Set Goals, Achieve Success
Originally published: 01.01.20 by Pete Grasso
Happy New Year! Welcome to a brand-new decade. This is one of my favorite times of the year because it’s a chance to start fresh and recommit yourself to be a better person or a better business leader.
Yes, I’m talking about New Year’s Resolutions. That magical phrase that gives hope that the year ahead is going to be better than the last. The problem with many New Year’s Resolutions, however, is that too often they’re made without any thought or plan on how to achieve them.
Perhaps that’s why too many New Year’s Resolutions tend to die out a mere three weeks into the New Year. So, instead of declaring a New Year’s Resolution, set some goals for your business and put a plan in place to achieve success.
I recently spoke with five top contractors about this topic — Jaime DiDomenico, president of Cool Today in Sarasota, Fla.; Wade Mayfield, president of Thermal Services Inc., Omaha, Neb.; Tina Pinna, owner of Master Mechanical Services in Miami, Fla; Michael Rosenberg, president of Rosenberg Indoor Comfort in San Antonio; and Brian Stack, president of Stack Heating & Cooling in Avon, Ohio.
Each has a specific goal and plan in place for 2020, but more importantly, they all have a method for measuring success at year’s end. I asked them about their goals for 2020, the first step toward achieving those goals and how they plan to measure success in December. Here’s what they had to say.
DiDomenico: “Our goal is to grow our business double digits and be the employer of choice in our market. We’ll build out our training programs, enhance our product offerings and market for expansion.
“At the end of the year, we’ll look at revenue growth, field hiring and turnover, as well as employee engagement to determine success.”
Mayfield: “Our goal is to grow revenue by $1,000,000. We’ll use a mix of new advertising, specifically focused on the payment buyer in our residential business, and a cleaner definition of process in how we interact with our commercial clients. To that end, we will invest in an inside sales and relationship management team.
“If we grew revenue by the stated goal of $1,000,000, then we’ve achieved success.”
Pinna: “We want to introduce our first dispatch software and add technology to field technicians that allow for tracking of equipment. Also, to offer one monthly training option for technicians.
“In-house training on the software will be introduced and used beginning the first week of January. We’ll provide notepads to technicians and look into training options offered by partner vendors and take advantage of free training opportunities. We’ll evaluate if the new software is still being used effectively in December.”
Rosenberg: “Our goal is to have a better focus on sales conversion of service agreements, accessories and equipment in our company. We also want to look at all of our call backs in 2019 and determine if there are things that we need to focus our training efforts on to help eliminate these call backs.
“We will be implementing more consistent sales and technical training in our company. We are going to start having sales training every other week in 2020.
“We are going to focus on service agreement, accessory and equipment sales. We will set goals for each and if we reach them, we know the hard work and focus worked! We also track call backs over the number of calls each service technician runs. We will compare this call back percentage from 2019 to 2020.”
Stack: “Our plan is to continue the development of our in-house training program and possibly open this up to outside contractors. We all have staffing issues and we decided this past year to hire a full-time trainer and put together our own school. Our other goals include exploring a second location and increase efficiency, as well as overall revenue growth.
“We’ll start by interviewing and testing to find the right candidates for our training program. We are hoping to have at least six new technicians through the program in 2020. For our second location, we have some areas already in our mind, but we will do some research on each area, looking at population and competition. The biggest step to achieving overall revenue growth will be hiring more technicians. The work is there, we just need the people.
“Success will be determined if we can accomplish these four things. We feel 2020 can be a turning point for us and a healthy bottom line will be a big factor in determining success in 2020.”