Building a legacy business
What’s your end-game? Pass on to my kids
Cash-flow it
Private Equity buys durable businesses with a long-term focus. It’s all about people, process, & reputation”
Purpose People Process
Mission Vision Values
Purpose Principles
“89% of Millennials / Gen Z rank a company’s purpose as a top 3 concern for taking the job”
Gallup 2024
“A company’s vision - its core ideology and ambitious goals are the fundamental driver of enduring greatness.”
Jim Collins (Built to Last)
Building a purposeful organization
Strategy Principles
Values
Vision
Mission
What does it mean to make you a hero?
Achieving business goals
More time with family & friends
Give back to the community
What does it mean for your property owners?
Communication
Project satisfaction
Reliable, professional, responsive
Contractor perception
Automate your business
“I can do the work of two people in half the time”
Team Commitment Customer Obsessed Proactive Learning
Ownership
Principles
Obsess over the customer’s reality
Build products that are refreshingly easy to use
Earn customer trust every day
Think BIG, start small
Ruthlessly prioritize for impact
Vigorously debate & fully commit
1:1’s
People
Scorecard
1. Your title
2. The problem you are here to solve
3. The numbers you own and are accountable for
4. The duties you’re responsible for Manager and employee both score this quarterly
Should happen weekly or bi-weekly
1:1’s
● Make a connection
● Review your numbers
● Follow-up on ToDo’s from previous meeting
● Work the issues list
● Give feedback & encouragement Agenda (30 min meeting)
Career paths
The 3-by-3 system
Ex: Salesman
Always give your team something to work towards
Associate Senior Principal
Gates to reaching next level / role: time in role, proficiency, hitting
Company trips
Holiday parties Family BBQ Service projects
Tournaments
Health challenges
All-hands meetings
Team lunches
Process Accountability
● Map out your processes
● Designate an owner for each step
● Make sure your JobNimbus boards match your processes
Workflow
● Make sure you are communicating with customers at every important step
● Set up automations in JobNimbus to do the communications for you
Communication
Training
● Train your team on the process
● Hold them accountable to following the process
● Make sure everyone knows their job and how to use JobNimbus to do it
Weekly team meetings
● Everyone reports their own numbers
● Gather feedback (what’s working, what’s not)
● Solve the blockers
Accountability
JobNimbus
is the source of truth
● If it isn’t in JobNimbus, it didn’t happen
● No excuses
○ “I forgot”
○
“I don’t want to use JN”
○
○
“I don’t like technology”
“I’m too busy”
Hold a project retrospective
● What were the project results? (profit, customer satisfaction, review rating)
● What went well on the project?
● What could have gone better?
● Update your process to solve future problems
“The only way to get a different result is to change what you’re doing”
Rita Mae Brown
● Change & grow
○ Design your business right
○ Fully implement JobNimbus
○ Execute
● Become the hero to
○ Your customer
○ Your family
○ Your community
Build a generational business that creates incredible value
Getting the most out of the Crew Summit
We are here to support you!
All topics are tailored towards business optimization and growth
Workflows
Estimating
Subcontractors
Automation
Best Practices
Profitability
JENIUS BAR!!!
The Crew Structure
- Mainstage
- Key insights and training to take you to the next level
- Breakout
- Implementing changes/features in your account
- Bring your computer!
- Jenius Bar
- Customizing and adopting JobNimbus
- Usability
Learn new tools
Take actionable notes
Create Action Plans
What
outcomes are you trying to achieve?
Be willing to make changes
Do you want to increase your close rate by 28%?
Product Roadmap Sneak Peek
Our approach to product
begins and ends with you
We are focused on outcomes
Contractors sell more deals at a higher value
JobNimbus Product outcome examples
Make contracting businesses more profitable
Create 5-star homeowner experiences through better communication
Help owners scale the processes that have worked for a decade(s)
Product Roadmap Sneak Peek
Estimating Enhancements
Leverage pre-built calculations
● Easy, fast setup
● Reduce manual input
● Best practices at your fingertips
Create custom calculations
● Guided calculations creation
● Leverage predefined tokens or create your own
● Link to your existing products & services
Create custom calculations
● Guided calculations creation
● Leverage predefined tokens or create your own
● Link to your existing products & services
Save time with simple calculations management
● Manage & edit calcs in one place
● Apply one calculation to many like-products
Estimate Preview
● Ensure quality
● See exactly what your customer will see
● Web, mobile & full PDF
Estimate Preview
● Ensure quality
● See exactly what your customer will see
● Web, mobile & full PDF
“Price Per Square” Estimates
● Flexibility in pricing framework
● Quickly spot check profitability
● Ability to start with estimate total (insurance)
● Ability to extend into linear feet for fencing
One-page estimate
● Estimate fast!
