Qualified Remodeler Magazine

AUG 2014

Qualified Remodeler helps independent remodeling firms to survive, become more professional and more profitable by providing must-have business information, namely best business practices, new product information and timely design ideas.

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push them to do more work than they want. • All design proposals should be reviewed by the estimator, the sales or design manager for both budget and scope of work accuracy. Also, accurate estimating for construction during the design process is imperative to keep clients through production. • In some cases, feasibility studies do not result in a full design and construction sale, but they do allow us to provide clients with more accurate pricing without investing too much of our designers' time. DESIGN STAGE • The designer and salesperson should agree with what will be presented at each meeting with the client. Presentations and communication with a single cohesive voice will avoid misunderstandings. The more team members and consultants on a project, the greater the need for leadership and time spent on agenda planning. • Thoroughly research zoning issues so you know all the facts and present the best solution from the beginning. Having to redesign a project due to zoning issues does not instill confidence in your client. • When design is near completion, sell value by bringing in the project manager or other members of the production team. Surround the client with value. Enable the client to visualize and bond with the production team. • Design is additive. When your client adds scope during design, be sure to clarify that more scope equates to more cost and actively track those additional costs with the client. • If the estimate is higher at any stage, have a pre-sales meeting or conversation with the client to gauge how sensitive they are to price before presenting the higher price. When you schedule the meeting to present the higher If Your First-Look Lender Is Throwing You A Curveball, This New Financing Program Is A... GAME CHANGER Contact Jack Maschmeier 866. 234.5010 x5560 or JackM@HomePlusFinance.com Are You Ready To Swing For The Fences? ©2014 HomePlus Finance Corp. Just because your frst-look lender strikes out on a deal is no reason to accept defeat. With our fexible fnancing program we approve your credit-challenged customers. Measuring your losses and understanding the reasons for each loss will help you with retention, smoother work and higher profitability. estimate, come prepared with a strategy to lower price in that same meeting. Include itemized areas where the client added to the project. At the end of the day, the customers you have in front of you are important because they help create an even work flow for your firm. Every loss from design to construction can result in a hole in the production schedule. Measuring your losses and understanding the reasons for each loss will help you with retention, smoother work flow and higher profitability — the holy grail of any business. QR ForResidentialPros.com QR August 2014 51

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