Ep.96: Tiered Growth: Understanding Metrics and Recognizing Signs to Set Profitable Sales Goals with Michael Hodgin
Most people would consider a company jumping from $1.5 million to $3 million in revenue a growing organization. However, when we look beyond gross sales, those numbers don’t necessarily mean it grew. It could even mean the company is less profitable — and ultimately less successful — than it was before.
Michael Hodgin says planning for, and implementing, tiered advances are a better strategy for deliberate, healthy growth.
In this episode, Michael discusses his tiered increase growth strategy with Victoria and Mark. For healthy growth, he says you have to set and meet certain goals for sales, job costs, systems and performance before taking the next step.
Michael is a general contractor and business consultant living in the Rogue Valley of Southern Oregon. He started his first construction company as a one-man-show in 2000, eventually growing Coleman Creek Construction to include a successful team of 15. Michael joined Remodeler’s Advantage in 2016 in an effort to deliver the greatest possible value to his clients. Investing in the development of efficient systems for his own business inspired the creation of his consulting agency, Maestro’s Toolbox.
Micheal says that your company’s gross sales should bump up to the next milestone only once your teams have mastered sales, pre-construction, and production systems at their current revenue level. That puts a company in a stronger position to handle the inevitable increase in workload. He talks about how to accomplish healthy, tiered growth for you remodeling company, including:
- The infrastructure milestones to hit
- Taking deliberate steps
- The importance of setting goals
- Focusing on hitting those goals
- Proving your success
- Nailing down all your job costs
- Managing slippage
- Building the foundation for growth
- The metrics that tell you that you’re ready for the next step
- Stepping away and delegating
- And more …
Planning your growth, setting targets, and understanding why and how you hit them will spur the right kind of growth for you and your company.