Growth Strategies forProfessional Contractors Using technology to Drive Growth            and profit           Presented b...
Who Is Sage?      Sage is the business management     software company truly focused on the       needs, challenges, and d...
Key Industries Sage ServesIn North America        Construction    Non-Profit     Healthcare        Manufacturing   Distrib...
The ‘downturn’ impacts business Impact on Revenue             Impact on Cost • Fewer jobs to bid           • AR gets stret...
How can technology drivegrowth & profitability?
So what, and who cares?                     ProfitsHow can technology improve my business performance?                  Co...
McKinsey:The Impact of a 1% Improvement 12.00% 10.00% 8.00% 6.00% 4.00% 2.00% 0.00%          Fixed Costs   Variable costs ...
How can technology help my business?Operations• Removes redundant data  entry• Shortens the timeframe to turn  data into u...
How can technology help my business?People• Employees are more  productive and profitable.• Higher job satisfaction  reduc...
How can technology help my business?Money• Greater visibility into cash flow• Better risk management• Bonding• Process pay...
How can technology help my business?Marketing• Provide better image of  organization• Better communication with  customers...
How can technology help my business?Sales• Win more work• Win better work• Improve personal productivity   of estimators/s...
How can technology help my business?Customers• Communicate more effectively• Make it easier for them to do  business with ...
How can technology help my business?Leadership & Management• Standardize aligned goals• Reporting ‘best in class’ metrics•...
Famous quote“Adversity is a fact of life. It cant be controlled.What we can control is how we respond to it.”             ...
You have a choice                         OR•   Hunker down           • Look for new markets &•   Shed costs              ...
Five Things you can do             1. Perform an technology audit             2. Implement a paperless                envi...
Perform a Technology Audit             1. Do people actually use the information?             2. Where are the redundant d...
1   Technology Audit - ROI                Get more value out of                 your current IT                 investmen...
Implement a Paperless Environment          •   Automate your Invoice processing          •   Implement Document Imaging   ...
2   Paperless Invoice Processing             Your Business                 Rules                      21
2 Paperless –Return on Investment             Improves operational velocity             Improves A/P approval turn-aroun...
Strategy Execution            “Knowing how to plan and            execute, while overcoming            ‘today’s surprises,...
3                    VI.                    STEP                    BACK                                       I.         ...
3    25
3     The Problem with Strategy ExecutionYou consider your health issues and you determine that  doing nothing could resul...
3   You buy a treadmill                  27
3   What Happens Next?             Not MuchActually, there is no R in the Return onInvestment in technology if you don’tac...
Etrak 700 series treadmill horizon - $800(readville)Date: 2009-03-04, 3:57PM ESTetrak 700 series horizon bearly used like ...
NordicTrack E3800 Treadmill - $900(Tyngsboro)Date: 2009-03-03, 2:10PM ESTGym Quality treadmill,Computerized Workouts, Puls...
3   Six Disciplines Program Components    1.   Repeatable Methodology    2.   Accountability Coaching    3.   Systems/tech...
Go mobile             Direct field access to update              information, approve invoices,              bill custome...
4 Mobility applied in construction                    o Capture field notes on electronic floor plans and distribute      ...
Ramp up business development            • Get a CRM system               –   Automate your marketing programs             ...
5•         Develop a niche’        Focus your greatest        strengths on your highest        potential opportunities•   ...
5•     Improve your visibility    Create an outreach    program.•   Develop a in-reach    program.                  Get yo...
Final Thought• Technology is a lot like a treadmill. Huge ROI  potential, but you actually have to use it.• Invest in an T...
Next Steps• To get the Presentation, go to:  www.linkedin.com/in/robjohnson38• Go to www.u-s-i.com and request a  technolo...
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2009 03 05 Asm Keynote Working For Distribution

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2009 03 05 Asm Keynote Working For Distribution

  1. 1. Growth Strategies forProfessional Contractors Using technology to Drive Growth and profit Presented by Rob Johnson 1
  2. 2. Who Is Sage? Sage is the business management software company truly focused on the needs, challenges, and dreams of small and medium-sized companies. 2
  3. 3. Key Industries Sage ServesIn North America Construction Non-Profit Healthcare Manufacturing Distribution Real Estate 3
  4. 4. The ‘downturn’ impacts business Impact on Revenue Impact on Cost • Fewer jobs to bid • AR gets stretched • Lower margins on jobs • Bad debt goes up • Increased competition • Cost of Sales go up • Customers go under • Inventory turns go down • Or, seek cheaper • Inventory write-offs go up alternatives • Equipment sits idle • Or, Defer work • Employee morale goes down 4
  5. 5. How can technology drivegrowth & profitability?
