- Recent Feature Releases
- Training and Best Practices
- Company Values and Culture
- Lead Generation and Marketing
- Creating Professional First
Impressions
- Supercharge your workflows
- Sales Experience
- Owning Your Cashflow
- Highly Productive Mobile Work
- The Benefits of Reporting
- Homeowner Communications
- Leveling Up Your Team
Output vs. Outcome
Output: 10,000 Bricks and Mortar
Output: House Built
Outcome: A family has a home where they feel safe and secure.
The value to the family is not bricks. However, no bricks, no home.
Comms: inbox, SMS, email, notifications, automations
Marketing: websites, lead capture, PPC, SEO, drip campaigns
Sales: lead management, estimates, proposals, forms, photos
Fulfillment: material orders, work orders, products and services, subcontractor management
Cashflow: invoices, payments, financing, budgets and job costing, QuickBooks
CRM: contact management, automations, boards, reporting & analytics, notes, tasks, billing, subscription CRM
Run your business anywhere
Enable your crews to be efficient
Simple, clean, fast
Current rating - 4.8 ’s
Current rating - 4.7 ’s
“Instead of having to rely on our staff to remember to follow-up with customers, Engage automatically does it for us … The result has been a significant improvement in communication and service levels for our customers and a staggering increase in sales.”
Brad Callister, Utah Radon
Team-work makes the dream work
“As we add people into the office, we are able to seamlessly transition the customer from one representative to another representative”
Matt Lowery, Lowery Fencing
“We are no longer waiting ‘forever’ to receive payment”Kelsey Knott, KQC Roofing
Instant communication
Effective job management
Better visibility
Optimize lead sources
Drive accountability and competition in sales
Spot bottlenecks in your process
Collect cash efficiently
Joe
Kathy
Joshua Jon
Joe Kathy
Joshua
Nick Tim Bob
Jon Daniel Maribel
Daniel Maribel
Nick Tim Bob
George
Joshua Jon Daniel Nick Tim Bob
Real-time material pricing
Precision order tracking
Effortless document management
More predictable lead flow
More lead volume
Better leads
Who is this guy?
● 20+ yrs as a GC
● Dir of Sales - EagleView
● Overseas Management Experience
● JobNimbus for 10+ yrs.
● Over 253,000 roofing contractor businesses operate in the US alone, employing over 328,000 people. (Bureau of Labor and Statistics)
● According to IBISWorld, there were 339,708 Fence Construction businesses in the US as of 2023.
● The construction industry has a higher than average failure rate, with some estimates suggesting that over 80% of new companies fail within the first 5 years, and 90% fail within 10 years.This trend is attributed to factors like intense competition, high overhead costs, weather dependence, and lack of marketing expertise.
● Construction Financial ManagementAssociation (CFMA):Their 2022 benchmarking report indicates a medianAR of 52 days for specialty contractors and 56 days for general contractors in the US.
1. Why Data?
2. Collect / track data
3. Make data available
4. Learn / teach the tools
5. Use data for making decisions
6. Hold people accountable
1. Unemotional
2. No more Hair on Fire
3. “The beatings will continue, until morale improves”
4. Sets Benchmarks
5. Information is power - for everyone!
10,593 x $15,000 = $80,165,249 in P.R.
#1: Collect / track data
Contracting company
Close rate by lead source
Project metrics by sales rep
Time in status
Invoices outstanding
Carnage Success by Work Type
Remember: We’re doing this to give our customers the best experience possible!
