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Pricing for risk

January 13, 2016By

The profit you earn on each of your services is driven by a few factors: The marketplace, how it’s priced and sold, how efficiently it’s produced and how much overheard you must recover. However, the profit you earn should ultimately reflect the risk associated with each service. The higher the risk, the higher the profit you should aim for. It’s with this... read more

Framing water management

September 20, 2015By
Photos: Smart Water Management

One irrigation pro says selling water management on ROI is not the best approach. When I started my business I thought return on investment (ROI) was the best way to frame water management. But I quickly learned that’s not how it works in the property management world. Why? Bigger numbers sound, look and feel better. These are the same numbers... read more

Measure your marketing ROI

October 22, 2014By

The truth is many landscape contractors know little about marketing. Honestly, what do you know about marketing? Is yours even working? Do you know for sure? How do you know? I’m sure some of you are muttering: “Half the money I spend on advertising is wasted. The trouble is I don’t know which half.” With modern analysis, that variance has... read more

Your most important buying decision

October 22, 2014By

What’s the most important buying decision you’ll ever make? No matter what your answer, there’s a proven system that ensures you always get the highest possible return on your investment. This system is used by governments, corporations and startups worldwide for one reason and one reason only: It works. And, yet, this system is routinely ignored when it comes to... read more

High Performance: ‘There is no point in chasing a dream’

June 9, 2014By

Did you ever wake up from a dream that you didn’t want to end, and you spend the rest of the night trying to remember and finish the dream? Or, did you ever want something so badly but it was just out of reach, and it consumed your thoughts, night and day? If so, you know what it’s like to... read more

High Performance: Best trade show ever

January 27, 2014By

Several years ago I took my team on a road trip to the best trade show ever. Advanced planning began several months before with the selection of attendees. The trade show was out-of-state but within driving distance. Because of this, we decided to send our entire management team. Hotel arrangements were made. Education sessions were carefully chosen for each attendee.... read more