  6. 6. So what, and who cares? ProfitsHow can technology improve my business performance? Costs 6
  7. 7. McKinsey:The Impact of a 1% Improvement 12.00% 10.00% 8.00% 6.00% 4.00% 2.00% 0.00% Fixed Costs Variable costs Volume Price 7
  8. 8. How can technology help my business?Operations• Removes redundant data entry• Shortens the timeframe to turn data into useful information for management.• Reduces printing time and costs• Improves workflow velocity• Minimizes mistakes• Improves employee productivity, performance, and job satisfaction 8
  9. 9. How can technology help my business?People• Employees are more productive and profitable.• Higher job satisfaction reduces turnover.• Tech driven innovation lowers accident rate.• Fewer ‘human error’ mistakes• Allows more ‘effective time’, as apposed to ‘non-effective time’• HR & compliance issues 9
  10. 10. How can technology help my business?Money• Greater visibility into cash flow• Better risk management• Bonding• Process payables faster• Shorten time to bill and get paid• Growth in revenue without growing cost• Manage costs better• Easier to analyze job performance 10
  11. 11. How can technology help my business?Marketing• Provide better image of organization• Better communication with customers• Execute marketing campaigns• Develop new markets• Reach more targeted customers• Better analyze efficiency and effectiveness of marketing activities• Improve visibility into customer 11
  12. 12. How can technology help my business?Sales• Win more work• Win better work• Improve personal productivity of estimators/salespeople• Develop consistent processes across organization• Forecast potential & backlog opportunities• Win/Loss Scorecard analysis 12
  13. 13. How can technology help my business?Customers• Communicate more effectively• Make it easier for them to do business with you• Improve reaction times to client issues• Standardize customer interaction processes• Centralize all customer contacts into a central location• Classify, profile and analyze customers 13
  14. 14. How can technology help my business?Leadership & Management• Standardize aligned goals• Reporting ‘best in class’ metrics• Company identified ‘goal metrics’• Improved ability to communicate strategy• Better use of company resources• Better decision making;• More efficient use of time by making facilities available for longer working hours• Allows for office decentralization so as to reduce rental costs.Journal of Construction Research, Vol. 6, No. 1 (2005) 1{13 c World Scientic Publishing Company IS IT TRAINING IN CONSTRUCTION INDUSTRY USEFUL? 14
  15. 15. Famous quote“Adversity is a fact of life. It cant be controlled.What we can control is how we respond to it.” Author Unknown 15
  16. 16. You have a choice OR• Hunker down • Look for new markets &• Shed costs opportunities• Don’t spend a dime • Buy marketshare• Ride it out • Go on a corporate diet• Hope for a miracle • Upgrade tech • Prepare for the upturn • Sharpen the saw 16
  17. 17. Five Things you can do 1. Perform an technology audit 2. Implement a paperless environment 3. Apply technology to strategy 4. Get Mobile 5. Ramp up Business Development 17
  18. 18. Perform a Technology Audit 1. Do people actually use the information? 2. Where are the redundant data processes? 3. Is everyone in the organization properly trained? 4. What productivity tools could be implemented? 5. Where can we use technology to innovate – and create differentiation? 6. How do we improve our customer connection? 7. How do we reduce drag in operations? 8. How do we improve our ‘time to decision?’ 9. How do we reduce risk? 18
  19. 19. 1 Technology Audit - ROI Get more value out of your current IT investment Improve your employee performance Improve competitiveness of the organization 19
  20. 20. Implement a Paperless Environment • Automate your Invoice processing • Implement Document Imaging • On-screen take-off • Electronic RFI’s, RFP’s, P.O.’s, etc • Electronic data warehousing 20
  21. 21. 2 Paperless Invoice Processing Your Business Rules 21
  22. 22. 2 Paperless –Return on Investment  Improves operational velocity  Improves A/P approval turn-around time  Bill customers sooner  Approvers save time and gain control  Easier audits  No lost or mis-filed invoices  No photocopying  No overnight shipping 22
  23. 23. Strategy Execution “Knowing how to plan and execute, while overcoming ‘today’s surprises,’ is the most foundational capability any organization can have.” - Gary Harpst 23
