It’s an age old question that we contractors face.

When I do workshops, I ask the audience, “Why do people resist change?”

I work with companies that do commercial work only, commercial and residential work only and residential work only.

It’s always been advantageous to move what your company sells and does from a commodity to a niche.

But, here’s what I know no matter where you operate your business…it’s far better to “Hope for the Best…all the while….preparing for the worst.”

First, we must define what “Happy Calls” are. They are calls made to your customers right after you’ve been there to do service or install work.

It’s as inevitable as death and taxes. Be a contractor long enough and you’re going to end up selling stuff to your family, friend or house of worship.

Having grown up in the plumbing, heating and cooling business in New York, I knew that I couldn’t push my cooling equipment too long out here in Arizona.

Don’t underestimate the “Power of CYA!”

Years ago it was in vogue at many shops I’d work with to have a mannequin dressed up in the perfect company uniform in some open shop area.