Paul V. CarterBest practices in good times & bad

I don't know what their problem is, but I'll bet it's hard to pronounce.

Best of breed

Best practice….

▪look at the data»Listen to your team»Listen to your clients»Listen to your suppliers»Hire some new blood»Have a plan

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Key topics

PeopleTrainingSales processSales pay plansPricingOperationsInquiry

managementService pricing

Services offeredFreebies killCollateralsWeb SiteAgreementsRenewalsNetworksFinally

People

Smarter than youGive them time to learnGive them real trainingChallenge them Coach them through mistakesGive them the the big picturePay in line with your objectives

Training

Ensure you have a knowledge baseCreate course workUpdate your materialDon’t assume your team know. Use vendors to help train.

Sales Process

Write it downTrain itUse your bestTest your bestUse a sales presenterCollaterals the are helpfulUse a price listIncentives for team

Pay Plan

Have oneReview annuallyIt meets your goalsReward winnersReward termReward priceReward services sold

Pricing

Price listsMakes senseReviewed quarterlyShare it with partnersUse it during toursUse it with clients expanding/renewingDiscount for termNo freebies

Operations

Respect service revenuesUse technologyIntranetsMake it easy to payPolice servicesAdd services

Inquiry Management

Ratios Ratios RatiosBrokersNeighborsLandlordsClientsSignage3rd PartiesNetworkingCorporate Housing

Service Pricing

Monitor BenchmarkAccept realitySurvey clientsThink outside boxService clientsFind partners

Services Offered

Build your brandAdded valueSurvey clientsLook ahead 5 yearsGet paidPartner

Freebies

Meeting room hours

Free months

Free fax lines

Month end only

Hubs

VOIP

Wi-Fi

Set up fees

Office Revenue CalculatorA B

Number of offices 50 50

Number of w/s 100 100

Rent per w/s 750$ 750$ 1,500$ 1,500$

Term of Agreement 10 10

Rent Roll 750,000$ 750,000$ 750,000$ 750,000$

Meeting room free hours 6 150,000$ 0 -$

Meeting room rate 50$ 50$

Set up fee Phones -$ 50$ -$ 5,000$

Handset monthly 100$ 100$ 100,000$ 100,000$

Setp up fee Data -$ 50$ -$ 5,000$

Monthly Data charge 100$ 100$ 100,000$ 100,000$

Phones usage per w/s -$ 40$ -$ 40,000$

Business Servces per w/s 20$ 20$ 20,000$ 20,000$

Workstation revenue per yr 9,700$ 10,200$

Total annual revenue 820,000$ 1,020,000$

1 Year $200,0005 Year $1,000,000

Collaterals

QualityAvailableCurrentIn line with ObjectiveDownloadableCall to action

Web site

Be seenRank on 1st pageResource for prospectsDevelop it

Intranet for clients and 3rd party revenues

Agreements

Re-design to be simpleBenchmark look & feelRetainers no exceptionsFewer freebiesTerm Train your teamComments for exceptions

Renewals

Agreement termsDon’t be timid90 days noticeIncreasesMonth end alwaysWatch the promises

Network

We all need a little love, meet upBe open, shareBetter than youCompete on locationABCNThis weekend

Finally

In some industries the market leader is also the least expensive, thankfully not in ours.

Thank you very much.

Questions?