Total sales volume
Close rate
My reports don’t look like that
1. Workflows aren’t set up properly
Sold job: When a job reaches any status in the sold stage
2. Not using estimates and/or invoices
Estimates are the key to Sales data
Invoices are the key to A/R and Completed
A job is marked “sold” when it reaches any of these statuses
Make sure your workflows are set up properly for reporting
Add a one line item estimate
Mark it as approved
Use JobNimbus to the fullest
Sales - Estimates
Production - Material order, work order
Cash flow - Invoices, payments
Communications - Engage
Workflow - Boards, Automation
And don’t forget: “Garbage in, garbage out”
Reduce churn by xyz%
Achieve growth rate of xyz% x% to y%
Companies that use data regularly significantly outperform those that don’t
Metric Contractors that use reporting a lot
Using data is a characteristic of high performing contracting companies
#4: Use data for making decisions
What are my best lead sources?
How should I coach my reps?
Where should I focus to collect cash? Questions to ask
How can I make jobs go faster?
Which job types are working / not?
Understand throughput times
How we apply this at Everyone has a number And its tied to our mission to “make contractors heroes”
#5: Hold people accountable
JobNimbus
Clear ownership
Mutually agreed upon goals
Daily/weekly/monthly, etc. tracking
Regular accountability reports (at least weekly)
Contracting company
Everyone owns a number!
Make them realistic and attainable
Build a weekly plan
Review them on a regular basis
Tie them to the mission of your company
Note: It’s ok to change and adjust with time!
How many jobs do I need to sell each week to hit my sales goal?
Sales goal
Average deal size
$16,000 $5,000,000
$5,000,000 / $16,000 / 50 weeks = 10
Jobs sold / week 10
10 / 30% = 33.3 (Or, 133 per month)
1. Collect / track data
2. Make data available
3. Learn / teach the tools
4. Use data for making decisions
5. Hold people accountable
6. Insights is the fastest, easiest, most comprehensive source!
Thank you!
Do any insurance roofing?
Please take 5 min to complete this survey!
Using automations, templates, and financials to provide a 5-Star homeowner experience!!
Nick Pagnani
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!
Sr. Professional Services Consultant
1. Process
2. Stage
3. Status
4. Task
5. Automation
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.
1. Lead
2. Appointment Scheduled
3. Inspection
4. Contingency / Claim File
5. Adjuster Meeting Scheduled
6. Insurance Approved
7. Insurance Denied
8. Create/Submit Estimate
9. Pending Customer Signature
10. Signed Contract
11. Lost Sale
1. Lead
2. Appointment Scheduled
3. Insurance Pending
4. Estimating
5. Signed Contract
6. Lost Sale
1. Permit
2. Order Materials
3. Schedule Job
4. Pending Start Date
5. Job In Progress
6. Other Trades Pending
7. Final Walk Around
8. Punch List
9. Close Permit
10. Job Complete
1. Permit
2. Order / Schedule Job
3. Pending Start Date
4. Job In Progress
5. Job Complete
1. Verify Final Supplement
2. Create / Submit Final Invoice
3. Pending Final Payment
4. Payment Received
5. In Legal
6. Warranty
7. Close Out
8. Thank You / Review
9. Paid & Closed
1. Final Invoice Sent
2. Review / Close Out
3. Paid & Closed
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
● Automations
● Email Templates
● Text Messages
● Task Types
● Reports
● Financials
○ Estimates
○ Work Orders
○ Invoices
Define Workflow Steps
Identify Work
Plan Communication
Workflow Status
Tasks
Text/Email
What Starts Next Step?
Proceed
Always ask, “How can I make this an awesome experience?”
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?!
Create Contact
1. New Lead
Automation
Contact Info
Save Contact
Task Created
Welcome
Text/Email
Task: Schedule
Appointment
NewTask: Measure
Scheduled
Automation
2.Appointment Scheduled
Confirmation
Text/Email
Text: 1-Day Reminder
Text: 30 Minutes
Reminder
Task Complete: Measure
Automation
Automation
Automation
Text:Thanks,
Next steps
Continue
Tasks, Automations, and templates can assist in streamlining your processes and make life easier.
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
Track manual work that needs to be done.
Add Alerts through automations when work is not completed.
Add reports to your home page.
