1. THIS IS WHERE LANDSCAPE COMPANY LEADERS WILL BE NEXT … LEADERS FORUM (formerly Great Escape) Cabo San Lucas, Mexico February 25-27, 2016 landscapeprofessionals.org/leadership-conference Platinum sponsor:

2. 4 Ps The 4 P's of Differentiation How to Rise to the Top in a Highly Competitive Industry 4 Ps

3. Why is it that some companies make it to the top in highly competitive industries, and others don’t? What is it that they do different?

4. LEADERS

5. The 4 “P’s” of Differentiation Consistently great Product Consistently great Product Process driven Organization Process driven Organization Purpose Driven Teams Purpose Driven Teams Level 3 Partnerships Level 3 Partnerships

6. Be intentional about the Menu Be intentional about the Menu Determine Client value and Client Definition of Quality Determine Client value and Client Definition of Quality Train your teams Train your teams Measure and Correct Measure and Correct To deliver a Consistently great Product

7. Offer services consistent with your vision and strategy Everything for everybody is not a strategy

8. LAWN CARE COMMERCIAL MAINTENANCE RESIDENTIAL MAINTENANCE LANDSCAPE CONSTRUCTION DESIGN BIULD Consistently great product The many options in the landscape world

9. LAWN CARE COMMERCIAL MAINTENANCE Reliability, safety, responsiveness, making me look good, ease of doing business, quality of the relationship RESIDENTIAL MAINTENANCE Reliability, safety, expertise, guidance, courtesy, product quality LANDSCAPE CONSTRUCTION DESIGN BIULD Determined Client Value and Definition of Quality Determined Client Value and Definition of Quality

10. Train Your Teams

11. Calendar schedule Budget Point Person Self Perform Out-Source Leadership Support

12. QUALITY

13. ROOT CAUSE ANALYSIS PEOPLE EQUIPMENT PROCESS ESTIMATE ROOT CAUSE Performance Tracking

14. The 4 “P’s” of Differentiation The 4 “P’s” of Differentiation Consistently great Product Consistently great Product Process driven Organization Process driven Organization Purpose Driven Teams Purpose Driven Teams Level 3 Partnerships Level 3 Partnerships

15. “WORKING HARDER IS NOT THE ANSWER”

17. Tasks associated with any landscape job: Estimating Operational Meetings Purchasing Pre Construct Meetings Permitting Change Orders Communication Scheduling Job Set Up/Accounting Invoicing/Payables Client Relations Job Cost Review Proposal Development Utility Locates Equipment Allocation Client RelationsDeposits Crew Training Quality Control Time Sheets Labor Management Contract Development Sales/Closing Design/Re Design Material Sourcing Job Costing and Review Vendor Relations Field Production Packaging Sub Contract Management Job Close Out Job Site Management Its Complicated!

18. BUILD THE FREAKING JOB!

19. “Start Clean Finish Clean”

20. PRODUCT DELIVERY SYSTEM DESIRED OUTCOMES OF SYSTEM: EXTREMELY SATISFIED CLIENTS HAPPY EMPLOYEES PROFITABLE JOBS

21. Accountability

23. Look Kittens ESTIMATING

24. SYSTEMS/ Standard Operations Procedures “ Allow Ordinary People to Perform at Extraordinary Levels” PEOPLE / Your greatest Asset

25. The 4 “P’s” of Differentiation The 4 “P’s” of Differentiation Consistently great Product Consistently great Product Process driven Organization Process driven Organization Purpose Driven Teams Purpose Driven Teams Level 3 Partnerships Level 3 Partnerships

26. THE SPECIAL SAUCE! COMPANY CULTURE

27. DEFINITION: Your Corporate Identity HOW AN ORGANIZATION THINKS FEELS ACTS HOW DO YOU DEVELOP A WINNING CULTURE? CULTURE

28. PURPOSE

30. MISSION The MISSION should guide and inspire the organization Fundamental reason for the company’s existence other than just making money The WHY behind what we do!

31. Simon Sinek

32. CRM “People don’t buy WHAT you do they buy WHY you do it” Martin Luther King did not say: “I have a plan,” he said “I have a dream!”

33. What’s your “Why”? WORK OUT SESSION

34. An Outdoor Fire Place WHAT? WHY? To Create a Fun Place Where Life Happens!

35. WHAT? Professional Landscape Maintenance WHY? Asset Protection Marketing Tenant Experience Safety

36. QT Mission/ Purpose To Provide Opportunities for Employees to Grow and Succeed Chick- fil-A/ Mission To Have a Positive Influence On All Who Come In Contact With Chick-fil-A

37. VISION “BEGIN WITH THE END IN MIND”

38. Determining Your Vision for the Future (Work Out Session)

39. 2020 VISION Q’s: Company  1. In 2020, what size do you want your business to be, and why?  2. What will the majority of your work be?  3. How will your employees describe your business at that point?  4. How will your customers describe your company?  5. What will you be spending most of your time doing?  6. Will you spending more or less time with the people you love?

40. CORE VALUES Setting Guardrails For Success

41. What are Your Values? Work Out Session

42. Chick fil-A Core Values Climb with Care and Confidence Create a Loyalty Effect- Our People are Our Cornerstone Never Lose a Customer People and Principle Ahead of Profit Closed on Sunday

43. QT Core Values Be The Best Focus Long Term Do What is Right For QT Never Be Satisfied Do The Right Thing

44. The 4 “P’s” of Differentiation Consistently great Product Consistently great Product Process driven Organization Process driven Organization Purpose Driven Teams Purpose Driven Teams Level 3 Partnerships Level 3 Partnerships

45. Partnership “A relationship that is mutually beneficial” mutually beneficial”

46. Trust Expert Advice Proactive Approach Effective Communication PARTNERSHIP

47. LEVEL 1 PARTNERSHIP “Show Me”  Relationship is professional  I need to Win  Sets Boundaries and expectations  Trust is built on basic service delivery and AM ability to deliver  Ideas and pricing on enhancements are scrutinized Property Manager Account Manager

48. LEVEL 2 PARTNERSHIP Win/Win  Trust as a vendor and a friend  WE need to Win  Willing to share vision and budget of property  Loyalty becomes as important as price COMMON VISION Property Manager Account Manager

49. LEVEL 3 PARTNERSHIP “Trusted Advisor”  Complete trust in relationship  YOU need to Win  Shares all information- Maybe too much!  Accepts ideas and solutions freely  Brings you in the inner circle VALUE ADD Property Manager Account Manager

52. Please remember to put completed evaluation forms in the basket located in the back of the room.

53. 4 Ps The 4 P's of Differentiation – How to Rise to the Top in a Highly Competitive Industry