Archived Articles
The articles represented on this site were written by Ron Collier, PhD, President of the
Collier Consulting Group. These articles reflect successful business practices used by
contractors all over North America and were originally published in AC Today, The News,
and Contracting Business. For more information about any of the articles, please email
the Collier Consulting Group at info99@collierconsulting.com.
Click on the title to view the html format of this article or on the symbol at the
end of the article description to download a pdf of the article.
Budgeting and Return on Investment
If you fail to plan, you plan to fail. A proper budget for both annual and monthly sales that is based
on return on investment is the best plan for any contractor.
Does Your Cash Flow Have a Cash Flaw?
Selling results in profit dollars that you cannot spend. Cash flow is collecting those dollars so you
can pay your bills in a timely fashion and survive slow times.
Getting Down to Basics
Five keys to running any successful business are proper accounting, correct pricing strategies, hiring
and training personnel, effective marketing, and controlling costs.
Keep Your Eye on the Three C's
As an owner there are three things you need to observe each and every day: company, customers, and your
competition. What is happening and how can you change things for the better?
Template Pricing
Standard proposals for replacement jobs should be used by both field personnel and sales reps. Having
proposals already prepared makes their job easier and increases closure rates.
Unapplied Labor in the Service Department
Unapplied labor costs any company thousands of dollars a year in unbilled expenses. Control field labor
and you control profit.
Are You Pricing Correctly?
Pricing strategies are the most important things in any business and can be the difference between
success and failure. Price drives profits, not sales.
Are You Too Busy Losing Money?
It is important to establish pricing strategies based upon the costs of doing business, but many
contractors do not also look at their market to see if their "price" fits.
Working Capital - Too Much or Too Little
Are you overcapitalized or undercapitalized? In common terms, do you have enough monies to survive
the ups and downs of the contracting business? The revealing number is your amount of working capital
available in your business.
2005 - Time to Get the Business Going
You have probably asked yourself at the end of each year, "Where is the money??" Focus
on budgeting, cash flow projections and breakeven sales to get the money you deserve.
