Feb 25, 2020 | Columns, Consultants' Corner
By Richard Harshaw Hidden in your financial statements—particularly your statement of income and expenses (“P&L”)—is gold that most contractors (and no bankers) don’t even know is there. It is in the form of a simple but critical ratio that I call the M:L Ratio....
Feb 25, 2020 | Columns, Consultants' Corner
by Lorraine Ball For most of us, starting a business meant learning lots of new skills. I wanted to do marketing strategy, but I had to learn do bookkeeping and payroll, fill out forms and pay taxes. I learned to use software programs and how to set up computer...
Feb 25, 2020 | Columns, Consultants' Corner
by Jim Hinshaw A couple of months ago I shared Selling Systems Today, some ideas on how to sell HVAC systems and services. Took a break for the holidays, hope you had a marvelous holiday season, and now back to selling those systems again. #1 reason qualified buyers...
Dec 3, 2019 | Columns, Consultants' Corner
by Jim Hinshaw Got to thinking about this time of year, getting cool out there, we are getting furnaces tuned up, and there may be opportunities for replacement quotes. I am not a fan of quoting systems, I would much rather sell systems. So I will share some ideas on...
Dec 3, 2019 | Columns, Consultants' Corner
By Richard Harshaw I have some Christmas traditions in my house. For example, yesterday, I set up my “Christmas Movie” stuff—a leg lamp (yes, I have a coveted leg lamp, the fra-gee-lay prize from Italy!), a bobble-head of Ralphie in his pink bunny sleeper, a foam...
Dec 3, 2019 | Columns, Consultants' Corner
by Lorraine Ball There is an imbalance when it comes to web design. During the kickoff and early phases of the project, all the emphasis is on the design. What will the home page image be? How many calls to action? Will there be parallax scrolling on the home page?...
