this is where landscape company leaders will be next … leaders forum (formerly great escape) cabo...

THIS IS WHERE LANDSCAPE COMPANY LEADERS WILL BE NEXT …

LEADERS FORUM (formerly Great Escape)Cabo San Lucas, MexicoFebruary 25-27, 2016landscapeprofessionals.org/leadership-conference

Platinum sponsor:

4 P

sThe 4 P's of Differentiation

How to Rise to the Top in a Highly Competitive Industry

4 P

s

Why is it that some companies make it to the top in highly competitive industries, and

others don’t?

What is it that they do different?

LEADERS

The 4 “P’s” of Differentiation

• Consistently great Product

• Process driven Organization

• Purpose Driven Teams

• Level 3 Partnerships

• Be intentional about the Menu• Determine Client value and

Client Definition of Quality• Train your teams• Measure and Correct

To deliver a Consistently great Product

Offer services consistent with your vision and strategy

Everything for everybody is not a strategy

LAWN CARE

COMMERCIAL MAINTENANCE

RESIDENTIAL MAINTENANCE

LANDSCAPE CONSTRUCTION

DESIGN BIULD

Consistently great product

The many options in the landscape world

LAWN CARE

COMMERCIAL MAINTENANCEReliability, safety, responsiveness, making me look good, ease of doing business, quality of the relationship

RESIDENTIAL MAINTENANCEReliability, safety, expertise, guidance, courtesy,

product quality

LANDSCAPE CONSTRUCTION

DESIGN BIULD

Determined Client Value and Definition of Quality

Train Your Teams

• Calendar schedule• Budget• Point Person• Self Perform• Out-Source• Leadership Support

QUALITY

ROOT CAUSE ANALYSIS

PEOPLE

EQUIPMENT

PROCESS

ESTIMATE

ROOTCAUSE

Performance Tracking

The 4 “P’s” of Differentiation

• Consistently great Product

• Process driven Organization

• Purpose Driven Teams

• Level 3 Partnerships

“WORKING HARDER IS NOT THE ANSWER”

Tasks associated with any landscape job:

Estimating Operational MeetingsPurchasing Pre Construct

MeetingsPermitting Change Orders

Communication Scheduling Job Set Up/Accounting Invoicing/Payables Client Relations

Job Cost Review Proposal Development Utility Locates Equipment Allocation

Client Relations DepositsCrew Training Quality Control Time Sheets

Labor Management Contract Development Sales/Closing Design/Re Design Material Sourcing

Job Costing and Review Vendor Relations Field Production Packaging Sub Contract ManagementJob Close Out Job Site Management

Its Complicated!

BUILD THE FREAKING JOB!

“Start Clean Finish Clean”

PRODUCT DELIVERY SYSTEM

DESIRED OUTCOMES OF SYSTEM:• EXTREMELY SATISFIED CLIENTS• HAPPY EMPLOYEES• PROFITABLE JOBS

Accountability

Look Kittens ESTIMATING

SYSTEMS/Standard Operations Procedures

“ Allow Ordinary People to Perform at Extraordinary Levels”

PEOPLE /Your greatest Asset

The 4 “P’s” of Differentiation

• Consistently great Product

• Process driven Organization

• Purpose Driven Teams

• Level 3 Partnerships

THE SPECIAL SAUCE!

COMPANY CULTURE

DEFINITION: Your Corporate Identity

HOW AN ORGANIZATION

THINKSFEELSACTS

HOW DO YOU DEVELOP A WINNING CULTURE?

CULTURE

PURPOSE

MISSION

The MISSION should guide and inspire the organization

Fundamental reason for the company’s existence other than just making money

The WHY behind what we do!

Simon Sinek

CRM

“People don’t buy WHAT you do they buy WHY you do it”

Martin Luther King did not say:

“I have a plan,” he said “I have a dream!”

What’s your “Why”?

WORK OUT SESSION

An Outdoor Fire Place

WHAT?

WHY?

To Create a Fun Place Where Life Happens!

WHAT?Professional Landscape Maintenance

WHY?

Asset ProtectionMarketingTenant ExperienceSafety

QT Mission/ Purpose

To Provide Opportunities for Employees to Grow and Succeed

Chick- fil-A/ Mission

To Have a Positive Influence On All Who Come In Contact With Chick-fil-A

VISION

“BEGIN WITH THE END IN MIND”

Determining Your Vision for the Future

(Work Out Session)

2020 VISION Q’s: Company 1. In 2020, what size do you want your business to

be, and why?

2. What will the majority of your work be?

3. How will your employees describe your business at that point?

4. How will your customers describe your company?

5. What will you be spending most of your time doing?

6. Will you spending more or less time with the people you love?

CORE VALUES Setting Guardrails For Success

What are Your Values?

Work Out Session

Chick fil-A Core Values• Climb with Care and Confidence

• Create a Loyalty Effect- Our People are Our Cornerstone

• Never Lose a Customer

• People and Principle Ahead of Profit

• Closed on Sunday

QT Core Values• Be The Best

• Focus Long Term

• Do What is Right For QT

• Never Be Satisfied

• Do The Right Thing

The 4 “P’s” of Differentiation

• Consistently great Product

• Process driven Organization

• Purpose Driven Teams

• Level 3 Partnerships

Partnership

“A relationship that is mutually beneficial”

• Trust

• Expert Advice

• Proactive Approach

• Effective Communication

PARTNERSHIP

LEVEL 1 PARTNERSHIP “Show Me”

Relationship is professional I need to Win Sets Boundaries and expectations Trust is built on basic service delivery and AM

ability to deliver Ideas and pricing on enhancements are scrutinized

Property Manager

Account Manager

LEVEL 2 PARTNERSHIPWin/Win

Trust as a vendor and a friend WE need to Win Willing to share vision and budget of property Loyalty becomes as important as price

COMMON VISION

Property Manager

Account Manager

LEVEL 3 PARTNERSHIP “Trusted Advisor”

Complete trust in relationship YOU need to Win Shares all information- Maybe too

much! Accepts ideas and solutions freely Brings you in the inner circle

VALUE ADD

Property Manager

Account Manager

Please remember to put completed evaluation forms in the basket located in the back of the

room.

4 P

sThe 4 P's of Differentiation –

How to Rise to the Top in a Highly Competitive Industry