Engineering Express Expansion
by Troy Bishop
1. Who are we?
1.1. Innovation of the construction engineering consultant model combined with a tech startup/software firm.
1.2. What one sentence accurately describes us? What is our slogan?
1.2.1. Who are we?
1.2.2. What do we do?
1.2.3. Where do we do it?
2. Marketing
2.1. How many products were sold in Home Depot last year that contained our product certification?
2.2. What are the top 50 searched phrases for a manufacturer looking for our services? ("Product evaluations" we already own on Google - 2nd ranking)
2.3. Who are the clients we currently have?
2.3.1. "Is there anything else we can be doing for you?"
2.4. Who are the clients we want to have?
2.4.1. Find them - trade shows, magazines, competing google searches
2.4.2. “Prospecting is just telling people who you are, what you do, where you do it at.”
2.5. What is the best way to communicate with them?
3. Slogans (must be part of marketing campaigns - hard to tell what we do by name alone)
3.1. Engineering evaluations isn’t sexy until you see us do it.
3.2. Your expertise is building it, our expertise is making sure it will get approved.
3.3. In a world of uncertainty we’re certain we can handle all of your needs.
3.4. We eliminate more headaches before 6am than most people do all day.
3.5. We make the difficult look easy.
3.6. Your expertise is not getting permits done but ours is.
3.7. Evaluations made simple by Engineering Express.
3.8. Engineering Express – making the difficult look simple.
4. Expansion of Base (Existing Clients)
4.1. Review new products being launched by that company, tell them that we can help ensure they are properly certified.
4.2. TOP TEN NATIONAL CLIENTS - Order a video card mailer (Cards in Motion | A powerful combination of print and video and film yourself explaining to the client how we’re expanding and increasing the quality of our current customers before we go after new customers. How can we help them with their new product lines and existing engineering before we launch our new services?
4.3. TOP TEN LOCAL CLIENTS - Take a box of Christmas cookies to see the owner of each. Tell them we're just checking in with them; maximizing our relationship with current clients before we expand.
4.4. Purchase $1 of their stock, read their prospectus, search online for their company targets for the current fiscal year. Talk about how we can assist them with X targets.
5. People
5.1. Continue recruiting from Upwork into TaskCloud, requires marketing and business processes to be at 100% first
5.2. What is “at capacity” for us? By the team we currently have, how many technicians do I have, how many hours can they work, how many hours can I turn around per week? How many desks do we have vs. how many technicians we have?
5.3. Our plan is to market first, refine the product services, and bring in projects up to capacity level, then bring in more Taskers and meet demand. Rinse and repeat.
5.4. Target in-office scenario: 10 workers * 75% * $180/hour * 40 hour/week = $54,000/week. We are averaging around $35,000 so we are within $20,000 of capacity, or 12 additional hours per week per worker.
5.5. Since our average quoted price is (4) hours of labor, we should be marketing with a mind to increase our typical quotes to 30 additional quotes per week, or (6) per day.
6. Business Processes
6.1. Achieve proper training documentation for all product lines
6.2. Structured and repeatable ordering/revision process
6.3. Documentation of policies and procedures for project routing/prepping
7. Investors
7.1. Your ROI = ? percent
7.2. If we raised capital, what would be our first three moves?
7.3. Our Competitive Advantage = INNOVATION
7.4. What we do, how we do it, why we do it
7.5. Need for business development consultant to help drive the knowledge of how to expand
8. Elevator Pitches (New Clients)
8.1. Do you think the permitting process is one of the easiest things or hardest parts of your business?
8.2. We wake up in the morning so we you don’t have to. You do realize that without proper certification your entire manufacturing process gets stopped at the user level?
8.3. What is the least favorite part of your business? If you could outsource X you would, and most people probably do. Just like outsourcing X, you can outsource your engineering to us. We do the things you don’t want to do.
8.4. We evaluate building components to a gold standard of certification.
8.5. We make dealing with building codes fun. We do the stuff you don’t want to do so you can get back to doing the stuff that makes your business run.
8.6. Why waste your time with the approval process when we can do it for you? Your next million-dollar idea is in your mind and we can put it on paper. Why not outsource your engineering needs to us instead of paying for in-house staff costing you tens of thousands each year? We can finish in half the time and for half the cost.
8.7. Do you dislike having to deal with permits? Do you know the #1 construction and manufacturing headache is permitting?
9. New Topic
