Why and How to Set Business Goals


Dave Thiemecke
VP of Learning & Development
March 27, 2018
minutes to read

Get to the Point

  1. Lay a Roadmap - You need to look at what you have and where your business is currently. Then you need to decide where you would be ideally in the next year.
  2. Set Goals - Take the abstract roadmap you have put together and make quantifiable and actionable goals. This will help you steer your company toward growth.
  3. Grow - Goals let you more easily measure success. When you know what is working and helping you grow, you can continue to set higher and bigger goals.

It doesn’t have to be the New Year to set goals and resolutions. The minute you realize you don’t have something specific you’re working toward, it’s time to reassess. Look at your business and everything you hope to accomplish in the upcoming year, and set goals to get there. Most people think of a resolution as something personal, but it's important to set resolutions for your business as well.

Here’s 4 Reasons Why You Need to Set Business Goals:

  1. Measure your success: Knowing where you started and how far you have come is important to the perspective and growth of your business. It’s hard to see your business growth from a day to day standpoint, however, when you measure growth and profitability you understand the big picture.
  2. Leadership & Teamwork: Setting goals is good for both your leadership team and your staff to find ways to work together. When everyone understands the end goal; your team’s work together and understand management decisions and priorities.
  3. Knowledge is Power: When you set a goals and actively monitor your progress you gain insights to your business. You’ll be able to better understand implications of decisions made by tracking errors and successes.
  4. Focus: Setting specific goals allows you to focus what is most important to your business. By concentrating your efforts, you’ll hone in on what steps need to be taken in order to accomplish each goal.

Now that we have some background on why setting a goal is important for your business, let’s dive into five common New Year’s Resolutions for businesses. Hopefully, you’ll find something that resonates to your business (even if it isn’t the New Year).

5 Examples of Business Resolutions

Get Organized!

Getting organized will give you clarity into the tasks that need your attention the most. Get rid of the clutter, the endless piles of paper, or just by putting everything into its proper place you’ll alleviate stress and problems.

Losing track of payments, appointments, employee information and so much more will derail you on your quest to being successful. Getting yourself organized at the start of the year will bring success throughout the year. Take advantage of programs that can do the organizational work for you. Field Nimble software and mobile apps can do this by having a centralized customer and product database. Let your whole team use one platform that gets rid of the paper and presents you professionally to your customers.

Improve Customer Service

Improving your customer service can be as simple as making yourself more available to customers or improving your communication with them. Giving customers more outlets to reach you through support lines or social media is an excellent place to start. More channels of communication provide valuable feedback and give customers an opportunity to refer your services. Pointman’s Field Nimble app partners with Nearby Now, which can open up your lines of communications with customers allowing your techs to send out referral requests to your real customers.

Embrace Technology and Social Media

Using technology and social media can feel like a daunting task, especially if it's not something you are familiar with. Doing away with the paper trail and transferring your business practices over to a website, mobile app, or mobile device can be overwhelming. Fortunately, there are many SAAS companies that can make technology integration an easy transition for you. By going paperless, you’ll increase revenue through efficiency, better customer data, and elimination of waste and duplication. Interested? Check out Pointman apps and software for contractor and field service management.

Is social media is on your radar? If it is, start small and enter into one channel at a time. Facebook is a great first step, and it gives you a forum to get referrals, reviews and engage with customers for promotions, etc.

Better Communication:  

Bad communication can lead to misunderstandings, confusion, mistakes and cost you money. Setting a resolution to improve your company's communication starts with defining the sources of confusion and identify your desired outcome. Be specific, and then outline the actions that are needed to accomplish this goal.

Charge Your Worth:  

Feeling underpaid and undervalued is a common problem for many businesses. You know the time and effort you put into your work and yet you don’t reap the benefits.

Here at Pointman, we can help you figure out pricebook strategies to help you get the most revenue for the work you do. Each year your fixed costs increase, making it difficult to determine what you should be charging. Don’t get stuck into offering low prices to compete when you aren’t making ends meet.

What resonated with you on this resolution list? And, if you had to pick just one resolution for your company, what would it be? The Pointman team is here to help you, “Win at Paperless.” Contact us to learn about paperless solutions for your home contracting business.

4. Add-On or Upsell Count and Amount

Here, we’re looking at repairs sold beyond the original reason for the call. Every time you enter a customer’s home your techs have the chance to sell value added work, beyond the repair itself. If you’re training your techs to sell add-on products, don’t you want to know who's doing it well, and who may need a training refresher?

5. Agreement Opportunities/Sales

Maintenance agreements are the key to a consistent client base and essential for keeping your team busy during the shoulder seasons. Every time your technician is in the home of a non-member there is an opportunity to sell. Are they delivering? You need to know.

6. Future Opportunities

Are your technicians talking to customers with forced air heat about the improved comfort that comes with a humidifier? How about the benefits of water softeners or whole-house surge protection? If the customer is interested, but not now, you need to be able to follow up on those opportunities.

How much money do you think gets left on the table just by failing to make a follow-up call to reintroduce an offered product or service? Tracking these opportunities can be the secret to putting more of that money in your pocket. These opportunities are the gold dust that’s hiding in your business. With a little work, there’s a lot of money just waiting to be panned for and earned.

7. Replacement Opportunities/Sales

Repairing a capacitor on a 17-year-old condenser, or the pilot on a 12-year old hot water tank? These are opportunities for replacement, and your techs should be offering that as an option along with the repair itself. You can determine what you consider a replacement opportunity in your business. But regardless of the conditions you establish, you want to know which of your techs is making the most of them. 

And if they didn’t sell? See the previous item. You should be setting this as an opportunity for a follow up.

Have any recommendations for additional information you’ve found to be essential? How do you make sure your team shares these details after each visit? We’d love to know — drop us a line here.

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