1. Trigger When a Job is Modified
2. Condition
If Status is equal to Paid & Closed
3. Action
Send Email
Available as Event-Based or Time-Based
*HTML is a very common programming language - Find someone who can help you build your template
*HTML is a very common programming language
- Find someone who can help you build your template
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]
Create Automations based on document statuses, signatures/approvals, due dates, and more.
●
●
●
●
Job Scheduled:
Clean Site
Work Hours
Warranty Accomodations
Changes
Dynamic Fields
WO Start Date
Contact First Name
Custom Fields
Rep/Company Information
Time-based automation to send homeowner a reminder
Appointment Reminders
Estimate Reminders
Job Kick-Off
Status Updates
Invoice Reminders
Reviews/Referrals
Contacts
Jobs Estimates
Invoices
Tasks
Work Orders
We hope you don’t need this… But just in case.
What do you do when you have outstanding balances?
Automated messaging for aging balances ●
Follow-up tasks for your team ●
Highly visible A/R report
● 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)
17% 25%
98%
47%
Customer Engagement
Open Rate Response Time
Experience
Close Rate
Lead to Close
Review Rate
Review Scores
Conversation Tracking
Business Continuity
Email Issues
“Within 3 hours of turning on Engage automations, I closed a deal that paid for texting for the next 12 years.”
Thank you!
All instructions, and even more workflows, are available in this GoogleDoc
● Lead Sources
● Lead Nurturing
● Lost Reasons
● Drip Campaign
You have already paid for the lead, get the most out of it!
Excellence is not a destination it is a continuous journey that never ends
● Board Ownership
● KISS
● Status vs Task vs Automation
● Belt and Suspenders
○ Don’t lose the human element
● Process
○ Repeatable - Scalable
Excellence is not a destination it is a continuous journey that never ends
Heroes have:
Proactive
Freedom & Responsibility
Optimistic
Take Responsibility
Do Hard Things
Heroes have:
Introspective
Health & Wellness
Balance
Home/Work
Personal Development
Career Goals
Curious
What great employees are looking for:
Meaning
The “Why”
Values
Mission
Vision
Purpose
Company Goals
The Problem
Personal Goals
Career Path
Crossing the Threshold
Job Description
Owning Numbers
1-on1’s
Mentoring
○ Why does your business exist?
■ Has to be more than “to make money”
● Values
○ Hire & fire based on values
● Mission
○ What is the BIG problem you’re trying to solve?
● Vision
○ What’s your BIG strategy to solve this problem?
● Company Goals
○ Where are we going this year, quarter, month?
● The Problem
○ What BIG problem was I hired to solve?
● Personal Goals
○ Where am I going this year, quarter, month, week?
●
Career Path
○ What’s my hero’s journey here?
○ How will I be better by the end of this journey?
● Job Description
○ What specifically am I expected to do?
●
Owning Numbers
○ Scorecard, performance tracking, transparency
● 1-on-1’s
○ Coaching, alignment, communication
●
Mentoring
○ All great heroes need mentoring
■ Encouragement
■ Show them something they don’t know
Thank You
3,000 small businesses
1-100 employees
61%
69%
Of small business owners have been kept up at night by concerns about cash flow
32%
Have been unable to pay vendors, their employees, or themselves
52%
Have lost $10,000 or more foregoing a project due to insufficient cash flow
Sean Guilfoy
Business Manager
$2.8 million
“We were talking about our Accounts Receivable balance every week.”
$2.8
“Now that we’re using payments in JobNimbus its a well oiled machine!”
1. Implemented a new sales process
2. “Trained” customers how to pay
3. Got buy-in internally from top to bottom
1. Implemented a new sales process
2. “Trained” customers how to pay
3. Got buy-in internally from top to bottom
“A key turning point for us was collecting money upfront digitally”
86% require some payment amount upfront
25% most popular amount required
1. Implemented a new sales process
2. “Trained” customers how to pay
3. Got buy-in internally from top to bottom
“By collecting the down payment digitally it has trained our customers. They know how to pay us and are paying on invoices much faster.”
