WHY? Number Of Contractors That Will Fail While You Go Through These Slides 5 The Emerging Contractor Development (ECD) Program Was Developed With This Fact In Mind

Number Of Contractors That Will Fail While You Go Through These Slides

WHY? The Two Year Failure Rate Among Contractors (Excluding Single-Family Home Builders) 28% According to BizMiner, of the 823,830 building (non-single-family), heavy/highway, and specialty trade contractors operating in 2000, 28.4% had failed by 2002. Every year, thousands of contractors, whether in business for two years or 20 years, face bankruptcy and business failure, leaving behind unfinished private and public construction projects. Source: Dun & Bradstreet Business Failure Record

The Two Year Failure Rate Among Contractors

(Excluding Single-Family Home Builders)

WHY? Technical Craft Training Is The Primary Focus Of The Construction Industry Business, Strategy, Financial & Talent Management Are A Distant Second – Or Non-Existent

Technical Craft Training Is The Primary Focus Of The Construction Industry

WHY? Construction Businesses Are Started, Owned & Managed By Extremely Talented, Technically Oriented People Who Are Amazing At Pleasing The Customer And Getting The Job Done MOST

Construction Businesses Are Started, Owned & Managed By Extremely Talented, Technically Oriented People Who Are Amazing At Pleasing The Customer And Getting The Job Done

WHY? Many Times That Is Simply Not Enough BUT… Building A Solid, Consistently Profitable Contracting Business Also Requires Mastering Those Other Business Skills

Many Times That Is Simply Not Enough

WHAT? ECD Emerging Contractor Development

ECD

WHAT? 1 Year Program designed specifically for the contractor with revenues between $250K and $2M

1 Year

WHAT? 5 Key Areas Strategy Financial Basics “ People Processes” Marketing Planning & Execution

5 Key Areas

WHAT? 24 Modules Bi-Weekly Structured Training / Coaching Sessions Designed To Help The Emerging Contractor’s Team Build A Solid Business Foundation

24 Modules

DETAILS The Following Slides Provide An Overview Of The ECD Modules More Info At: www.dbrownmanagement.com See Contact Us Section

The Following Slides Provide An Overview Of The ECD Modules

STRATEGY Getting Acquainted – Who Are All The Players, Where Did We Come From and Where Are We Going? 1

Getting Acquainted – Who Are All The Players, Where Did We Come From and Where Are We Going?

STRATEGY What To Expect Increased Focus Better Profitability Improved Cash Flow A Better Team 1

What To Expect

Increased Focus

Better Profitability

Improved Cash Flow

A Better Team

STRATEGY What’s Your Magic? What Makes You Different Than ABC Construction? If You Think Just Having A Contractors License Is Enough You Are In For A Long, Hard Road Ahead 2

What’s Your Magic?

What Makes You Different Than ABC Construction?

If You Think Just Having A Contractors License Is Enough You Are In For A Long, Hard Road Ahead

STRATEGY The 80/20 Rule 80% Of Your Results Come From 20% Of Your Activities Figuring Out That ‘Critical 20’ Is Key To Success – Stopping The ‘Useless 80’ Is Just As Important 3

The 80/20 Rule

80% Of Your Results Come From 20% Of Your Activities

Figuring Out That ‘Critical 20’ Is Key To Success –

Stopping The ‘Useless 80’ Is Just As Important

STRATEGY Urgent vs. Important “ If I had two hours to chop down a tree I’d spend the first hour sharpening the ax.” – Abraham Lincoln Would You? 3

Urgent vs. Important

“ If I had two hours to chop down a tree I’d spend the first hour sharpening the ax.” – Abraham Lincoln

Would You?

STRATEGY Customers “ A business exists to serve a customer – nothing more, nothing less.” – Peter F. Drucker Who Are They? Where Do You Get Them? Why You? 4

Customers

“ A business exists to serve a customer – nothing more, nothing less.” – Peter F. Drucker

Who Are They? Where Do You Get Them? Why You?

STRATEGY Competition It’s A Fact! Who Are They? What Do They Do Better Than You? How Do You Compete? 5

Competition

It’s A Fact!

Who Are They?

What Do They Do Better Than You?

How Do You Compete?

STRATEGY Your Future How Big? Which People? What Markets? Which Customers? How’s Your Lifestyle? If You Don’t Know Where You Are Going How Will You Know When You Are There? 6

Your Future

How Big?

Which People?

What Markets?

Which Customers?

How’s Your Lifestyle?

If You Don’t Know Where You Are Going How Will You Know When You Are There?

