Ken Thomas from Envisor Consulting talks about how to grow your landscape or lawn care business from its infancy or adolescence to a thriving asset.

1. The Millionaires’
Club
“How to Build Value”
Ken Thomas
Envisor Consulting

2. Growth
Start Up
LIFE CYCLE OF A BUSINESS
Adolescence
Maturity
Succession
& Decline

3. LIFE CYCLE OF A BUSINESS
Growth Adolescence Maturity
Succession
& Decline
•Structure
•Management
Style
•Culture
•Profit/Cash •Focus
•Challenges
•Risks

4. Maturity
Clear Vision
and Strategy
Empowered
Teams
SOPs
Key Metrics
Maturity- The company we dreamed of!
Where owners can step away for a period of time and the
company will perform as well or better than if they were there!

5. Growth
LIFE CYCLE OF A BUSINESS
Maturity Succession
& Decline
Start Up
Adolescence

6. “ From Lucky To Smart”
Chester Cadieux

7. Building Value in Your Business
• Become a Different Kind of Leader
• Develop a Winning Team
• Develop A Standard Production
System

10. Right People/ Right Seat
Accountin
g
Admin

11. GOOD PEOPLE
Your Company’s Greatest Asset

12. TEAM
IF YOU THINK HIRING PROFESSIONALS IS EXPENSIVE,
TRY HIRING AMATEURS
I HIRE PEOPLE BRIGHTER THAN ME AND GET OUT OF
THEIR WAY Lee Iacocca
FIRING IS NOT SOMETHING YOU DO TO SOMEONE:
FIRING IS SOMETHING YOU DO FOR SOMEONE

13. DEVELOP A WINNING TEAM
 RIGHT PEOPLE- RIGHT SEAT
 HIRE SKILLS AND CHARACTER FIRST
 BACK GROUND CHECKS
 SOP’S – ALLOW ORDINARY PEOPLE
PERFORM AT EXTRAORDIARY LEVELS
 PENNY WISE AND POUND FOOLISH
 PETER PRINCIPLE
 HIRE SLOW FIRE QUICK
 CELEBRATE SUCCESS

14. POWER OF PEOPLE
"Knowing others is intelligence; knowing
yourself is true wisdom. Mastering others is
strength, mastering yourself is true
power." —Lao Tzu

15. POWER OF PROFILING
DRIVER STEADY
D i S C D i S C
* *
* * *
*
*
*
INFLUENCE COMPLIANT
D i S C D i S C
* *
* *
*
* *
*

16. PURPOSE

18. SYSTEMS/
Standard Operations Procedures
“ Allow Ordinary People to Perform at
Extraordinary Levels”
PEOPLE /
Your greatest Asset

