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