Integrated, You: Riehl: The Biggest Job You Ever Sold
Congratulations, your salesman just turned in the biggest job you have ever sold! The new client wanted top-of-the-line gear and went with all of your high-end options. It has taken your company years to break through to this higher price level, and your exuberant salesman is celebrating his big bonus. This job is five times larger than any your company has ever landed before, and it makes your sales numbers a huge success. The deposit check will be enough to pay off your business credit cards, hire two more techs, and even buy some long-awaited new trucks. What a great day it is.
After you finish celebrating, soberly consider that this huge new job will almost certainly be the most challenging you have ever undertaken. Wiser men might tell you that managing a job that is too big might turn into a beast that can even put you out of business if not handled correctly.
Let's talk about some of the challenges this big job may present on the road ahead.
Cashflow. Repeat, cashflow. The first thing you must do is set up a plan to manage your cashflow. Your checking account is full today, but if you start spending this check on new hires, trucks and other purchases you could easily cause a financial crisis.
You need to pay for the gear you sold this customer. You and your client both signed the proposal; this obligated you, putting your company on the line over an extended period of time to purchase all of the gear and fulfill the burden of labor needed to complete the job to the customer's satisfaction. You have money in your account today, but it will require discipline and foresight to carefully measure how and when this money will be spent.