organizational development

Ep.42: How and When To Hire a General Manager with Aaron Enfinger

As companies experience growth, there are tipping points where changes need to be made. One of those points is when you realize you need additional management for the organization. Many remodelers are considering adding a General Manager, but are unsure how it will work in practice.

The Cleary Company of Columbus, OH, reached this tipping point in the Development Department in the Fall of 2016. The company was changing rapidly, adding staff, and stressing the existing systems in place. Things were getting bogged down. Owner George Cleary promoted Aaron Enfinger from Production Manager to GM to step in the gap. He’s currently wearing both hats while searching for his successor as PM.

In this episode, Aaron talks to Victoria and Mark about his experiences in taking over his new role and what it’s meant for the company. While Aaron oversees the operations, George has more time for business development and long-term planning.

The decision to add an overlay of management was caused by three factors, says Aaron. The staff was stressed by the workload, they were having trouble getting projects through the different phases of the job, and steps were being skipped in previously reliable systems because of the rush to get jobs to production. He talks about what his job entails, and some of the challenges, including:

  • Keeping the owner in the mix
  • How to not overload a GM
  • Managing people outside of your own job experience, like designers or marketers
  • Creating new positions to help streamline processes
  • Why to hire from within (if you can)
  • Working with the owner (or CEO)
  • The benefits of a walking meeting
  • Small picture vs. big picture thinking
  • And more…

As promised in the podcast, here’s the link to Aaron’s appearance on The Tim Faller Show, where he outlined his approach to creating a master schedule to control the flow of jobs through the pipeline.

Extreme Makeover: Business Edition

As Mark and Victoria mentioned in this episode, the Extreme Makeover: Business Edition, Jan. 29-30, 2019, is filling up fast — and Super Early Bird Pricing ends this Friday, November 30th.
Click Here for More Information & Registration 

 

Ep.20: Constantly Improving Your Business Using Kaizen with Michael Sauri

Kaizen means (literally) “Change for Good,” and that can mean REALLY good things for your growing remodeling company. This process of constant improvement, with every team member participating, allows your company to constantly raise the bar on its target metrics.

In Episode 20, Victoria and Mark learn more about the Kaizen practice of process improvement by welcoming Michael Sauri, CEO of TriVista USA, to the show.

Michael and his wife Deborah started TriVistaUSA in 2005 with the goal of providing an outlet for creativity and a Ritz Carlton-level client experience. “Our Thoughtful Design Builds Fine Living,” is their mission statement and their mantra as they bring phenomenal, award-winning design to the Design/Build community in the Washington DC area.

The Kaizen practice focuses on improving existing, standardized processes by eliminating waste and was first practiced in Japanese businesses after the World War II.

Michael provides some great insight on how TriVista has adopted Kaizen throughout his business and includes:

  • The background of Kaizen and how TriVista got involved
  • Hiring and developing a team within the Kaizen structure
  • The differences between Kaizen and other process improvement practices
  • 3 metrics of measurement to measure client satisfaction
  • What a Kaizen Event is and what the goal of the effort is
  • Issues and examples where Kaizen improved their business
  • Managing team buy-in into the process
  • And More…

To learn more about TriVistaUSA, visit their website at https://www.trivistausa.com/

 

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Ep.19: Sales Compensation Plans & Impact on Company Culture with Ciro Giammona

When it comes to compensating remodeling sales professionals, there are so many different models or plans; each with its own set of incentives and sales performance metrics.

But have you ever considered the effect that your sales compensation plan has on company culture? We work so hard to create and maintain the right culture fit for our employees but something as simple as how we pay our salespeople can throw off that critical balance.

In Episode 19 Harrell Remodeling’s CEO, Ciro Giammona, joins Victoria and Mark to talk more about their award-winning firm’s unique approach to sales compensation and how it has impacted their company’s culture.

