Defining Your Business - Self-evaluation I understand the types of rental businesses I know which segments I participate in My team understands the types of rental businesses that we participate in Focusing more on this concept will help improve my business
Target Customers - Self-evaluation I can define my target buyers Our sales team can define our target buyer At least 50% of my business is made up of ideal clients My sales and marketing effort is focused on targeted buyers and channels
If You Are a Startup - Self-evaluation My business is not a startup My employees, suppliers, and clients know my business is not a startup I have eliminated startup tendencies from my business model
Why Does Brand Matter? - Self-evaluation My brand is apparent to my best clients, suppliers, and employees My brand adds value to my business I consider my brand when I make decisions about my business My brand is everything I want it to be
Value Propositions - Self-evaluation My Value Proposition is apparent to my best clients, suppliers, and employees My Value Proposition adds profit to my business I consider my Value Proposition when I make decisions about my business My Value Proposition is everything I want it to be
Why You Can t Avoid Marketing - Self-evaluation I have the minimum marketing list complete I am satisfied with my marketing I have an annual budget for marketing My marketing brings in new business
Keys to High Credibility - Self-evaluation I have established strong 1st person credibility I have established strong 2nd party credibility I have established strong 3rd party credibility Prospects, customers, suppliers, and employees cite my credibility as a sign of their loyalty or interest
The Customer Experience - Self-evaluation My customers enjoy doing business with me My customers are never confused about how to do business with me My team is clear on what our Customer Experience is supposed to be My team follows our Customer Experience consistently
Selecting Rental Inventory - Self-evaluation I have an annual budget for rental inventory I calculate ROI for new purchases and review for past purchases I have an appropriate ratio of cables and accessories for my inventory level I have capital or credit resources to add inventory as needed
Operational Priorities - Self-evaluation My operation can efficiently meet demand My operations team is busy with productive activities My warehouse is organized and easy to work in My crews know their schedules at least one full week in advance
Pricing and Estimation - Self-evaluation My rental rates are derived from market research All proposals are reviewed for pricing accuracy I vary project rates according to demand I provide detailed pricing to customers only when it is appropriate
Requests for Proposal - Self-evaluation I have an established customer/project qualification process in use I consistently get past gatekeepers to speak with an economic buyer at least once I tailor my response differently for RFPs vs custom orders I distinguish my lines of business in my RFP response
The Discovery Process - Self-evaluation I am aware of the client s budget before I write a proposal I am comfortable asking additional questions I always setup a person to person call or meeting to review the proposal I will not prepare a proposal without adequate understanding of the client s needs and objectives
Proposals - Self-evaluation I have multiple proposal templates and vary by situation I regularly write Scopes of Work for Event proposals All proposals are reviewed by a second person before being sent to customer I alter the scope of work before I alter the price
Sales Management - Self-evaluation Each member of my sales team is efficiently busy with new or ongoing business We add new business faster than old business leaves us Our current clients would be as happy with another salesperson from our company We close more than 50% of the new business we pursue
Key Business Metrics - Self-evaluation I know my revenue and net profit from last year without looking it up I have a COGS that includes appropriate inside direct labor I know my averages for at least three KPIs I review financials at least monthly and investigate anomalies
Putting It All Together - Self-evaluation What stage of success do you feel you have mastered ALL the elements? Beta, 1.0, 2.0, 3.0 What specifically do you need to accomplish to master the next level? What obstacles do you need to overcome to do so? (List as many as you can)
How do you personally feel about your abilities and resources to accomplish the above?