20. PRODUCT DELIVERY SYSTEM
LEAD DESIGN ESTIMATING S o l dS OLD WORK IN PROGRESS JOB CLOSE OUT
SALES- LOAD
ALL CLIENT
DATA AND COST
BASED
ESTIMATE INTO
PRO BUILD
TEMPLATE.
PRESENT TO
CLIENT- REVISE
AND FINALIZE
ESTIMATE BASE
ON FINAL
PROPOSAL
ADMIN
QB LOAD
JOB SET UP
BUDGET SET UP
SOLD IN
PROPOSAL LOG
SET UP MPSS
SET UP E FILE ON
SERVER. NOTIFY
PRODUCTION
PRODUCTION
SCHEDULE-
PRE
CONSTRUCT
SET
SCHEDULE
PURCHASE
MATERIAL
TRACK LABOR
MANAGE
SUBS
RUN WEEKLY
OPS MEETING
SALES
MANAGE
CLIENT.
SET UP SUBS
AESTHETIC
CONTROL
CHANGE
ORDERS
INVOICE
RECONCILIATI
ON
ADMIN
TRACK JOB
COSTS
PAY SUBS
ISSUE PO'S
RECONCILE
AND PAY
DIRECT COSTS
INVOICE
CLIENT
RECORE CO'S
QB AND MPSS
PRODUCTION
NOTIFY SALES
OF JOB
COMPLETION
JOB CLOSE
OUT
CHECKLIST
REVIEW JOB
COSTS AND
ADJUST
FUTURE
SALES
ATTEND JOB
WALK WITH
OPS.
SET CLOSE
OUT WITH
CLIENT
APPROVE
JOB FOR
FINAL
INVOICE
DELIVER
FINAL
INVOICE
ADMIN
FINALIZE
ALL
PAYABLES
AND
INVOICING
COLLECT
FINAL
PAYMENT
RECONCILE
JOB COSTS
DISTRIBUTE
FINAL JOB
COSTS
TYPICAL SALES CYCLE
PRODUCTION
REVIEW
ADMIN LOAD
PROPOSAL IN
PROPOSAL LOG
SALES- SIGNED
CONTRACT AND
DEPOSIT TO
ADMIN
DESIRED OUTCOMES OF SYSTEM:
*EXTREMELY SATIFIED CLIENTS
*HAPPY EMPLOYEES
*PROFITABLE
ADMIN- TAKE
LEAD. LOAD
INTO LEAD
TRACKING
DATA BASE.
NOTIFY SALES
DESIGN-
DEVELOP
CONCEPT
PLAN. MAKE
ANY
REVISIONS
SALES-
RECEIVE LEAD,
SCREEN AND
SHCEDULE
APPOINTMENT
CLOSE DESIGN
AND OR SET
UP NEXT
MEETING
SALES-
PRESENT PLAN
TO CLIENT.
DISCUSS
REVISIONS.
SET UP FINAL
MEETING.
DESIRED OUTCOMES OF SYSTEM:
• EXTREMELY SATIFIED CLIENTS
• HAPPY EMPLOYEES
• PROFITABLE JOBS

21. PRODUCT DELIVERY SYSTEM
LEAD ESTIMATING SOLD WORK IN PROCESS JOB CLOSE OUT
WHAT DO YOU
SELL?
MENU
COST BASED
ESTIMATES
STANDARD
ESTIMATING
SYSTEM AND
TOOL
DOWN STREAM
DELIVERABLES
JOB SET UP
SCHEDULES-
QUALITY CONTROL
ACCOUNTABILITY
CONTRACT SCOPE
TERMS - $
JOB PACKET-
"Start Clean"
CLIENT
COMMUNICATION
ACCOUNTING
COMMUNICATION
JOB CLOSE CHECK
LIST
COLLECT
REVIEW AND ACT
"Finish Clean"

22. PRODUCT DELIVERY SYSTEM
LEAD ESTIMATING SOLD WORK IN PROCESS JOB CLOSE OUT
WHAT DO YOU
SELL?
MENU
COST BASED
ESTIMATES
STANDARD
ESTIMATING
SYSTEM AND
TOOL
DOWN STREAM
DELIVERABLES
JOB SET UP
SCHEDULES-
QUALITY CONTROL
ACCOUNTABILITY
CONTRACT SCOPE
TERMS - $
JOB PACKET-
"Start Clean"
CLIENT
COMMUNICATION
ACCOUNTING
COMMUNICATION
JOB CLOSE CHECK
LIST
COLLECT
REVIEW AND ACT
"Finish Clean"

23. LEAD
PRODUCT DELIVERY SYSTEM
WHAT DO YOU SELL- What is your offering?
Maintenance vs Construc on
Commercial vs Residen al
LEAD QUALIFICATION- QUALIFY ALL LEADS BASED ON:
Sales Strategy
Current Backlog
Resource Capacity
" We do anything for anybody is not sustainable"

24. SOLD
APPROVALS-
Standardized Approval Process
Client Expecta ons
Contract Review- Product Scope and Payment Terms
ROUTING- "Start Clean" Standardized Job Package"
Graphics Client Summary Informa on
Es mate Job Plan
Deposit Terms
SET UP- Pre- Construct Process
TYPICAL SALES CYCLE

25. ESTIMATING
COST BASED-Cost
X's Gross Margin Markup
Markup reflects overhead budget recovery
PRODUCT DELIVERY SYSTEM
STANDARDIZED ESTIMATING - Develop standardized
estimating process utilizing operational values and a standard
automation method (TOOL)
DOWN STREAM DELIVERABLES- Document and produce standard
deliverables for accounting and production. (Billing information and
material and labor budgets)

26. SOLD
CONTRACT SCOPE
TERMS - $
JOB PACKET- "Start Clean"
PRODUCT DELIVERY SYSTEM
Graphics Client Summary Information
Estimate Job Plan
Deposit Terms
MOST OF YOUR MONEY $ IS MADE BEFORE YOU EVER
GET TO THE JOB!

