Toolbox for the Trades Fix Sales First: The Key to Growing Your Commercial Service Business
Aug 12, 2025
Jennifer Shooshanian, a Senior Service Coach at Business Development Resources with over 20 years of experience, shares her insights on elevating commercial service departments. She emphasizes the need for documenting processes and mastering sales techniques before pricing. Jennifer dives into the importance of understanding client decision-makers to tailor services and strengthen relationships. She also discusses the value of proactive account management and the power of commercial maintenance agreements in driving profitability and sustainable growth.
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Mapping Processes On Blueprint Paper
- Jennifer mapped processes on blueprint paper to reveal gaps and make procedures scalable.
- She documented steps to train new hires and remove tribal knowledge from her head.
Reset Team Culture With Open Communication
- Build consistent leadership and open communication to reset a dysfunctional team.
- Use suggestion boxes and service meetings to capture problems and secure buy-in for changes.
Choose Clients That Fit Your Team
- Match target commercial clients to your technicians' skill set and price services for profitability.
- Be a reliable provider and always keep promises to build long-term relationships.