Ask Andi

Enduring Customer Relationships Make Money

How do we stay in touch with existing clients? Once we get an order it gets turned over to people in our operations department to handle everything from customer questions to delivering on time and in budget. Once we…

Turning leads into closes

“Lots of activities but not enough closes. Lots of leads, just have to light a fire to get going faster to turn leads into work. How do we do that?” Thoughts of the Day: Good news is you have…

Interviewing done right

“We don’t have an interview process. We’re haphazard and I think that leads to some of the hiring problems we’ve had. Would like to get a lot better at interviewing and hiring the right people for my company. Can…

Getting the job done

We recently had one of our managers out for training. When he was away and no one was around to watch how things were going, a couple guys thought they could slack off. How do we get folks to…

Combining brands after an acquisition

“Just bought a product line from another company. It’s going to be a great growth opportunity for us, as we expose our clients to another solution that they can use every day. However, the brand transition is going to…

Get off the roller coaster of entrepreneurship

“After a few years of owning my own business, I feel like I’m living on the edge. I see opportunities and jump on them. I ride a roller coaster of ups and downs. I put some wins on the…

Getting new sales people off the ground

"Know that it takes a year to get someone started in sales without a pipeline. We can’t afford to take that much of a hit on getting a sales person starting up from scratch. Could pay more for the…

Drawing the Line on Free Service

"Doing a lot of free service repairs for customers who break things. Some of it is in warranty and some not but we do it for free anyway to protect our reputation for providing a superior product. Our total…

Effective sales meetings must generate results

"Had the sales meeting, great ideas, then . . . maybe not so much in terms of real measurable results. Accountability is important. Think our sales meetings may be too big picture. Having a discussion about where we’re going…

Growth by acquisition

"We’re trying to do an acquisition, but as we get into the opportunity there’s one surprise after another. Seems like it’s always something else, and not necessarily good. Should we keep on pursuing this deal? Is there any such…

Finding, hiring and keeping good people

Recruiting results are not good enough. We’re growing, and because we can’t get enough of the right people fast enough, we struggled during our busy season. Nothing that our clients saw, but we lived with the stress. And we…

Maintaining control as the company grows

"The good news is, our company is growing. This is what we always wanted. But it’s scary for us, as owners, too. We worry a lot about losing control. How do we keep in touch and know things are…