Complete Design-Build/Project Department Training Track

Design-Build/Project Department Training Track

Commercial/Industrial HVAC/R contractors gain access to proven professional design-build/project department sales and project delivery processes and forms that have resulted in increased project close rates of 35% or more. There are 9 sessions available 24/7 right at your desktop in this 7-Step Design-Build Project Department Training Track.

Upon completion of each session we will provide you a link to immediately download the handouts, along with an offer to discuss or request implementation help from your assigned HVAC Business Fitness Coach.

This track includes a commercial design-build/project department implementation training track, the Guardian Design-Build selling program, a professional design-build/project sales call process, all department procedures, associated forms, and tools and private coaching support. To view more details on the deliverables and business support services for this track, click here.

Once enrolled into a Ready-Built HVAC Program Package, you then will register for this training track by simply clicking on “Client Login” to the right over the menu bar above. Then enter your User Name (email address) and enter the password we provided you.

CP-STEP #1.0 ProjectPro Retrofit/Design-Build pricing program set-up

Learning objectives:

• In this session you will learn how to implement a standard operating procedure for project or design-build surveying, estimating, and proposal writing.
• Benefit objective is to increase profitability by accurately and efficiently gathering customer and scope-of-work job data, decreasing human estimating errors, reducing work related risk liabilities, and improving customer satisfaction.

Benefits - at the completion of the learning session you will:

• Understand how project development standardization increases efficiencies while reducing business risk to the company.
• Understand the different estimating requirements for service jobs, equipment replacements, and design-build projects.
• Understand how to conduct a system/equipment and data gathering survey.
• Understand job layout and design requirements.
• Understand how to establish project labor costs, efficiency factors, truck and travel cost rates, and why and how to apply risk proficiency factors.
• Understand how to implement project estimating procedures.
• Understand how to implement procedures for project proposal content, format, and writing to use for service jobs, equipment replacements, and design-build projects.

Who should attend:

• Anyone responsible for establishing sales pricing and proposing policy and procedures for project or design-build work. Typical attendees are Owners, Operations Mangers, Sales Managers, Sales Reps, and Service Managers.

CP-STEP #2.0 Marketing Retrofit/Design-Build for profits

Learning objectives:

• In this session you will learn how to identify your company’s commercial retrofit/design-build marketing strategies and associated systematic awareness campaigns in your markets to generate, convert, and close profitable project leads.
• Benefit objective is to increase profitability through new business acquisition via the most effective and lowest cost marketing channels.

Benefits - at the completion of the learning session you will:

• Understand the importance of lead generation to you and your company’s success.
• Understand the sources of leads, and how and when to get them.
• Understand how to purchase qualified target customer lists.
• Understand what marketing strategies and promotion campaigns to use and when.
• Understand how to qualify leads and assign them to sales reps.
• Understand how to report weekly market development tasking goals and pending quoted work backlog.

Who should attend:

• Anyone responsible for identifying target markets and implementing systematic commercial lead-generation programs for all commercial work categories. Typical attendees are Sales Managers, Sales Reps, Owners, Operations Mangers, General Managers, Marketing Managers, and Service Managers.

CP-STEP #3.0 Professional sales call handling process

Learning objectives:

• In this session you will learn how to use a proven selling process to increase your retrofit/design-build project close rates, sell at higher gross profit margin levels, and to systematically value-based sell to acquire the business.
• Benefit objective is to increase new business acquisition productivity by lowering the time required for new business acquisition via an effective and logical, step-by-step, best-practice, value-based selling process.

Benefits - at the completion of the learning session you will:

• Learn the importance of why and how you must set the standards of performance in your area.
• Understand the purpose of conducting the project Customer and Equipment Survey.
• Understand the purpose of conducting the Manual N heat gain/loss measurement versus simply using existing system capacity.
• Have the skills necessary to analyze the data gathered to ensure proper equipment sizing and inclusion of any accessories and/or system modifications that may be warranted to meet customer requirements.
• Understand how to meet with customer after the survey to explore their purchase options to reduce operating costs, improve the quality of their program, or help them achieve their financial, personal, technical, and timing objectives.
• Learning how to effectively close with the customer 68% of the time using proven closing techniques.

Who should attend:

• Anyone responsible for selling retrofit and design-build project work. Typical attendees are Sales Managers, Sales Reps, Owners, Operations Mangers, General Managers, Marketing Managers, and Service Managers.

CP-STEP #3.1 Qualifying the "Real-Worth-Win" of Design-Build Opportunities

Learning objectives:

• In this session you will learn how to develop a set of pre-call probing questions to effectively identify if the design-build/project opportunity is real, worth it, and winnable. This section develops your ability to quickly qualify and prioritize project deals based on the greatest return on your time, and on what will maximize your company’s profits. We provide you with a proven method to determine a deals probability percentage of closing.

