUDGETSETUP

SOLDINPROPOSALLOGSETUPMPSS

SETUPEFILEONSERVER.NOTIFYPRODUCTION

PRODUCTIONSCHEDULE-PRECONSTRUCT

SETSCHEDULEPURCHASEMATERIAL

TRACKLABORMANAGESUBS

RUNWEEKLYOPSMEETING

SALESMANAGECLIENT.SETUPSUBS

AESTHETICCONTROLCHANGEORDERS

INVOICERECONCILIATION

ADMINTRACKJOBCOSTS

PAYSUBSISSUEPO'SRECONCILEANDPAY

DIRECTCOSTSINVOICECLIENT

RECORECO'SQBANDMPSS

PRODUCTIONNOTIFYSALESOFJOBCOMPLETION

JOBCLOSEOUTCHECKLISTREVIEWJOB

COSTSANDADJUSTFUTURE

SALESATTENDJOBWALKWITHOPS.

SETCLOSEOUTWITHCLIENTAPPROVE

JOBFORFINALINVOICEDELIVER

FINALINVOICE

ADMINFINALIZEALLPAYABLES

ANDINVOICINGCOLLECTFINALPAYMENT

RECONCILEJOBCOSTSDISTRIBUTE

FINALJOBCOSTS

TYPICALSALESCYCLE

ADMINLOADPROPOSALINPROPOSALLOG

PRODUCTIONREVIEW

SALES-SIGNEDCONTRACTANDDEPOSITTOADMIN

DESIREDOUTCOMESOFSYSTEM:

*EXTREMELYSATIFIEDCLIENTS*HAPPYEMPLOYEES*PROFITABLE

SoldESTIMATING SOLD WORKINPROGRESS JOBCLOSEOUTDESIGNLEAD

ADMIN-TAKELEAD.LOADINTOLEADTRACKINGDATABASE.NOTIFYSALES

DESIGN-DEVELOPCONCEPTPLAN.MAKEANY

REVISIONS

SALES-RECEIVELEAD,SCREENANDSHCEDULEAPPOINTMENT

CLOSEDESIGNANDORSETUPNEXTMEETING

SALES-PRESENTPLANTOCLIENT.DISCUSSREVISIONS.

SETUPFINALMEETING.

PRODUCT DELIVERY SYSTEM

DESIRED OUTCOMES OF SYSTEM:

• EXTREMELY SATIFIED CLIENTS

• HAPPY EMPLOYEES

• PROFITABLE JOBS

LEAD ESTIMATING SOLD WORKINPROCESS JOBCLOSEOUT

WHATDOYOUSELL?MENU

COSTBASEDESTIMATESSTANDARDESTIMATINGSYSTEMANDTOOLDOWNSTREAMDELIVERABLES

JOBSETUPSCHEDULES-

QUALITYCONTROLACCOUNTABILITY

CONTRACTSCOPETERMS-$JOBPACKET-"StartClean"

CLIENTCOMMUNICATIONACCOUNTINGCOMMUNICATIONJOBCLOSECHECKLISTCOLLECTREVIEWANDACT"FinishClean"

PRODUCTDELIVERYSYSTEM

LEAD ESTIMATING SOLD WORKINPROCESS JOBCLOSEOUT

WHATDOYOUSELL?MENU

COSTBASEDESTIMATESSTANDARDESTIMATINGSYSTEMANDTOOLDOWNSTREAMDELIVERABLES

JOBSETUPSCHEDULES-

QUALITYCONTROLACCOUNTABILITY

CONTRACTSCOPETERMS-$JOBPACKET-"StartClean"

CLIENTCOMMUNICATIONACCOUNTINGCOMMUNICATIONJOBCLOSECHECKLISTCOLLECTREVIEWANDACT"FinishClean"

PRODUCTDELIVERYSYSTEM

LEAD

WHATDOYOUSELL-Whatisyouroffering?MaintenancevsConstruc onCommercialvsResiden alLEADQUALIFICATION-QUALIFYALLLEADSBASEDON:

SalesStrategy CurrentBacklog ResourceCapacity

"Wedoanythingforanybodyisnotsustainable"

PRODUCTDELIVERYSYSTEM

SOLD

APPROVALS- StandardizedApprovalProcessClientExpecta onsContractReview-ProductScopeandPaymentTerms

ROUTING-"StartClean"StandardizedJobPackage"