● Basic estimates for repairs or additional trade work
● Maintain professionalism
Estimate from your iPad
● Build estimates in the field
● Maintain a consistent sales experience
● Accurate estimates on the go
Profit Tracker
Job costing reimagined
● Compare actual vs. forecasted revenue & spending
● Transparency throughout the lifespan of the job
Align commissions & your business goals
● Multiple or single payouts
● Revenue or profit-based
● Reporting made easy
Easily link important documents
● Eliminate manual & redundant data entry
● Documents include:
Estimates
Material Orders
Work Orders
Manage expenses in one place
● Document & track accounts payable
● Log paid expenses on the fly
● Sync directly from QuickBooks
Photos
New photo view
● Custom description
● Fast fill descriptions
● Tag photos
Subcontractor Experience
Tailored App Experience
Stay organized
Better communication
Built in accountability
Just the right amount of access
● View:
○ Photos
○ Forms
○ Assigned tasks
○ Work orders
○ Shared documents
● Restricted:
○ Financials
○ Other sensitive information
Lock & Home Screen Widgets
● Quickly access core features
● Never miss an appointment again
Job Page
Important job insights at a glance
● Data at your fingertips
● Quick actions
● Anticipates your next move
Improved Layout
Job Quickview
● Status updates
● Task management
● Contact info
● Maintain current context
Help shape the future of JobNimbus
Connect with a Product Manager!
Workflow Mastery
Nick Pagnani
Sr. Professional Services Consultant
Nick has been working in the construction industry for over fifteen years. He started as a framer on a small crew and working up to being a licensed General Contractor who has built many homes, additions, hundreds of roofing and other projects. He is passionate about helping contractors succeed! He loves serving you and cheering you on to success!
Before we get too far ahead of ourselves
Workflow = Foundation
1. Workflows
2. Stage
3. Status
4. Task
5. Automation
When was the last time you thought about your process?
Don’t over do it!
List out the major milestones in your process
Listing every step in your process can cause users NOT to use the system and then chaos happens.
Eliminate Redundancy
1. Permit
Pending Start Date
Job In Progress
Other Trades Pending
Final Walk Around
Punch List
Close Permit
Job Complete
Eliminate Redundancy
1. Verify Final Supplement
Create / Submit Final Invoice
Pending Final Payment
Payment Received
In Legal
Warranty
Close Out
Thank You / Review
Paid & Closed
Final Invoice Sent
When is too much, too much?
Clean
up your boards
Boards can be filtered!!
IT
ALL BOILS DOWN TO THIS!!!
NOW LETS
Accelerate your business
Challenges working with Pros
If you remember one thing, let it be this:
“To Be Successful and Stand Out in Your Industry, You MUST Be Very Intentional About The Customer Journey ”
-Wayne Gretzky
-Michael Scott
- Nick Pagnani
What Tools Do We Need?
● Automations
● Email Templates
● Text Messages
● Task Types
● Reports
● Financials
○ Estimates
○ Work Orders
○ Invoices
Map Your Customer Journey
Define Workflow Steps
Workflow Status
Identify Work
Plan Communication What Starts Next Step?
Always ask, “How can I make this an awesome experience?”
Map Your Customer Journey
1. What is each step of your customer journey from lead to close, and beyond?
2. What must happen in each of these steps?
3. What communication should happen in each step?
4. What triggers the next step?
5. Most importantly… How can I make the experience awesome?!
Map Your Customer Journey
Create Contact Automation
1. New Lead
Contact Info
Save Contact
Welcome
Text/Email
2.Appointment
Scheduled
Confirmation
Text/Email
Text: 1-Day
Reminder
Text: 30 Minutes
Reminder
Task Complete: Measure
NewTask: Measure Scheduled
Text:Thanks, Next steps Task: Schedule Appointment
Map Your Customer Journey
Take Advantage of Tasks, Automations, and Templates
Tasks, Automations, and templates can assist in streamlining your processes and make life easier.
