Step 11. Practice, practice, practice. Practice testing and simplified communication skills in non-threatening real-life situations.
Step 12. Price your products & services. Develop an upfront pricing model to support the High-Performance products and services your team will offer.
Step 13. Collect performance measurements. Implement a
process to measure and record the HVAC system vital signs at every opportunity.
Step 14. Communicate performance evaluation. Establish a method to connect potential safety, health, comfort, and efficiency concerns to poor system performance measurements, and communicate the information to the customer.
Step 15. Offer high-performance products and services. Provide appropriate recommendations based on performance measurements and customer priorities.
Step 16. Create a scope of work for each project. Design solutions that fit the customer’s needs and priorities.
Step 17. Hand-off project to installation. Communicate all aspects of the project to the installation team.
Step 18. Perform high-performance services. Complete work to correct safety, health, comfort, and energy efficiency problems.
Step 19. Test-out to verify results. Implement a Quality Assurance
system to ensure that the promises made were delivered.
Step 20. Maintain system performance. Continue collecting system performance measurements during your maintenance agreement visits.
These 20 steps will put you on a fast track to High-Performance Contracting. The steps are in the roadmap NCI uses in its Trailblazer Coaching program — which is available to both NCI members and non-members.
Here’s a link to more info on that program: Ncilink.com/Trailblazer.
Even though the 2019 program has already started, since the online sessions are recorded, you can jump in at any point in time.
Turn Your People Into Airheads
Many Performance-Based Contractors jokingly refer to themselves as airheads as they treat the air side of HVAC systems very differently than most companies.
Part of changing the culture in a company is mixing things up a little. Try to create a sense of teamwork and friendly competition as you introduce these changes.
Maybe start a “Highest Static Pressure” contest where the tech who tests a system with the highest Total External Static Pressure each month wins a dinner for two, or a gift certiﬁcate.
Reward the people that take the lead toward changing the way they perform installation and maintenance. Sometimes trying to effect change is like pushing on a rope. Look for “champions” within your organization who will help “pull” the others along with them.
Get your ﬁeld and ofﬁce employees excited about HVAC Performance by involving them in testing and ﬁxing the systems in their own homes.
When they experience the beneﬁts ﬁrst hand, you can bet they’ll get excited about what you’re doing when they interact with your customers.
Catch Up On All the Installments of this Series:
Part 1: What is High-Performance HVAC and Why Do It? ncilink.com/ABCs-1
Part 2: Is It the Right Fit for Your Company? ncilink.com/ABCs-2
Part 3: Five Steps for Becoming A Performance-Based Contractor. ncilink.com/ABCs-3
Part 4: Five More Steps for Becoming A Performance-Based Contractor. ncilink.com/ABCs-4
Part 5: Your Investment in Performance. ncilink.com/ABCs-5
Part 6: The Five Keys to Quality Training. ncilink.com/ABCs-6
Part 7: The Right Tools for the Job. ncilink.com/ABCs-7
Part 8: High-Performance Selling – Prepare for the Call. ncilink.com/ABCs-8
Part 9: Six Steps of High-Performance Selling. ncilink.com/ABCs-9
Part 10: How to Generate Leads with Little or No Competition. ncilink.com/ABCs-10
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