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Hi there and welcome back. Dan again from CleanGuru. Today's message? What matters
more than the size of the cleaning accounts? You know, what matters more than the size
of the cleaning jobs that your cleaning business picks up. We like to pick up large jobs, but
here are three things that matter, at least as much, if not more, than just size. Hereís
the first one: Scalability. Well, whatís scalability? Well, scalability is the idea
in a reasonable amount of time and a reasonable amount of effort, can you get that job equipped,
staffed, and up and running and keep it running? Right? Scalability, why? Because you want
to pick up more accounts. If one job drags you down so long and so far, that you canít
keep building a company, well, then thatís not scalable. What kinds of things are those?
Well, for example, it could be odd requirements. Maybe odd days they need to be cleaned. An
odd amount of hours. Maybe the time they need to be cleaned is kind of odd. Or at least
odd for your company. So, for example, Tony and I, we didnít go after a lot of restaurants,
for example, because they needed to be cleaned very late at night. Letís say after 11:30
at night or after 11. Or very early in the morning. Well, we didnít have good supervision
then, so that wasnít a good fit. So those ìoddî hours, made it not scalable for us
and we kind of passed on those. Hereís the next one: Stability. Stability. Well, whatís
that? That is our ability to keep the, uh, well, the employees happy too. And also, of
course, the client. Can you keep them happy? Will this be a stable account or will they
get upset and maybe even lose the accountÖ Therefore, itís not stable. Well, what kinds
of things go in to this? Well, the nature of the job, the nature of the client, and
the nature of your plan. What about the nature of your job? Well, weíve had situations where
there was an industrial account where the material on the ground we drove around on
and pull our equipment through was so bad, that it was sticking to the trucks we drove
between building to building. It would stick to the equipment. It ruined lots of vacuums.
Even our pick-up trucks that we drove had trouble with it. Well, that was the problem
with the nature of the job. What about the nature of the client? Well, we talked about
odd times to have to clean themÖ What about odd people? Well, Iím not saying not, Iím
not saying wait for the perfect customer to deal with. If you wait and only want to clean
perfect clients, and perfect contacts, youíll wait forever, right? Cause theyíre just people.
But if thereís a big red flag it may be something to think about. I remember another industrial
account where the lady in charge was just the least happy person Iíve ever met from
morning ëtil night. I imagine she was upset and unhappy. And she expressed that to me
when I went out to talk to her. And sheíd say things like, ìYou people are all the
same. You guysÖthereís not a dimeís worth of difference between any of you companies
ñ any of you guys. In fact Iím gonna probably have trouble with you and the only reason
I do this job is they force me to be your babysitter for this cleaning operation here
at the company.î Well, we werenít starting off on the right foot because, because we,
I havenít even submitted a bid yet. And sheís already upset. Well there is a big red flag
that this may be the nature of the client may not make this a stable account. Right?
Alright. Whatís the last one? So weíve had, Scalability, StabilityÖ Repeatability. Repeatability
right? Is this gonna be a one-time rush of money? Is it a one-time job? Or is it the
kind of job thatís repeating that you can do over and over again ñ or at least periodically
get over and over again? You know the question sometimes gets to be, ìWould you rather make
850 dollars in profit one time? Or would you rather have an account where you make 175
dollars but you do it every month? Generally, give me the job you can do every month that
repeating. That may be the way you feel too. Itís something to think about. Scalability,
Stability, and Repeatability. I hope that helps. Hope it helps your cleaning business.
Until next time, remember that you can do this. You really can.