  24. 24. 3 VI. STEP BACK I. DECIDE WHAT’S IMPORTANT Learn Strategy V. II. INNOVATE SET GOALS PURPOSEFULLY THAT LEAD Innovate Plan IV. III. WORK ALIGN THE PLAN SYSTEMS Execute Organize Six Disciplines 24
  25. 25. 3 25
  26. 26. 3 The Problem with Strategy ExecutionYou consider your health issues and you determine that doing nothing could result in the following;• Lack of energy• Poor Self-esteem• Fear of High School reunions• Possible health complications You’re this one 26
  27. 27. 3 You buy a treadmill 27
  28. 28. 3 What Happens Next? Not MuchActually, there is no R in the Return onInvestment in technology if you don’tactually use it. "A half-baked strategy well executed will be superior to that marvelous strategy that isnt executed very well." --Allan Gilmour, vice chairman, Ford Motor Co. 28
  29. 29. Etrak 700 series treadmill horizon - $800(readville)Date: 2009-03-04, 3:57PM ESTetrak 700 series horizon bearly used like new $800 cash only we are moving and dont have the room to expensive to give/through away great investment for someone who cant get out to exsersize 1000-1200 at dicks sportung goodsagain great condition never had aproblem have more pics if need be10 incline 10 speed awesomeworkout mp3 / ipod ready built in speakers 29
  30. 30. NordicTrack E3800 Treadmill - $900(Tyngsboro)Date: 2009-03-03, 2:10PM ESTGym Quality treadmill,Computerized Workouts, PulseSensor, Aromatherapy BottleHolder, Water Bottle Holder,Book Holder, Fan, Key/Clip,Calorie Counter, DistanceDisplay, Speed, Grade %Time/Pace, And much more,Like New. Hardly Used 30
  31. 31. 3 Six Disciplines Program Components 1. Repeatable Methodology 2. Accountability Coaching 3. Systems/technology 4. Shared Learning Repeatable Accountability Execution Shared Methodology Coaching System Learning Six Disciplines 31
  32. 32. Go mobile  Direct field access to update information, approve invoices, bill customers, streamlines processes  Facilitate Customer Self-service reduces costs  GPS improves fleet management  Handheld access for job and time costing reduces errors & saves time. 32
  33. 33. 4 Mobility applied in construction o Capture field notes on electronic floor plans and distribute the information in real-time to all involved Project Management o Streamline work list, punch list and other field processes to increase productivity and enhance work quality o Enables effective and continual communication among owners, contractors, and architects, crucial to complete projects on time and within budget Collaboration o Problems that took days and weeks to resolve now are cleared up within minutes Supply o Monitor construction materials continuously to prevent Management supply shortages and associated project delays o Reduce litigation risk through standardized documentation Risk including field reports, safety inspections, work lists, punch Management lists, schedule updates and many other critical field activities 33
  34. 34. Ramp up business development • Get a CRM system – Automate your marketing programs – Improve your sales effectiveness – Reduce ‘time to close’ – Reduce errors – Track customers information • Get all over the WEB 34
  35. 35. 5• Develop a niche’ Focus your greatest strengths on your highest potential opportunities• Define and blueprint your ‘ideal customer’ – Demographic – Geographic – Psychographic SIC Annual Geographic Construction Ownership Associations CPA Code Revenue footprint type Group Firm 35
  36. 36. 5• Improve your visibility Create an outreach program.• Develop a in-reach program. Get your website noticed• Expand your web – Website Grader: presence. www.websitegrader.com – SEO - Duct Tape Marketing Local Profile www.ducttapemarketing.co m Give them a reason to come back – RSS feeds – Zift Solutions: www.ziftsolutions.com – Blogs: www.technorati.com Create online networking community www.linkedin.com 36
  37. 37. Final Thought• Technology is a lot like a treadmill. Huge ROI potential, but you actually have to use it.• Invest in an Technology Audit• Focus on improving what you already own.• Invest in strategy execution• Ramp up business development• Look for additional technology that will support your strategy, and you’ll implement. 37
  38. 38. Next Steps• To get the Presentation, go to: www.linkedin.com/in/robjohnson38• Go to www.u-s-i.com and request a technology audit.• Go to www.sixdisciplines.com and buy a copy of Execution Revolution 38

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