Taking On Every Outdoor Living Project Could Be Hurting Your Business w/ Etch Outdoor owner, Samuel Rankin

⏱️ 42:41 🎤 Joshua Gillow, Sam Rankon

AUDIO EPISODE

Taking On Every Outdoor Living Project Could Be Hurting Your Business w/ Etch Outdoor owner, Samuel Rankin

0:00

Chapters

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0:29

Etch Outdoor Overview

Samuel Rankin introduces Etch Outdoor, detailing its specialization in repeatable services like maintenance while also offering design-build projects, and his journey starting the business in 2018.
3:31

Project Size and Close Rates

Samuel breaks down the average project sizes, from smaller landscape jobs to larger hardscape projects, and discusses their close rates, differentiating between number of jobs and revenue.
7:41

Design Process Evolution

He explains their mandatory design process for creative projects, including the shift from fixed-price to hourly design, and its impact on client revisions and close rates.
13:03

Importance of Systems

Samuel shares insights on when he realized the critical need for integrating systems in the business to manage growth effectively, emphasizing their role in avoiding burnout and improving control.
17:38

Design-Build Sales Process

A detailed walkthrough of Etch Outdoor's design-build sales process, from initial client contact and qualification to concept presentation and final project acceptance, highlighting the use of Google Meet for consultations and clear communication.
32:20

Strengths and Challenges

Samuel identifies their strengths in design and detailed project scoping, while also discussing the ongoing challenge of identifying their 'bread and butter' projects and accurately measuring production rates.
50:26

Managing Client Payments

He shares anecdotes and strategies for effective payment collection, emphasizing the importance of clear contracts, change orders, and avoiding becoming the client's bank.
1:05:59

Setting Expectations

Samuel explains their approach to setting payment expectations upfront with clients through a structured payment schedule, which reduces friction and ensures a smoother project experience.
1:20:08

Wisdom and Growth Mindset

The episode concludes with Samuel sharing key wisdom, including the philosophy of 'inspect what you expect' and 'what gets measured gets managed,' and the importance of continuous learning and adaptability in business.

Speakers

Joshua Gillow

Host

Sam Rankon

owner of Etch Outdoor

Key Takeaways

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Prioritize repeatable services: While design-build projects are exciting, invest in scalable services like maintenance for consistent revenue.

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Implement systems early: Don't wait for a crisis; integrate systems for sales, operations, and HR to control growth and avoid chaos.

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Structure your design process: Mandate design for creative projects and consider an hourly fee to ensure fair compensation and manage revisions.

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Set clear payment terms upfront: Establish a detailed payment schedule based on project milestones to maintain cash flow and leverage.

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Document all changes: Use written change orders for any project additions or modifications to prevent disputes and ensure payments.

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Focus on clear communication: Utilize virtual meetings for initial consultations to observe non-verbal cues and set upfront contracts to manage client expectations.

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Measure and analyze: Continuously track production rates and project data to identify your most profitable services and refine your business model.

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