Since joining Harrell Remodeling as an estimator in 1996, Ciro’s attention to detail, exemplary customer focus and commitment to the company’s employee-ownership culture eventually led him to the role of General Manager in 2006, President in 2011 and CEO in June of 2014.

Harrell Remodeling is a very successful, 33-year-old, second generation full-service design + build residential remodeling company based in Mountain View, California. Harrell’s employee-owned company structure and culture is well-known and respected within the design + build and remodeling community.

Ciro shares some excellent points on how commission-based sales compensation plans can impact not only the bottom line, but company morale and culture as well. Harrell’s salary compensation for their design/sales team is explored and Victoria and Mark take a closer look at the sales management and tracking process.

A great episode for any remodeling firm looking to improve company culture, effectiveness of your sales payment plan and so much more… Enjoy!

If you would like to learn more about Ciro Giammona and his team at Harrell Remodeling you can visit their website here: https://harrell-remodeling.com

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Ep.18: Adapt or Become Irrelevant with Mark Richardson

In Episode 18, Victoria and Mark Harari welcome author and industry adviser Mark Richardson and talk more about the changes that have impacted the remodeling industry and how companies today need to either adapt or risk becoming irrelevant.

Mark Richardson is the Former President and Co-Chairman of Case Design/Remodeling, a Senior Fellow at Harvard and the author of 4 books; 30 DAY Remodeling Business Fitness, How Fit Is Your Business?, Fit to Grow and Control Your Day; 7 Steps to Time Mastery. Mark is also the host of the Remodeling Mastery Podcast.

The hosts explore Mark’s background and the various ways he has been involved in the remodeling industry. From pioneering the Design + Build concept from the early days with Case, to the challenges and obstacles they were able to overcome when growing their business.

Mark talks more about how he and his firm were able to learn from others and from experience and how Case’s founder, Fred Case, created an environment where team members were free to test and try things to improve the business. “Most successful people are students of success,” said Richardson, and went on to explain and encourage today’s remodeler to “put in the time to learn, read, observe, think, etc.”

Victoria, Mark and Mark dig more into some of the different ways the industry has changed over the past several years, including:

  • Time; from the time needed to adapt and change to the response time now expected and demanded by clients
  • How technology is now an integral part of doing business vs. being optional in the past
  • The level of transparency now faced by businesses, where the client’s knowledge and cost of products may outpace your own and they have full access to your past performance, reviews on your business, etc.
  • How clients perceive or envision a project and how you sell or get them to commit
  • How companies can learn and know which ways to adapt themselves

How have you adapted or changed your business?

We would love to hear some constructive feedback on ways you have adapted your business to meet the changes in our industry. Use the comments section below to share your experiences.

We love the feedback we have received so far!

As always, if you have a topic that you would like us to cover or know of an industry contact, author or thought-leader that you think others would like to hear from, let us know.

If you’re enjoying our PowerTips Unscripted podcast, please spread the word and post reviews on iTunes and Stitcher.

 
 

Ep.16: Keys to Developing an Impactful Leadership Team with Bob Gallagher

Can you define a good Leader vs. a good Manager? Are they the same, similar or completely different? How can having a strong leadership team affect the success or your business?

In Episode 16 Victoria and Mark welcome Bob Gallagher to the show to discuss how building the leadership team at Sun Design Remodeling Specialists has helped grow their business into one of the most successful firms in the Washington DC / Northern Virginia area.

Over the past 30 years, Bob has been instrumental in building and improving Sun Design’s operational procedures in all departments. Bob has been very involved in the industry, through his involvement in NARI, and has received four President’s awards and two Image awards from NARI National, as well as the Hall of Fame Award from the local NARI Metro DC Chapter.

Bob and his partner, Craig Durosko, are members of a Mentor-level Roundtables Group where they work with other large volume, successful firms from across the country.

Victoria, Mark and Bob explore the issue of not only identifying and hiring good leaders, but how to assemble them into a strong team that is focused primarily on making improvements within a company’s standards, systems and day-to-day operations.