1. Implemented a new sales process
2. “Trained” customers how to pay
3. Got buy-in internally from top to bottom
“Without the ability to manage how we handle CC fees we may have never gotten here.”
“It has just made it easier for people to pay, period.”
“Trying to solve a problem before being taught the solution leads to better learning, even when errors are made in the attempt”
1. From the list in front of you, identify 5 things you want to learn how to do.
2. For 90 seconds, try to do your first task on your own, struggling encouraged!
3. If you haven’t figured it out after 90 seconds, raise your hand and someone will come help you.
1. Find the task you want to learn
2. Try to do it by yourself in 90 seconds
3. If you get stuck after 90 seconds, raise your hand
1. Find the task you want to learn
2. Try to do it by yourself in 90 seconds
3. If you get stuck after 90 seconds, raise your hand
1. Find the task you want to learn
2. Try to do it by yourself in 90 seconds
3. If you get stuck after 90 seconds, raise your hand
1. Find the task you want to learn
2. Try to do it by yourself in 90 seconds
3. If you get stuck after 90 seconds, raise your hand
1. Find the task you want to learn
2. Try to do it by yourself in 90 seconds
3. If you get stuck after 90 seconds, raise your hand
Pick the thing you learned that was most impactful.
Call, text or email what you learned to a member of your team and explain how to use the feature.
We need you to help us
We need you to help us
We want to hear from you
1. Home
2.
1. Home
2. Go to your profile
3. Tap “Leave Feedback”
We try to respond within 24hrs
Will
"Some people think design means how it looks. But of course, if you dig deeper, it's really how it works."
Steve Jobs
A researcher (called a “facilitator” or a “moderator”) asks a participant to perform tasks, usually using one or more specific user interfaces.
While the participant completes each task, the researcher observes the participant’s behavior and listens for feedback.
We’re testing the product, not you
Your feedback is valuable, and your honest input helps improve the overall user experience
Share your genuine thoughts and feelings about the product. Don't hesitate to express confusion or frustration if you encounter any
It’s not a race. Enjoy the experience and contribute your insights to help improve the product
Usability testing
A/B testing
Surveys
Web focused
Half-Hands
8 tables: ~10 mins each
● JN Email
● Jobs creation
● Homepage workflow
● New Sales Experience (Rainbow Road)
Mobile focused
Smash Bros
4 tables: ~10 mins each
● Jobs creation
● Inspection pages in Estimates
● Home screen updates
About me
Johny Wudel
COO of JobNimbus
Outdoorsman
Father of 4 (plus dog)
Adjunct Professor
Product Development +
Customer Experience
The “Loose Pockets” Contractor
Can you put the check under your doormat?
1) I don’t have checks 2) a $40k check under the door mat?? Are you sure?
The “Doesn’t Want the Work” Contractor
Do you need any more info to send me a quote?
I’d love to get an estimate
I need to do this project before winter. Can you send quote?
The “I’ll Be There Next Week” Contractor
Are you still coming today?
Checking back…are you coming this week?
Are you coming…ever?
Sorry..was busy on another job… i’ll come next week
the customer is taken care of. I would, and do, recommend them to anyone!
We have used XXXX for new roofs for a couple of homes recently. Their crew works like a well oiled machine. Apparently, my neighbors were enthralled watching their efficiency. They are on time, the clean up was fantastic, and they were careful with my garden. The new roof looks great!
This business is one of the best roofing companies I have dealt with. Very upfront about everything that they are going to do. And never sugarcoat anything price wise. They are always there when you need to ask a question. Working with Eric was amazing. They even did our shed too and the other company was not even going to do it. The contractor that came out to do our roof was awesome and fun to be around. They cleaned up fully and went over everywhere to make sure all the nails and other stuff was cleaned up so my dogs and my little one would not get hurt.