27. Work In Progress
JOB SET UP
SCHEDULES-Forecasting;
Logistics- Job Plans
QUALITY CONTROL - ACCOUNTABILITIES
Client
Quality
Costs
PRODUCT DELIVERY SYSTEM

28. Job Close Out
CLIENT COMMUNICATION
ACCOUNTING COMMUNCATION
JOB CLOSE CHECK LIST
Pre Close - No Go Backs!
COLLECTION
REVIEW AND ACT
Job Costs; Feedback for Estimiang, Sales and
Produciton

29. PRODUCT DELIVERY SYSTEM
LEAD DESIGN ESTIMATING S o l dS OLD WORK IN PROGRESS JOB CLOSE OUT
SALES- LOAD
ALL CLIENT
DATA AND COST
BASED
ESTIMATE INTO
PRO BUILD
TEMPLATE.
PRESENT TO
CLIENT- REVISE
AND FINALIZE
ESTIMATE BASE
ON FINAL
PROPOSAL
ADMIN
QB LOAD
JOB SET UP
BUDGET SET UP
SOLD IN
PROPOSAL LOG
SET UP MPSS
SET UP E FILE ON
SERVER. NOTIFY
PRODUCTION
PRODUCTION
SCHEDULE-
PRE
CONSTRUCT
SET
SCHEDULE
PURCHASE
MATERIAL
TRACK LABOR
MANAGE
SUBS
RUN WEEKLY
OPS MEETING
SALES
MANAGE
CLIENT.
SET UP SUBS
AESTHETIC
CONTROL
CHANGE
ORDERS
INVOICE
RECONCILIATI
ON
ADMIN
TRACK JOB
COSTS
PAY SUBS
ISSUE PO'S
RECONCILE
AND PAY
DIRECT COSTS
INVOICE
CLIENT
RECORE CO'S
QB AND MPSS
PRODUCTION
NOTIFY SALES
OF JOB
COMPLETION
JOB CLOSE
OUT
CHECKLIST
REVIEW JOB
COSTS AND
ADJUST
FUTURE
SALES
ATTEND JOB
WALK WITH
OPS.
SET CLOSE
OUT WITH
CLIENT
APPROVE
JOB FOR
FINAL
INVOICE
DELIVER
FINAL
INVOICE
ADMIN
FINALIZE
ALL
PAYABLES
AND
INVOICING
COLLECT
FINAL
PAYMENT
RECONCILE
JOB COSTS
DISTRIBUTE
FINAL JOB
COSTS
TYPICAL SALES CYCLE
PRODUCTION
REVIEW
ADMIN LOAD
PROPOSAL IN
PROPOSAL LOG
SALES- SIGNED
CONTRACT AND
DEPOSIT TO
ADMIN
DESIRED OUTCOMES OF SYSTEM:
*EXTREMELY SATIFIED CLIENTS
*HAPPY EMPLOYEES
*PROFITABLE
ADMIN- TAKE
LEAD. LOAD
INTO LEAD
TRACKING
DATA BASE.
NOTIFY SALES
DESIGN-
DEVELOP
CONCEPT
PLAN. MAKE
ANY
REVISIONS
SALES-
RECEIVE LEAD,
SCREEN AND
SHCEDULE
APPOINTMENT
CLOSE DESIGN
AND OR SET
UP NEXT
MEETING
SALES-
PRESENT PLAN
TO CLIENT.
DISCUSS
REVISIONS.
SET UP FINAL
MEETING.
DESIRED OUTCOMES OF SYSTEM:
• EXTREMELY SATIFIED CLIENTS
• HAPPY EMPLOYEES
• PROFITABLE JOBS

30. Building Value in Your Business
• Become a Different Kind of Leader
• Develop a Winning Team
• Develop A Standard Production
System

31. The Millionaires’
Club
“How to Build Value”
Ken Thomas
Envisor Consulting