A Project Management Template

[ SALES CONNECTION ]

By Bryan Rice

Reflecting on my career as a building materials and sales leader for more than 40 years and my recent work with others across the country, I don’t recall much being written about project management – what your sales team does daily. I recently developed the following template that you are welcome to use. Let me know if I missed something significant, as the “clay is always wet.” You are the real experts.

Estimate/Acceptance

• Develop solutions and proposals that detail products and services that meet builders’ and end-customers’ needs.

• Providing product and pricing information and terms and conditions of sale.

Job Folder and Related Info

• Estimate file.

• Job address.

• Credit Department – job start.

• Builder/end-user job information.

Job Consultation

• Develop a project schedule.

• Budget: Develop and manage budgets for each project while accounting for costs.

• Selections: Meet with the builder and its clients to define their wants and needs to create effective solutions to meet their requirements.

• Point People: Coordinate with other departments within your company, such as finance, purchasing, truss, millwork, cabinetry and sales assistance, to ensure all relevant parties have been informed of the project’s status and to introduce and communicate point people for each.

• Job site, contacts and related logistics information.

Product and Services Fulfillment

• Coordinate with your internal team (credit, supply side, delivery, etc.) to obtain their products and services – quotes, purchase orders, delivery schedule, project flow, job site measurements, etc.

1. Framing: Lumber, sheathing, engineered wood, trusses, etc.

2. Exterior Envelope: Roofing, windows and doors, siding, fascia, decking, etc.

3. Interior: Insulation, drywall, interior doors and millwork, flooring, cabinetry and hardware.

Resolving Service Issues

• Communicate with builders and their clients to explain product features and benefits and answer questions about products or services. This may be in-office, via phone or texts, and/or job-site visits.

Job Completion

• Ensure all aspects are fulfilled on your end – products, services, product information, warranties, final invoices, etc. Review to ensure your customer is meeting terms as well.

• A final job-site visit, including with the end customer, is highly encouraged. Providing a company brochure with the major products and warranties in the home is helpful and can facilitate future business.

• Be sure to communicate a sincere thank-you. A company coffee mug or two, yardstick, calendar or other valued keepsake is always a nice touch.

I hope this outline helps you wrap up a great year. Finish strong.

Bryan Rice is a building materials advisor/ consultant. Committed to sustainable and profitable growth, Bryan brings more than four decades of hands-on experience in the building materials industry, demonstrating expertise and insight. or more information, visit www.bryanriceconsulting.com.