Benefits - at the completion of the learning session you will:

• Understand that growing the design-build/project business via the salesperson’s sales opportunity funnel is like the plant business. Like a plant, each prospective design-build/project needs scheduled, periodic attention to grow from a seed (opportunity) to full bloom (sale). If you forget a step, or select plant varieties (opportunities) that you can’t sell (close probability) you will only discover your oversight many months down the line. By then, however, it’s too late.

Who should attend:

• Typical attendees are Owners, Sales Managers, Sales Reps, and Service Managers.

CP-STEP #4.0 Efficient Retrofit/Design-Build written standard procedures

Learning objectives:

• In this session you will learn how to implement standard operating procedures for retrofit/design-build work that are simple to understand and provide a powerful tool for taking control of the quality of retrofit/design-build work and job satisfaction.
• Benefit objective is to provide huge gains in performance and revenue improvement that bring the entire work team together in a mutually productive way to do the best job possible with the company's resources.

Benefits - at the completion of the learning session you will:

• Understand how to mobilize for retrofit/design-build work.
• Understand how to develop and implement effective interdepartmental communication and delivery procedures.
• Understand how to develop manpower and resource scheduling procedures.
• Understand how to implement effective material scheduling and billing procedures.
• Understand how to develop and implement field labor optimization strategies.
• Understand how to implement effective quality control procedures.

Who should attend:

• Anyone responsible for establishing delivery processes for retrofit/design build work. Typical attendees are Owners, Operations Mangers, General Managers, and Service Managers.

CP-STEP #5.0 Stocking project inventory for profits

Learning objectives:

• In this session you will learn the importance of and how to implement project equipment, materials, and subs inventory control policies and procedures for all work categories.
• You will gain an understanding of the benefits of inventory control to improve cash flow timing, reduce expense overruns, and to assure customer satisfaction.

Benefits - at the completion of the learning session you will:

• Have the skills to publish and implement appropriate inventory cost controls within each work category.
• Be able to conduct on-going evaluations and update your inventory control procedures.
• Have a service related company tool and inventory control process that minimizes costs while reducing your employee’s risk of injury.

Who should attend:

• Anyone responsible for establishing inventory controls for truck stock, non-truck stock, tools, and equipment, materials, and subs. Typical attendees are Owners, Operations Mangers, General Managers, and Service Managers.

CP-STEP #6.0 Daily labor and opportunity conversion performance benchmarking

Learning objectives:

• In this session you will learn how to establish daily labor productivity benchmarks and daily service call conversion rates benchmarks for retrofit/design-build leads to help you proactively improve your businesses performance. You will also learn how to establish a daily call tracker and post-call debriefing of field laborers to efficiently gather and report daily performance by department and by individual field laborer.
• Benefit objective is to help you to systematically improve revenue and profitability by driving business performance benchmarks in a positive direction.

Benefits - at the completion of the learning session you will:

• Understand what daily performance benchmarks are and why they are needed.
• Understand how to establish daily labor and opportunity conversion benchmarks to help you stay on track.

Who should attend:

• Anyone responsible for responsible for service profitability. Typical attendees are Owners, Comptrollers, Operations Mangers, and Service Managers.

CP-STEP #7.0 Paying Retrofit/Design-Build laborers for Profits

Learning objectives:

• In this session you will learn how to create proven financial compensation and non-financial reward plans for field laborers to motivate them towards higher levels of positive labor cost variance on all job categories.
• Benefit objective is to increase profitability that achieves higher levels of customer satisfaction.

Benefits - at the completion of the learning session you will:

• Have the skills to increase field labor productivity that improves moral through compensation and reward programs.
• Be able to create performance incentives to achieve positive labor cost variance on all job categories.
• Understand the power of and the need for profit-based incentive plans in labor and quality control management.
• Be able to establish by work category the monitoring, measuring, and reporting of performance benchmarks to identify individual performance improvement initiatives.

Who should attend:

• Anyone responsible for establishing appropriate field laborer incentives for all service and project work categories. Typical attendees are Owners, Operations Mangers, General Managers, and Service Managers.

CP-STEP #7.1 Paying Commercial Sales Reps for Profits

Learning objectives:

• In this session you will learn how to create proven financial compensation plans for commercial service sales reps to motivate them towards higher levels of close rates and profit performance.
• Benefit objective is to increase profitability that achieves higher levels of productivity at higher estimated gross profit margins.

Benefits - at the completion of the learning session you will:

• Understand why compensation is so important in establishing effective sales teams.
• Understand how to design, implement, and evaluate a compensation plan.
• Understand how to incorporate the different types of expense reimbursements into the plan.
• Understand how to develop a proper compensation mix in the total compensation plan.
• Understand how to estimate cost of sales on jobs.

Who should attend:

• Anyone responsible for establishing compensation plans for retrofit projects, and design-build project work. Typical attendees are Owners, Operations Mangers, General Managers, Sales Managers, and Service Managers.