Included in this episode:

  • Defining Leader vs. Manager – Improvements vs. Maintenance
  • Identifying leadership qualities, behaviors, etc.
  • Establishing goals for the team
  • Measuring the ongoing impact and success of the team
  • Building trust and working efficiently with open communication within the team
  • Facing challenges in building and training the team
  • Managing roles and personalities within the team
  • Developing leadership qualities into members of the team

Great insight from a very successful thought-leader among the remodeling industry… Don’t miss this opportunity to learn more about building the team that will help lead your company to the next level.

If you would like to learn more about Sun Design Remodeling Specialists you can visit their website: https://www.sundesigninc.com/

 

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Ep.15: Creating a Culture of Empowerment with Geoff Graham

Building a strong team can be a challenge to any business owner and creating a culture where employees feel trusted and empowered can be even more difficult.

In Episode 15, Victoria and Mark speak with Geoff Graham, Founder and CEO of GuildQuality, an award-winning firm based in Atlanta, GA.

More than 2,500 home builders, remodelers and residential construction firms currently rely on GuildQuality’s survey, measurement and marketing tools and they have recently been named a “Best Place to Work” in Atlanta for the 6th year in a row.

Geoff Graham started GuildQuality back in 2002 and now employs more than 100 team members, both full and part-time. Geoff’s firm has established a culture of empowerment, which starts as soon as an employee accepts a position with the growing firm.

Victoria, Mark and Geoff explore more about how to build a culture of empowerment, including:

  • Allowing the team to work remotely if needed
  • Building trust from the moment they join the company
  • Hiring and onboarding the right team members to support the culture
  • Sharing goals, objectives and results that are openly communicated
  • Identifying and measuring key metrics
  • Sharing financial statements and company performance metrics with the team
  • Offering a results-based vacation and leave policies

A great episode for any business owner looking to strengthen and improve their company’s structure and culture.

If you would like to learn more about GuildQuality, you can visit their website: https://www.guildquality.com

 

Don’t keep it a secret! Tell everyone you know about PowerTips Unscripted

As always, if you have a topic that you would like us to cover or know of an industry contact, author or thought-leader that you think others would like to hear from, let us know.

If you’re enjoying our PowerTips Unscripted podcast, please spread the word and post reviews on iTunes and Stitcher.

Ep.14: Exploring the Seven Truths with Peter DiGiammarino

In episode 14, Victoria and Mark change gears and welcome a well-known author, professor and CEO, Peter DiGiammarino, to the show.

Peter grew up in the Boston area and after attending University of Massachusetts and then MIT, he served in executive leadership roles for more than 30 years.

Peter is an adjunct professor in the Organization Development program at the University of San Francisco School of Management and Golden Gate University School of Business.

Peter authored, Manage to Lead: Seven Truths to Help You Change the World, and uses the workbook to teach a course he developed on Organization Analysis and Strategy. Peter currently serves on several boards and advises leaders as CEO of IntelliVen. He is based in San Francisco, California.

Victoria, Mark and Peter walk through some of the concepts of “The Seven Truths” and Peter provides some insight on his educational and professional achievements that helped him develop the approach that he covers in his book.

This episode covers:

  • Determining what you provide, to whom you provide it and why they buy it from you
  • Creating demand for what you are selling
  • Identifying skills needed to grow your business
  • How to deploy strengths within your team to achieve a common goal
  • Types of leaders and being conscious of what type of leader you want to be
  • When and how to seek outside perspectives (advisors, peer groups, etc.)
  • And more…

Peter does a great job with the “Lightning Round” and “Five Words of Wisdom” segments. Some great insight and advice shared by an organizational development thought-leader. Enjoy!

We love the feedback we have received so far!

As always, if you have a topic that you would like us to cover or know of an industry contact, author or thought-leader that you think others would like to hear from, let us know.

If you’re enjoying our PowerTips Unscripted podcast, please spread the word and post reviews on iTunes and Stitcher.