Unleash the power of task types
Use different task types to track manual work.
Visit Settings, select Task
Type
Create Material Order
Create Work Order
Apply for Permits
Schedule Job
Verify Deposit
Verify Permit Approval
Materials Delivered
Start-up Checklist
Task Reporting
Track manual work that needs to be done.
Add Alerts through automations when work is not completed.
Add reports to your home page.
Home Page
What’s an Automation?
Available Automation Options
Templates make the world go ‘round
Build Great Emails
Email Templates
Build a Solid Email Template
HTML Editor
*HTML is a very common programming language - Find someone who can help you build your template
HTML Editor
*HTML is a very common programming language
- Find someone who can help you build your template
Don’t be afraid to try new tech
Subject: Checking in onYour Roof at [YourAddress]
Hi [Contact Name],
I hope this email finds you well!
It's been a week since we discussed your roof at [YourAddress], and I wanted to check in and see how things are going. We're very interested in helping you get your roof back in tip-top shape, and we're eager to provide you with a detailed estimate for the project.
In the meantime, if you have any questions or need any additional information fro, please don't hesitate to ask.
We're happy to help in any way we can.
Best regards,
[Your Name]
[Your Company Name]
Text Templates
When Should I Message My Customer?
Crew Assigned
Estimates, Invoices, and Work Orders
Create Automations based on:
● Estimate statuses
● document statuses
● signatures/approvals
● due dates
● and more.
Once Estimate Fully Signed:
Verify Deposit
Create MO
Create WO
Apply for Permits
Schedule Job Email Customer:
Thank you and next steps
Pre-Production Customer Message
● Remove vehicles from driveway
● Protect fragile items inside and out
● Lock up your pets
● Unlock gates for access
● Landscape protection plan in place
● Noise expectations
Most Messaging Can Be Sent with Automations!
Time-based automation to send homeowner a reminder
Most Popular Automations!
Appointment Reminders
Estimate Reminders
Job Kick-Off
Status Updates
Invoice Reminders
Reviews/Referrals
There’s an automation for that!
Contacts
Jobs
Estimates
Invoices
Tasks
Work Orders & More!
We hope you don’t need this… But just in case.
What do you do when you have outstanding balances?
Job Close-Out Workflow
Job Close-Out Workflow
Maintain your rights
When Are Construction Liens Filed
In your state?
In Utah a construction lien must be filed within 90 days from the last date services or materials were provided, or within 180 days after the completion of the original contract. However, the state of Utah also allows pre-construction liens for services such as architects, surveyors and designers which can be filed within 90 days from the date their services or materials were last provided. Recent changes to state law state that any party that may have a lien right must file a preliminary notice with the State Construction Registry within 20 days of commencing its own work on a project.
A/RVisibility!
● Automated messaging for aging balances
● Follow-up tasks for your team
● Highly visible A/R report
Why Do Workflows Matter?
● Grows revenue by 43% on average
● Save 8 hours per person per week
12 Automated Email Template ■ 2 Hours per Job (10 mins each)
16 Automations ■ 4 Hours per Job (15 mins each)
16 Task Types ■ 2.5 Hours per Job (10 mins each)
One Final Point…
YOU NEED TO TEXT!
Most Common Reason for Bad Reviews
47%
Why Text?
Customer Engagement
Open Rate Response Time Experience
Close Rate
Lead to Close
Review Rate
Review Scores
Conversation Tracking
Business Continuity
Email Issues
Text-imonials
“Within 3 hours of turning on Engage automations, I closed a deal that paid for texting for the next 12 years.”
Increase Homeowner Satisfaction
Most common customer text response?
Thank you!
Best Practices
Lead to Lost
● Lead Sources
● Lead Nurturing
● Lost Reasons
● Drip Campaign
You have already paid for the lead, get the most out of it!
Best Practices
A few to think about
● Board Ownership
● KISS
● Status vs Task vs Automation
● Belt and Suspenders
○ Don’t lose the human element
● Process
○ Repeatable - Scalable
Closing thought: Workflow Mastery
It means you better own and live in your Workflows… Learn to read them. Make people accountable for them. They are the representation of your customer journey. If you ignore your workflow, you are ignoring your customer experience and your business. You can’t manage by reaction. You MUST manage a process in order to improve it.