STRATEGY Your Life – Your Business Are They Aligned? Will They Be Aligned? Do You Know? Life’s Too Short To Screw This One Up – So Don’t! 7

Your Life – Your Business

Are They Aligned?

Will They Be Aligned?

Do You Know?

Life’s Too Short To Screw This One Up – So Don’t!

FINANCIAL BASICS The P&L Revenue – Costs = ???? Are You Watching The Bottom Line? 8

The P&L

Revenue – Costs = ????

Are You Watching The Bottom Line?

FINANCIAL BASICS The Balance Sheet How Much Are You Worth And Is It Improving? What You Can Do To Improve Your Balance 9

The Balance Sheet

How Much Are You Worth And Is It Improving?

What You Can Do To Improve Your Balance

FINANCIAL BASICS Cash Flow By This Slide At Least Two Contractors Have Gone Out Of Business In The U.S. One Of The Most Common Causes Is Cash Flow – Don’t Be A Statistic 10

Cash Flow

By This Slide At Least Two Contractors Have Gone Out Of Business In The U.S.

One Of The Most Common Causes Is Cash Flow – Don’t Be A Statistic

FINANCIAL BASICS Critical Numbers What Are The 4 Key Things You Can Use To Judge Your Business? 11

Critical Numbers

What Are The 4 Key Things You Can Use To Judge Your Business?

PEOPLE PROCESSES Organizational Structure What It Looks Like Today; What Will It Look Like Tomorrow and What Are The Talent Gaps? 12

Organizational Structure

What It Looks Like Today; What Will It Look Like Tomorrow and What Are The Talent Gaps?

PEOPLE PROCESSES Company Culture What Makes You Distinct – What’s In Your DNA? How Do You Keep It Going? 13

Company Culture

What Makes You Distinct – What’s In Your DNA?

How Do You Keep It Going?

PEOPLE PROCESSES Recruiting & Retention Add $75,000 By Focusing On Your ‘A’ Players 14

Recruiting & Retention

Add $75,000 By Focusing On Your ‘A’ Players

PEOPLE PROCESSES “ If you can’t describe your business as a process you don’t know what you are doing.” – Peter F. Drucker 15

“ If you can’t describe your business as a process you don’t know what you are doing.” – Peter F. Drucker

PEOPLE PROCESSES Process Documentation If You Don’t Write It Down You Can’t Grow Your Business 16

Process Documentation

If You Don’t Write It Down You Can’t Grow Your Business

MARKETING Strategy Who To Go After WHY? Focus = Success 17

Strategy

Who To Go After

WHY?

Focus = Success

MARKETING Tactics Creating A Marketing Plan, Sticking To It And Measuring Results 18

Tactics

Creating A Marketing Plan, Sticking To It And Measuring Results

MARKETING Customer Service No Amount Of Marketing Can Overcome Consistent Poor Service No Amount Of Marketing Can Compare In Results To Great Customer Service! 19

Customer Service

No Amount Of Marketing Can Overcome Consistent Poor Service

No Amount Of Marketing Can Compare In Results To Great Customer Service!

PLANNING/ EXECUTION The Next 3 Years Pulling Everything Together Into A Complete Plan 20

The Next 3 Years

Pulling Everything Together Into A Complete Plan

PLANNING/ EXECUTION Refinement Create A 1 Page Overview Of Your Three Year Plan 21

Refinement

Create A 1 Page Overview Of Your Three Year Plan

PLANNING/ EXECUTION The Action Plan Quarterly Goals, Measureable Results & Key Responsibilities 22

The Action Plan

Quarterly Goals, Measureable Results & Key Responsibilities

PLANNING/ EXECUTION Communication If A Tree Falls In The Forest But No One Is Around Did It Make A Sound? This May Be Open For Debate But Effective Communication Of Your Business Plan Is Not! 23

Communication

If A Tree Falls In The Forest But No One Is Around Did It Make A Sound?

This May Be Open For Debate But Effective Communication Of Your Business Plan Is Not!

PLANNING/ EXECUTION Automation Creating The Systems Required To Keep Your Plan On Track Automatically 24

Automation

Creating The Systems Required To Keep Your Plan On Track Automatically

MORE The ECD Program Contains Many More Lessons Plus The Valuable One-On-One Coaching Sessions To Keep You Moving Forward

The ECD Program Contains Many More Lessons Plus The Valuable One-On-One Coaching Sessions To Keep You Moving Forward

MORE Learn More Online dbrownmanagement.com Or Contact Us At (916) 716-1696 [email_address]

Learn More Online

dbrownmanagement.com

Or Contact Us At

(916) 716-1696

[email_address]