Graphics ClientSummaryInforma onEs mate JobPlan

DepositTerms

SETUP-Pre-ConstructProcess

TYPICALSALESCYCLE

ESTIMATING

COST BASED-Cost X's Gross Margin MarkupMarkup reflects overhead budget recovery

STANDARDIZED ESTIMATING - Develop standardizedestimating process utilizing operational values and a standard automation method (TOOL)

DOWN STREAM DELIVERABLES- Document and produce standard deliverables for accounting and production. (Billing information and material and labor budgets)

PRODUCT DELIVERY SYSTEM

SOLD

CONTRACT SCOPE

TERMS - $

JOB PACKET- "Start Clean"Graphics Client Summary InformationEstimate Job PlanDeposit Terms

PRODUCT DELIVERY SYSTEM

MOST OF YOUR MONEY $ IS MADE BEFORE YOU EVER

GET TO THE JOB!

Work In Progress

JOB SET UP

SCHEDULES-Forecasting; Logistics- Job Plans

QUALITY CONTROL - ACCOUNTABILITIESClient

QualityCosts

PRODUCT DELIVERY SYSTEM

Job Close Out

CLIENT COMMUNICATION

ACCOUNTING COMMUNCATION

JOB CLOSE CHECK LIST

Pre Close - No Go Backs!

COLLECTION

REVIEW AND ACT Job Costs; Feedback for Estimiang, Sales and Produciton

SALES-LOADALLCLIENTDATAANDCOSTBASEDESTIMATEINTO

PROBUILDTEMPLATE.PRESENTTOCLIENT-REVISEANDFINALIZE

ESTIMATEBASEONFINALPROPOSAL

ADMINQBLOADJOBSETUPBUDGETSETUP

SOLDINPROPOSALLOGSETUPMPSS

SETUPEFILEONSERVER.NOTIFYPRODUCTION

PRODUCTIONSCHEDULE-PRECONSTRUCT

SETSCHEDULEPURCHASEMATERIAL

TRACKLABORMANAGESUBS

RUNWEEKLYOPSMEETING

SALESMANAGECLIENT.SETUPSUBS

AESTHETICCONTROLCHANGEORDERS

INVOICERECONCILIATION

ADMINTRACKJOBCOSTS

PAYSUBSISSUEPO'SRECONCILEANDPAY

DIRECTCOSTSINVOICECLIENT

RECORECO'SQBANDMPSS

PRODUCTIONNOTIFYSALESOFJOBCOMPLETION

JOBCLOSEOUTCHECKLISTREVIEWJOB

COSTSANDADJUSTFUTURE

SALESATTENDJOBWALKWITHOPS.

SETCLOSEOUTWITHCLIENTAPPROVE

JOBFORFINALINVOICEDELIVER

FINALINVOICE

ADMINFINALIZEALLPAYABLES

ANDINVOICINGCOLLECTFINALPAYMENT

RECONCILEJOBCOSTSDISTRIBUTE

FINALJOBCOSTS

TYPICALSALESCYCLE

ADMINLOADPROPOSALINPROPOSALLOG

PRODUCTIONREVIEW

SALES-SIGNEDCONTRACTANDDEPOSITTOADMIN

DESIREDOUTCOMESOFSYSTEM:

*EXTREMELYSATIFIEDCLIENTS*HAPPYEMPLOYEES*PROFITABLE

SoldESTIMATING SOLD WORKINPROGRESS JOBCLOSEOUTDESIGNLEAD

ADMIN-TAKELEAD.LOADINTOLEADTRACKINGDATABASE.NOTIFYSALES

DESIGN-DEVELOPCONCEPTPLAN.MAKEANY

REVISIONS

SALES-RECEIVELEAD,SCREENANDSHCEDULEAPPOINTMENT

CLOSEDESIGNANDORSETUPNEXTMEETING

SALES-PRESENTPLANTOCLIENT.DISCUSSREVISIONS.

SETUPFINALMEETING.

PRODUCT DELIVERY SYSTEM

DESIRED OUTCOMES OF SYSTEM:

• EXTREMELY SATIFIED CLIENTS

• HAPPY EMPLOYEES

• PROFITABLE JOBS

Building Value in Your Business

• Become a Different Kind of Leader

• Develop a Winning Team

• Develop A Standard Production

System

The Millionaires’

Club“How to Build Value”

Ken Thomas

Envisor Consulting