Excellence is not a destination it is a continuous journey that never ends
Empowering Your Subcontractors in the Field
Mobile Mastery
Construction
Commercial Construction
Promise made Promise delivered
But…
Language barrier
Endless and confusing text threads (outside of JN)
When
you find out the subs tore off the wrong roof
1. Start the job right
2. Manage subcontractor work efficiently
Start the job right
Add a hero image to each job
Use Forms!
Forms: Standardize job intake
Pro tip! Forms to fields
Manage subs efficiently
Overview: Assign a Work Order to the sub
Subcontractor’s View
Save Time for Production Managers & Admins
Cut down on manual updates, text messages, and phone calls by giving subs self-service access to critical job details.
Keep Subcontractors Informed & On Track
Give subs direct access to job details, assigned tasks, work orders, and photos so they know exactly what to do—without constant back-and-forth.
Streamline Communication Without Oversharing
Keep job-related info centralized while restricting financials and sensitive data, so subs get only what they need to get the job done.
Improve Accountability & Documentation
Make it easy for subcontractors to upload photos and complete required forms in real time, ensuring better job tracking and reducing liability risks.
“Just get me photos!!”
First login
Setting up a user
Settings > Admin Settings >Team > Invite team member
Feature Access Calendar
Work Orders (Assigned)
Work Order Comments
Photos Forms
Tasks
Notifications
Financials
Documents
Boards Engage
Takeaways
1. Start the job right
a. Get a hero image on every job
b. Use Forms!
2. Manage subcontractor work efficiently
a. Set a user up
b. Assign them to a Work Order
c. Require pre- and post-production Forms
Our Goal…
The New Sales Experience
Josh Martinez
Homeowners have changed
75% 93% 60% of consumers expect businesses to respond to inquiries within 24 hours, and 50% expect a response in under an hour. of consumers read online reviews before making a decision about hiring a contractor.
72% of consumers trust online reviews as much as personal recommendations. of home service-related searches, including finding contractors, are done via mobile devices.
Professional presentation
Sales Experience
Options and upgrades
Powerful calculations
Digital payment collection
But…
I don’t have time
I already tried it It’s too complex
I like my way of doing it
It’s actually very simple
41.1%
Close rate: vs. 32.1% for companies using only legacy estimates 28%
+$560,000
28% increase on a $2M contracting company
8.2 hrs
Time from sent to signed: vs. 39.1 hrs for legacy estimates 80%
Ok fine… so what do I do?
1. Software principles to consider
2. Getting started
3. Becoming a power user
Leave Crew with a simple estimate format that you can implement
Software principles
Iteration
Think big, start small
Example
How to “Launch”
Tweak it
Build it Make changes based on feedback
Basics first!
Try it
Start with one sales rep
Getting started
Key terms: Layouts & templates
Layout vs. template
Layout = the base model
Template = build options / variations
Layout vs. template
Layout = the base model
Layout vs. template
Template = build options / variations
1. Set up default layout
Keys steps
2. Add photos
3.Add estimate details (Consider using templates)
4. Set signing & upgrades
Create your default layout
Estimate Settings
Layouts
Only the pages I need
Excluded pages
Add photos
Of first impressions are design related British Journal of Psychology
Add
estimate details
ProTip
ProTip
ProTip
Estimate Best Practices
High profitability, revenue companies offer Good, Better, Best
Upgrades
$3,103
Average increase in job size: Companies using upgrades in SumoQuote, 2023 +21%
Signing
Of online shopping happens on a mobile device
Source: gauss.hr e-commerce statistics report
8.2 hrs
Time from sent to signed: vs. 39.1 hrs for legacy estimates 80%
Deposits
Add a deposit to drive cash collection
Becoming a power user
Standardized repeatable process
● Eliminate the human error
Quickly generated estimates
Improved homeowner experiences
Sales Experience
Sales Experience
Sales Experience
Sales Experience
Sales Experience
Sales Experience
Quick Accurate estimate
Measurements
1. Set up tokens
Using calculations
2. Set up calculations
3. Order measurements
4. Create estimate
Measurement Tokens - Placeholder for the measurement
Measurement Tokens
Add your tokens - the measurements to be taken
1. Go to P&S > Manage Calculations
1.2. Add formula using tokens
Add measurements to the job Measurements
Measurements
Think big, start small!
Takeaways
Make it beautiful Offer options & upgrades
Then, become a power user
+$560,000
28% increase on a $2M contracting company
How do I start?
