Where the Rubber Meets the Road

Some of the most important tools in each of your employees’ arsenals are the software, forms, reports, and procedures to guide them and help them document their work and the ‘nal performance results.

This is where the rubber meets the road. It’s what makes Performance-Based Contractors different from other typical contractors. Documented results are what sets you apart from the box-sellers and parts changers out there.

Every one of your ‘eld-based people should carry the basic test reports, both in digital and paper form (always good to have a backup).

The tools and instruments mentioned in this chapter are available from a number of sources. NCI has taken a lot of the guesswork out of buying the right tools that are durable enough for everyday use and will pay for themselves quickly. We also make these tools available through our online store.

Tip: Don’t buy any tools or instruments until you’ve been trained in the disciplines that require those tools. Many students have regretted not waiting until after the training and bought the wrong tools.

Once you truly understand how an instrument will be used, you’ll be able to make a more informed buying decision on the best tools for your speci’c needs.

Take it from someone who knows – we have a closet full of tools we thought would be great but turned out to be unusable in day-to-day real ‘eld testing. Avoid the temptation to buy cheap tools. You’ll pay the price over and over in lost time and frustration.

Next month we will focus on the Performance-Based Selling Process, and how to avoid dated hard-close techniques by educating customers through the buying process.