1. 1-800-525-1009 Passing The Baton By Les Cunningham CGC, CR*, CCR, CGRa* http://www.businessnetworks.com *A NARI Certification 1-800-525-1009

2. 2 Business Networks Team http://www.businessnetworks.com Passing the Baton From Sales to Production

3. 1-800-525-1009 Team: S Sales Estimating A Administration Policies & Procedures Vendors Cash Flow CPA/Bookkeeping Office Flow O Owner Pay Evaluations Manage/Lead Consultants Systems Associations P Subs Field Personnel Suppliers Responsibility (Additional or Dropped?) Design Marketing Finance

4. 1-800-525-1009 Team: S Sales Estimating A Administration Policies & Procedures Vendors Cash Flow CPA/Bookkeeping Office Flow O P Subs Field Personnel Suppliers Responsibility (Additional or Dropped?) Design Marketing Finance T eam: Coaching Leading Managing Delegating

5. 1-800-525-1009 5 Setting Potential Clients Expectations: n Perceived “Promises” made by SALES can lead to Conflict. n Poor understanding by PRODUCTION of SALES’ “Promises” can fuel the Conflict.

6. 1-800-525-1009 6 Admin. Admin. Job Flow/Pass the Baton Sales (2) Client Marketing (1) Production (3) Admin.

7. 1-800-525-1009 7 Admin. Admin. Job Flow/Pass the Baton Sales (2) Client Marketing (1) Production (3) Admin.

8. 1-800-525-1009 8 Admin. Admin. Job Flow/Pass the Baton Sales (2) Client Marketing (1) Production (3) Admin.

9. 1-800-525-1009 9 Relay Race... Not a Dash ! ! ! ! ! Pass - the - Baton Three Times ! ! ! Pass - the - Baton Three Times ! ! ! SalesSales ClientClient ProductionProduction

10. 1-800-525-1009 10 Two Times ! ! ! SalesSales ProductionProduction Sales to Production

11. 1-800-525-1009 11 Neutral Place; Production Considers Commitment SalesSales ProductionProduction First Meeting Baton is Not Yet Passed

12. 1-800-525-1009 12 On Job Site without Client Present Production Commits to Mutually Negotiated Budget Second Meeting Baton is Passed SalesSales ProductionProduction

13. 1-800-525-1009 13 Sales Pass Baton to Production... Show & Tell (Sales fulfill the up-front contract with the client promised at first contact) Sales Pass Baton to Production... Show & Tell (Sales fulfill the up-front contract with the client promised at first contact) Third Meeting Baton is Passed again--Client Watches ClientClient SalesSales ProductionProduction

14. 1-800-525-1009 14 Admin. Admin. Job Flow/Pass the Baton Sales (2) Client Marketing (1) Production (3) Admin.

15. 1-800-525-1009 15 Admin. Admin. Job Flow/Pass the Baton Sales (2) Client Marketing (1) Production (3) Admin.

16. 1-800-525-1009 16 Team: S A O P Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Watching Weekly

17. 1-800-525-1009 17 Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Team: S A O P Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Watching Weekly

18. 1-800-525-1009 18 Critical to Passing the Baton: n Check lists ! ! ! ! ! ! ! ! ! n Everything must be in writing or NO PASS allowed. n Don’t rush or skip steps--Murphy will get you! n Well designed process helps keep people in the system. n A well designed system runs the correct job process.

19. 1-800-525-1009 19 Business Networks Role Play

20. 1-800-525-1009 20 Scenario #1 Piece of Cake

21. 1-800-525-1009 21 Scenario #2 Starts poorly, Finishes well most of the time.

22. 1-800-525-1009 22 Scenario #3 Your Worst Nightmare… the dreaded, evil, client from hell!

23. 1-800-525-1009 23 How Do you do it? (Need Volunteers)

24. 1-800-525-1009 24 So What did we Learn? ? ? ? ? ? ? ? ? ? ? ? ? ? ?