Iteration
Think big, start small
How do I get the team on board?
Think BIG, start small
How do I get the team on board?
Find your champion Do you want to sell 28% more?
Tweak it
Basics first! Build it Make changes based on feedback
Try it
Start with one sales rep
You’re not alone
Jenius Time!
You’ve got this!
Optimizing your Products
Kahoot!
What it looked like yesterday
Measurements
Price Change
Price Change
Material Order
Material Order
Your Future
Sales Experience
Sales Experience
Sales Experience
Sales Experience
Sales Experience
Sales Experience
Sales Experience
Sales Experience
Sales Experience
Quick Accurate estimate
Quick Accurate estimate
Production
Production
Production
Production
Production
Production
Production
Next Steps
Connect to your supplier
Happy to chat if you want on ABC today
Connect to your supplier
Set up calculations for your products
Price Change?
Price Change?
Quick Accurate estimate
Talk to your Jenius
● Integrate with your supplier
● Set up estimating templates
● Set up product calculations
Knowledge base/training
● Calculations
● Supplier integrations
● Product calculations
Upcoming webinars
JobNimbus Marketing: Built to Scale
Jared Bolduc Director Marketing Services
What we do… We help you scale
The Revenue Plan for Roofing Businesses at Any Stage
82% of contractors say they don’t have a clear marketing plan.
● Whether you're at $500K or $5M, growth gets messy without a plan.
● Let's talk about the system to scale—predictably.
Common Growth Headaches
● Inconsistent leads
Crew under-booked or overbooked
Relying on word of mouth
Marketing feels like a gamble
The Simple Revenue Formula
● Revenue Goal / Avg Job Size = Jobs Needed
● Jobs / Close Rate = Leads Needed
● Leads x CPL= Marketing Budget
From $750K to $1.5M ● Revenue Goal / Avg Job Size = Jobs
Needed
● Jobs / Close Rate = Leads Needed ● Leads x CPL= Marketing Budget ● Revenue Goal: $1.5M ● Avg Job Size: $12.5K
● Close Rate: 35%
● CPL: $150
Jobs Needed = 120 jobs/yr
Leads Needed = 343 leads
Marketing Budget = $4,287.50/month
Live Revenue Plan
● Revenue Goal: ?
● Avg Job Size: ?
● Close Rate: ?
● CPL: ?
Jobs Needed = Leads Needed = Marketing Budget =
● Revenue Goal / Avg Job Size = Jobs Needed
● Jobs / Close Rate = Leads Needed
● Leads x CPL= Marketing Budget
From $3M to $5M
● Revenue Goal / Avg Job Size = Jobs
Needed
● Jobs / Close Rate = Leads Needed
● Leads x CPL= Marketing Budget
● Revenue Goal: $5M
● Avg Job Size: $12.5K
● Close Rate: 35%
● CPL: $200
Jobs Needed = 400 jobs/yr no referral jobs
Leads Needed = 1143 leads
Marketing Budget = $14,287.50/month
From $3M to $5M
Book your free 1:1 planning session
Book a time to create your personalized scalable revenue plan You’re already doing the hard work. Let’s help you scale it with a plan.
Workflows
Utilizing AI in your business
Building Workflows
Figjam Demo
Utilizing Generative AI
Wi-Fi: JobNimbus Guest
Password: JNguest!
We are guided by our values
Heroes have: Ownership
Proactive Strives For Mastery
Optimistic
Take Responsibility
Does Hard Things
Heroes use: Proactive Learning
Curious Experimental Get Lots of Input
Goes Deep (“cool nerd”)
Responsible For Self-Learning
Heroes have: Self Awareness
Heroes are: Customer Obsessed
Empathetic & Caring Understands Customer Problems
Focuses On Impact Exceeds Expectations
Service-Oriented
Series
B investment
More customer support More
product improvements
More onboarding & account managers
8,000+ Customer product interviews & feedback sessions in last 12 months
Customer Obsessed
Customer & industry events attended in last 12 months
Customer Obsessed
The Learning Lab
We’re obsessed with Making You Heroes
● Doing good in the world
○ On the front lines of “fixing the world”
● Creating jobs
○ Improving families & livelihoods
● Improving property owner lives
○ Construction is noble
● Achieving your dreams
○ Bettering you & your family’s lives
You are heroes
Breakfast with Execs
