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Author: Phil Harwood

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Phil Harwood

Phil Harwood is a Senior Advisor with Tamarisk Business Advisors. Contact him at phil.harwood@tamariskadvisors.com

High Performance: Surviving survival mode

In the last couple of weeks, I’ve interacted with many green industry professionals who are in survival mode driven by a variety of factors. A compressed spring adds even more stress to a season that is challenging even in a normal year. On top of this, the labor shortage is especially painful when strong customer […]

snow. Photo: iStock.com/KajaNi

Going “all in” with snow

There are two types of companies when it comes to snow and ice management: One is “all in,” while the other is not, so there are dramatic differences in the way this segment of the business is handled. I believe fervently in strategic planning, that each company should determine its own fate and no two […]

High Performance: Excelling in a compressed spring

  Many of you in the northern regions have been affected by late spring snow storms, pushing back the transition to spring work. While we have no control over the weather, we do have control over how we respond. As my pastor says, “Our response is our responsibility.” So, what can we do? How can […]

High Performance: The positively negative approach to finding better prospects

The spring season brings the potential for new customers, new properties, and new projects. This is wonderful but only if you can turn the potential opportunities into closed sales. Unfortunately, many opportunities will not result in a sale and only have the potential to drain precious resources during a very busy time of year. The […]

Photo: ©istock.com/Madmaxer

Business Basics: Too hot to handle?

A growing business produces many benefits, if it’s managed properly. Growth often results in new positions, opportunities for advancement, a more stable management team, better technology utilization and more. We can all agree that growth is generally a good thing. But how much growth is too much? What are the dangers of growing too quickly? […]

High Performance: Decision-making and the NCAA smell test

The committee has spoken and brackets are now complete in advance of the annual ‘March Madness’ NCAA basketball tournament. Along with the big reveal Sunday night was the predictable onslaught of complaints about the selection committee’s inconsistencies with their self-proclaimed decision-making process. The same thing occurred with the selection of the Bowl Championship Series NCAA […]

High Performance: Hey buddy, do you want to race?

When I was younger, I’d race anyone, anytime, for any reason. I’d race on foot, on the ice, on my bike and in my car. I may or may not have been pulled over by the authorities for racing. If you asked me to race, you should have been ready to hit the gas. I […]

High Performance: Enhancing the customer experience

We had 7 inches of fresh snow on Christmas at our home in Grand Rapids, Mich., providing a picturesque white Christmas and lots of activity for local snow and ice management companies. Our driveway was plowed three times that day, which was great because we hosted Christmas at our home and we had people coming […]

Planning for the next generation

Many landscape industry businesses are expected to undergo a major transition as the baby boomer generation ages and owners seek to sell their businesses, if they are able to do so. However, statistics show that most businesses aren’t sold but liquidated and not according to the preferred timing of the owner. In other words, an […]

High Performance: The power of a strategic theme

Like many of you, I’m thinking ahead to 2018. I’m clarifying my strategies, goals, objectives and plans. By doing so ahead of time, I’ll be able to hit the ground running on Jan. 2 and be more likely to achieve my goals at the end of 2018. During a planning process, it’s easy to get […]

High Performance: Taking a page from Netflix’s book

I recently came across something I believe to be a game-changer, or at least an interesting perspective with which to challenge traditional thinking about organizational culture. Before I spill the beans, let me begin by providing some context to my statement about this being a game-changer. In my work as a business coach and management […]

Charting your course

Decide what business choices to pursue based on your passions. Fall is an ideal time for green industry companies to review and update their plans for the future. Which services should you add, grow, shrink or eliminate? Which customer segments should you target or move away from? Which geographic areas should you operate in? Which […]

High Performance: The unimportance of profits

Fall seems to be the season for strategic planning retreats in the green industry. These retreats are opportunities to discuss long-term and short-term priorities, plans and goals. I’m always somewhat surprised when profitability is not called out as a priority, which happens frequently. These companies see profits as essential—in that they would not be able […]

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Growing green industry careers

When I was graduating from college in 1984 with my undergraduate degree in business and marketing, I had no clue that I would have a career in the green industry. I was simply looking for a company that would provide me with an opportunity, that would invest in me and provide me career potential. In […]

High Performance: Cut the vine

Have you ever seen a tree on a managed property completely engulfed by a vine? I’ve often wondered why a vine would be allowed to grow year after year, inching its way up the trunk of the tree and spreading out onto branches, knowing that it will eventually kill the tree. Perhaps the landscape manager […]

High Performance: Where’s the beef (aka gross margin variance) on your jobs?

Remember the Wendy’s commercial with the grandma staring down at her burger, shouting “Where’s the beef” at the attendant? She was obviously expecting to see something that wasn’t there (a larger beef patty). In the world of landscape contracting, the “beef” is gross profit margin variance. It should always be seen but often is not. […]

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Command premium prices for snow and ice management

The snow and ice management industry is a diverse and competitive marketplace with many different types of customers and contractors serving it. Still, there is ample opportunity to command premium prices. After all, focusing on the premium market segments is a strategic decision and a choice not all companies will make. In a snow industry […]

High Performance: What’s your second half game plan?

Every successful sports team takes advantage of the halftime break to make adjustments for the second half of the game. Successful businesses do the same. Now is the perfect time to huddle up your team to put together your game plan for the second half of the year. What are your top three priorities as […]

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Steps toward employee engagement

Imagine being able to attract and retain the best people—frontline workers, managers, salespeople and others. How different would your life be not worrying about selling more work due to operational capacity constraints? What else could you accomplish if the burden of hiring and training vanished? How much more profitable could you be? There are a […]

The year-round snow business

“There is a difference between knowing the path and walking the path.” – Morpheus, The Matrix I’ll just say it. Every snow business should be a year-round snow business—a “snow-only” business, if you will. I believe that with all of my heart. Let me explain. To be performed optimally, the professional snow and ice management […]

High Performance: The season within the season

  Did you ever realize there are seasons within a season? Spring is obviously one of four major seasons of the year. But within the spring season there are mini-seasons. For example, there is the season of transition from winter to spring when equipment needs to be prepared, materials need to be purchased, hiring ramps […]

High Performance: How badly do you want the sale?

I recently had the opportunity to see two green industry salespeople in action, competing for my tree care business. Both companies were referred to me by my neighbors. I called each company and was pleasantly surprised that both salespeople were available to meet with me the same day about an hour apart from each other. […]

Photo: ©istock.com/marekuliasz

How to plan your pricing strategy

Think about your last major purchase. Whether it was a product like a vehicle, appliance or computer or a service like pest management, electrical work or a plumbing repair, did you purchase the most expensive option you could find, assuming it was the best overall value? If you did, you’re in the minority of all […]

Web Extra: Some pricing strategy considerations

In the March 2017 issue, Phil Harwood offered a few tips to help you plan your pricing strategy. In addition to that, he also supplied a list of things you need to consider before you start developing your own pricing strategy. They include: New or existing client? New or existing property? Size of client? Growth potential […]

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