XXXX is awesome. I called them in the morning and had a quote the same evening for gutters. Jeff answered my calls and texts immediately. Hands down the most detailed, best quote I’ve seen. He took pictures, and highlighted exactly where our gutters and downspouts needed to be. Not only that, but he made us a video explaining every detail. My husband was so impressed and that is saying something. I walked away not having a single question and feeling completely confident that they’re professionals. That’s when you know a company is doing something right. I would recommend XXXX to anyone.
Joe is amazing! When he felt we would be better served with a company more expert than him in metal roofing, he brought that other company to our home and professionally handed us off to the other company.
We have worked with XXXXXX Roofing on a number of projects and their focus on the customer experience and communication is unmatched in the roofing industry. Steve and his team do what it takes to ensure the job is done right and the customer is taken care of. I would, and do, recommend them to anyone!
This business is one of the best roofing companies I have dealt with. Very upfront about everything that they are going to do. And never sugarcoat anything price wise. They are always there when you need to ask a question. Working with Eric was amazing. They even did our shed too and the other company was not even going to do it. The contractor that came out to do our roof was awesome and fun to be around. They cleaned up fully and went over everywhere to make sure all the nails and other stuff was cleaned up so my dogs and my little one would not get hurt.
We have used XXXXXXX for new roofs for a couple of homes recently. Their crew works like a well oiled machine. Apparently, my neighbors were enthralled watching their efficiency. They are on time, the clean up was fantastic, and they were careful with my garden. The new roof looks great!
XXXXXXXXX is awesome. I called them in the morning and had a quote the same evening for gutters. Jeff answered my calls and texts immediately. Hands down the most detailed, best quote I’ve seen. He took pictures, and highlighted exactly where our gutters and downspouts needed to be. Not only that, but he made us a video explaining every detail. My husband was so impressed and that is saying something. I walked away not having a single question and feeling completely confident that they’re professionals. That’s when you know a company is doing something right. I would recommend XXXXXXXXX to anyone.
Joe is amazing! When he felt we would be better served with a company more expert than him in metal roofing, he brought that other company to our home and professionally handed us off to the other company.
Word themes for customer feedback
● Responsiveness
● Professionalism
● Communication
● Punctuality
Bad
● Responsiveness
● Professionalism
● Communication
● Punctuality and
● Speed
● Quality
● Value vs Good
How do you make great product experiences?
What is the cost to hire and train a new employee?
What percentage of new hires don’t work out within 18 months?
$18,000
46%
➔Hire 15 employees
➔About 7 won’t work out
➔Cost to your company = $126,000
How do you hire (and retain) great people?
Hire and fire to
Why do you love to work here?
What
How
Build roofing software
Deep customer discovery
+ problem solving
Why
Make contractors heroes!
Hire based on values
People Experience Specialist
Role Scorecard
Backlog
Time to Complete
Time to First Call
Employee Satisfaction
“I hate leads because they don’t convert”
“I love leads because they convert great”
● Responsiveness
● Professionalism
● Communication
● Punctuality
Effectiveness of lead source
Effectiveness of sales reps
- Welcome email
- Appt created
- Appt reminder
Task for creating an estimate
Estimate sent (email, text, call follow ups, change status)
Job Kickoff (‘Welcome to the family’ email)
- In production updates
- Invoicing
- Job close out
- Thank you & ask for referrals/reviews
Start with a CRM, process, and automations. Then let’s talk about AI.
1. Lack of leadership
2. Don’t know “the why”
Set expectations & stay involved
Repeat the why…often!
3. Don’t know “the how”
Train, train, train
4. Lack of good process
Ready…aim…fire
5. Lack of proof
Have champions/super users
6. Lack of accountability
Assign someone to the number
7. Poor data quality
Ensure accurate data
Problem :( Solution
Motivation & Excitement
Decision :/
The Curve of Expectations
Thank You
Thank you!
