Working Notes

Real Estate

A CRM Full of Leads Nobody Owns

The most common state of a real estate CRM is not empty. It is full, with thousands of records, no owner on any of them, and no next action anywhere.

↳ 7 min read

Construction

The Bid You Never Followed Up On

Unsold estimates are the largest single leak in a contracting business, and the follow-up that would recover them lives in somebody's memory rather than in a system.

↳ 6 min read

Field Service

Service Agreements Are the Asset You Are Not Tracking

Recurring agreements are the most valuable thing a field service business owns and usually the least visible. Recommended work spotted on site and never written up is close behind.

↳ 6 min read

Associations

Nobody Trusts the Data

In associations the universal problem is not missing data. It is three departments holding three versions of it, each convinced the others are wrong.

↳ 7 min read

Education & Training

Pull the Last Thirty Enquiries

The fastest diagnostic in the sector needs no software and takes an afternoon. It also tends to end the argument about whether the problem is lead volume.

↳ 6 min read

Method

Why RevOps Advice Does Not Work Below $5M

Revenue operations as a discipline assumes three departments that need aligning. When the business is one person with a phone, the method has nothing to connect.

↳ 8 min read

Method

The Eight Categories, and Why the Order Matters

The Operating Score Card scores eight things. The order they are fixed in is not the order they are listed in, because several of them depend on the others being done first.

↳ 7 min read

Method

Card Fees and the Margin Hiding in Your Invoices

On a large invoice the processing fee is not a rounding error. Setting bank transfer as the default is a ten-minute change with a permanent effect.

↳ 5 min read