[jshilan]

I am presenting 3 topics at PLANET's Breakfast with Champions this month. These are round table discussions about a specific topic. If you had your choice of what table to sit at (assuming the food was the same at each one), what order you put these in? What is most important to you and what is least important to you?

These are the 3 topics, in no particular order.

1. Get Paid Design Fees & Still Sell the Installation
2. How to Properly Write a Design Build Proposal
3. Sell More Profitable Work Using a Landscape Plan

[natural12]

Who are the champions?

[jshilan]

The Champions are the people who usually have experience on the topic, manage the discussion to keep things moving and make sure that everyone participates. It's obviously a play on words (Breakfast of Champions). So back to the original question...

[Mac]

Sorry Jody, from a maintenance stand point I wont be biting at the bit to get to either one - maybe #3 gets me there

[Lanelle]

I'd like to hear the various perspectives on #1

[agla]

Three great subjects.

I know that you are looking for input from contractors as to how they would prioritize these, so my input is not helpful in that regard. But having been on the other side of the fence before I went back to school and got my degree at 35, I have been on both sides. Also, I talk to and deal with a lot of landscapers about ways of using design and how they go about selling design/build. I also have been a designer for a few design/build companies which all had different approaches. I can't tell you what they will think is the order of priority, but I can tell you in what order I think they need the most help in.

That is in fact the order that you wrote it.

1. Get Paid Design Fees & Still Sell the Installation
2. How to Properly Write a Design Build Proposal
3. Sell More Profitable Work Using a Landscape Plan

1. I see a lot of companies that try to sell the entire job including the design as single package. Everyone wants the installation job, but it is so much easier to get someone committed to a design first. Once you get the design, the build is yours to lose almost every time. Trying to sell a full landscape of an unknown design is like proposing on the first date. Selling a design first is like going out for a drink. It is less commitment for your prospects, so they are more likely to accept. After that, they will stick with you unless you give them a reason not to. You can't make any money without selling work and this is a very effective way to sell work.

2. I think writing the proposal is very much part of how best to sell the design which is going to be the best chance at selling the build. The more restricted the client feels, the harder it is to sell. Again, if you sell the design, you'll own the build, so getting the design is huge. Forcing more committment than that is more of a burden to selling it, so it should be avoided. Most guys tie an anchor around their necks in fear of losing the build that they don't have yet, by trying to sell that at the same time they are selling the design.

3. Selling more profitable work through design is a given. It all hinges on selling the design. Once that is sold, you have the opportunity to show the client more than what he was looking for and giving him the chance to fall in love with it and valuing it. You can always pull back in the design phase with no negative consequence. Try adding $30k worth of stuff to a build job that you are trying to sell and see where it gets you - out the door.

I agree with your order 1,2, 3.

[papercutter]

If my interpretation of #2 is correct, I'd say my order of importance is 1-3-2. I'm taking #2 to mean the proposal for the whole enchilada- construction and all?