Surviving Thriving LeAnn Evoniuk During an Economic Turn

DO SOMETHING S.M.A.R.T www.dbrownmanagement.com © 2007 by D. Brown Management /56

THE CUT Forced Ranking Salaries and Wages Overhead Harness Brain Power Tighten Controls Renegotiate www.dbrownmanagement.com © 2007 by D. Brown Management /20 Trimming the Fat

Forced Ranking

Salaries and Wages

Overhead

Harness Brain Power

Tighten Controls

Renegotiate

The Talent Process – Forced Ranking A C B GET RID OF THEM! TRY TO BUILD RECRUIT HARD!! www.dbrownmanagement.com © 2007 by D. Brown Management /20 Constantly Changing Landscape

RE-ALIGN Salaries & Wages /20 www.dbrownmanagement.com © 2007 by D. Brown Management /20

1 EXCEPTION Overhead – Cut Wherever Possible /20 /20 www.dbrownmanagement.com © 2007 by D. Brown Management /20 KAIZEN

1 EXCEPTION

Harness Brain Power Talent “People Processes” www.dbrownmanagement.com © 2007 by D. Brown Management /20 /20 Employees Are Your Best Resource

Tighten Controls Don’t save on storage and waste manpower Organized job storage means efficiency on the jobsite Standardize your storage setup Own your storage containers and customize them Locate gang boxes very close to work areas Have suppliers keep the storage container stocked Have a first year apprentice keep the gang boxes stocked www.dbrownmanagement.com © 2007 by D. Brown Management /20 Material Control Every time someone can’t find a bolt it costs BIG $$ Every trip to the storage container costs BIG $$

Don’t save on storage and waste manpower

Organized job storage means efficiency on the jobsite

Standardize your storage setup

Own your storage containers and customize them

Locate gang boxes very close to work areas

Have suppliers keep the storage container stocked

Have a first year apprentice keep the gang boxes stocked

RENEGOTIATE EVERYTHING! Insurance Bank Fees, Interest & Terms Material Suppliers Subcontractors /20 www.dbrownmanagement.com © 2007 by D. Brown Management /20

Insurance

Bank Fees, Interest & Terms

Material Suppliers

Subcontractors

GET BU$Y www.dbrownmanagement.com © 2007 by D. Brown Management /20 Build The Top Line

REVENUE PROCESS www.dbrownmanagement.com © 2007 by D. Brown Management /20

MAKE YOURSELF VISIBLE! www.dbrownmanagement.com © 2007 by D. Brown Management /20 Trucks | Trailers | Direct Mail

NETWORK Customers & Contacts Industry Associations Charities & Chambers Manly Organizations – Cars, Biking, Sports KAIZEN www.dbrownmanagement.com © 2007 by D. Brown Management /20

Customers & Contacts

Industry Associations

Charities & Chambers

Manly Organizations – Cars, Biking, Sports

… “ Computers are like bikinis. They save people a lot of guesswork” Sam Ewing THE TOOLS www.dbrownmanagement.com © 2007 by D. Brown Management /20

… “ Computers are like bikinis. They save people a lot of guesswork” Sam Ewing

ACCOUNTING IS BORING www.dbrownmanagement.com © 2007 by D. Brown Management /20

INFORMATION IS EXCITING! www.dbrownmanagement.com © 2007 by D. Brown Management /20 ESTIMATE: 300’ / Day CREW A: 310’ / Day CREW B: 280’ / DAY “ If the information does not support better decision making then it is a waste of time” – LeAnn Evoniuk

Cash Projections Work In Progress Production Tracking Daily Payroll to Job Cost The Power Of Information www.dbrownmanagement.com © 2007 by D. Brown Management /20 It’s In There – Get It Out NOW! Cash Projections Work In Progress Production Tracking Daily Payroll to Job Cost

Cash Projections

Work In Progress

Production Tracking

Daily Payroll to Job Cost

Cash Projections

Work In Progress

Production Tracking

Daily Payroll to Job Cost

Adaptation vs. Extinction “ It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change” – Charles Darwin www.dbrownmanagement.com © 2007 by D. Brown Management /20 It’s Your Choice!

“ It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change” – Charles Darwin

EXECUTION Awareness of Internal Costs Marketing in Small Ways Information and Technology Field Waste DO SOMETHING DIFFERENT TOMORROW! www.dbrownmanagement.com © 2007 by D. Brown Management /20

Awareness of Internal Costs

Marketing in Small Ways

Information and Technology

Field Waste

THANK YOU Leave The White Sheet From “ Key Action Items” With Your Email GET THESE SLIDES / HANDOUTS www.dbrownmanagement.com © 2007 by D. Brown Management /20

Leave The White Sheet From

“ Key Action Items” With Your Email

Contact Information LeAnn Evoniuk Financial Services [email_address] (925) 673-0448 DIRECT (916) 244-0413 FAX dbrownmanagement.com