7 steps to growing your roofing company

By Centerpoint Connect. 

Implementing an account management model shifts your business into managing accounts, not work, and fosters growth along the way.  

Strong infrastructure is important in more ways than one in the roofing industry, as is a strong mindset. Finding ways to implement better management structures can be the key for roofing companies looking to make changes and foster growth. The experts at Centerpoint Connect recommend considering a shift to an account management model.  

Companies using account management models use technology and roofer-specific software to create and maintain client reports with accuracy. These reports show the client that your company sees each portfolio, each site, each phone call, each report, each proposal, each contract and each invoice as important. Overall, taking this time to develop your client relationship and show them your investment in them and your work for them can help your business grow. Below are Centerpoint Connect’s steps to shifting into an account management style.  

1 - Understanding clients and asset management priority basics 

• Identify influencers and decision makers 
  • Decision makers: May be a group of people instead of an individual. 
  • Users: The people in the company that must work with or use your product. Such as a maintenance manager. 
  • Influencer: Provide information for evaluating products and suppliers. 
  • Gatekeepers: Control the flow of information that reaches decision makers.  
  • Buyer: The purchasing agent or manager that negotiates the transaction.  
  • Deciders: Has the authority to make a final purchase decision.  
• Identify client business drivers 
• Identify needs, expectations and pains 
• Understand customer goals 
• Understand competition 
• Understand the decision-making process 
• Organizational issues 
• Understand Budget and its implications 
• Capital vs. expense  
• Who approves? 
• Enter information in a CRM Designed for Roofing Companies, such as Centerpoint Connect. 

2 - Communicate value to all 

Remember, values may be different for the different roles in the organization. Here are some general things to keep track of:  

• Centerpoint Connect Roofing Technology – Client Portal, Reports 
• Budget matrix and automated budgeting 
• Record tracking of being on-time 
• Track record of amount of callbacks 
• Track records of locations with problems 
• Invoices available for online viewing through Centerpoint Connect client Portal 

3 - Portfolio discovery and asset assessments  

• Obtain a list of properties 
• Determine a priority of servicing sites 
• Visit one site as a “test” 
• Visit additional sites as properties are released for your work. 
• Request additional properties to service. 

4 - Implement collaborative team  

• Drive the process 
• Involve proper personnel and key decision makers 
• Foster customer alignment 

5 - Develop solutions   

• Define customer engagement strategy 
• Provide innovative solutions 
• Create value proposition 
• Quantify benefits 

6 - Solution delivery and reporting 

• Executive summary 
• Dispatches 
• Inspection reports 
• Proposals, bids and estimates 
• Capital and expense budgets  

7 - Relationship and account management   

• Expand customer share 
• Strengthen relationship 
• Become a “trusted advisor”  

Original article source: Centerpoint Connect