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EP 63: Master Your Sales To Production Hand Off: Less Finger Pointing, More Referrals – Paul Atherton


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Read a Summary of Episode 63

Misaligned expectations between contractor and client are the route of all evil when it comes to:

-Hitting or missing budget

-Finishing the project on time or way behind schedule

-And creating a happy customer who will refer you for years or not.

Sales handoff is one of the most critical links in the overall chain that is your business’s workflow.  

Get this right and producing the job you sold can, believe it or not, go off without a hitch.  

Get it wrong though and your production team can be stuck in a hellish nightmare for way longer than planned, hurting the project’s profitability and team unity.  

Your sales handoff can seem more straightforward than it actually is though, which is why we’ve got Paul Atherton, one of BTA’s most senior coaches on for this episode.

Click the icons below to learn the 6 things Paul tells us your sales team needs to share with your production team for a headache free job.

  • How to prevent “I thought you guys would do this too” from the customer (and end death by 1000 requests)
  • What it looks like to set “bumper guards” on the job so things like deadline and expenditures don’t get out of hand
  • The common assumptions that will kill your project
  • The best way to avoid false promises during the quoting process from being made in the first place
  • How to use a Project Charter to insure everything is communicated properly at key points along the project
  • Using a DECA Analysis to be able to ask the right questions at the start of the job
Igor Trninic

Igor Trninic

Igor moved to Canada at a young age, where he learned the value of hard work as he watched his family rebuild a thriving life in a new world with extreme change. Most of Igor’s early learning came from competitive sports, where he learned how to hustle and lead. This learning transferred well to business, when he started running a College Pro Painters franchise at 18 and quickly grew it to one of the top franchises in Canada. After finishing an honours degree in Accounting and HR at the SFU Beedie School of Business, he decided to leave the dull world of numbers and followed his passion of developing people and businesses. He fell in love with leading great people and growing companies to their potential.

Working at College Pro as a General Manager for the franchisor, he tripled the revenue of his division in three years by hiring and leading great managers. Here, Igor saw the power of combining amazing people with strong systems to drive scalability. After College Pro, he chose to test these principles on a new venture with the launch of Shack Shine, and together with the guidance of a highly experienced trades entrepreneur, they grew the company to a full scale franchisor within a year and a half. Shack Shine was eventually acquired by 1-800-GOT-JUNK to be scaled across North America and Igor launched the Breakthrough Academy to guide trades and home service entrepreneurs grow their businesses through proven principles. Igor has a passion and true care for developing people and their businesses, which has formed the foundation of Breakthrough Academy. His work in developing BTA has recently been highlighted in Igor’s Top 30 Under 30 selection by BC Business Magazine.

Igor resides in Vancouver, British Columbia and loves to take on all the adventure that BC can offer. From hunting to skiing to downhill mountain biking, any outdoor adventure is up his alley.

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Welcome to Contractor Evolution, a show created for high-performing contractors that are focused on scaling up, working less and increasing profitability.

While a lot of other shows focus on early stage growth challenges, we focus on real life scenarios faced by contractors that are scaling at a rapid rate, and how they keep everything dialed in without losing sight of work/life balance.

If you’re ready to evolve from a contractor into a better business owner, you’re in the right place.

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