The author is owner and manager of Kehoe/Guido, a business management consulting firm based in Laguna Niguel, CA. He can be reached at kkehoe@earthlink.net or 949/715-3804.
Why it will be a challenging year — and how to respond
In commercial maintenance, go after mid-sized jobs. Few are effectively and consistently calling on this part of the market — and it's large.
Gross margin decline is a simple fact of life in every segment of the Green Industry. The question is how to react to this market condition.
Price reductions can be achieved to win and retain work. This is an essential element of the revenue-generation strategy.
Competition and customer are changing the notion of what a fair price means.
Reducing costs and prices gives you a bettr cance of winning bids and generating revenue
High profit design/build firms use selling systems and lower labor rates to generate a better bottom line.
High profit companies operate leaner. Their pricing isn't better; they better minimize capacity in labor, wquipment and overhead.
Everyone has the challenge of delivering consistent quality. Make this Job No. 1 this year.
