If you missed the latest episode of Attentive AI’s Fuel Up series, LMN and U.S. Lawns joined to talk all things estimating. That is, building a profitable, scalable, and efficient estimating operation – a cornerstone of success in the competitive commercial landscaping market.
This webinar was packed with valuable takeaways from our industry panelists.
A New Partnership: Attentive AI and LMN Join Forces
First things first, if you haven’t heard the news: Attentive AI, known for its AI-powered automated takeoffs, and LMN, a leading estimating and business management software for the landscape industry, are partnering to deliver the best of both worlds:
- No more wasted hours on manual measurements: Attentive AI automates the takeoff process, freeing up estimators’ time.
- Consistent and accurate bids: LMN provides a structured and repeatable estimating framework.
- Estimators focused on strategy: Less time spent on tedious takeoffs means more time for strategic thinking and value engineering.
- Sales teams focused on selling: By streamlining the measuring process, sales reps can dedicate more time to building relationships and closing deals.
The goal of a future integration is to create a seamless end-to-end workflow for faster estimates, more profitable jobs, and long-term scalability. This improved workflow aims to deliver speed, accuracy, and profitability in one powerful solution, representing the future of landscape estimating.
Building a Rock-Solid Foundation: The Importance of a Repeatable Estimating Process
As we started diving into estimating, the panelists first emphasized the critical role of a repeatable and well-defined estimating process. Here’s why it matters:
- Trainability: A clear process makes it easier to onboard and train new team members, ensuring consistency across your organization.
- Consistency: Estimating the same type of work in the same way every time leads to more accurate and reliable bids.
- Reduced Errors: A structured process helps prevent forgetting key items or making omissions that can impact your profit margins.
- Scalability: As your business grows, a repeatable process ensures that your estimating can keep pace without relying solely on the owner’s knowledge.
- Trust: A consistent process builds trust both internally within your team and externally with your clients.
⭐ Key Insight: Don’t let estimating knowledge reside only with the owner. Document your process to ensure scalability and trainability. Store it in a centralized place, either an online folder or in a common space in the office.
Aligning for Profitability: Estimating, Sales, and Operations Working Together
Creating a seamless handoff between sales, estimating, and production is crucial for maximizing profitability. The panelists shared these best practices:
- Open Communication: Establish clear and regular communication channels between all teams involved.
- Document Sharing: Ensure all relevant documents from the sales process (including takeoffs, client notes, and specific requests) are readily accessible to the estimating and operations teams.
- Kickoff Meetings: Hold meetings with the customer and the entire internal team (sales, estimating, and operations) to ensure everyone is on the same page regarding expectations and project details.
- 30-Day Check-ins: After the handoff, follow up with the customer to ensure a smooth transition and address any initial concerns.
- Involve Operations Early: Have the operations team review estimates before they are finalized to provide their insights and ensure accurate resource allocation and profitability.
- Define Communication Preferences: Understand how the customer prefers to communicate and establish a clear communication cadence.
- Team Environment: Foster a collaborative environment where sales and operations work together towards the common goal of customer satisfaction and profitability.
⭐ Key Insight: Communication is free, and its impact on your business is invaluable. Prioritize clear and consistent communication across all departments.
Boosting Efficiency Through Automation
Automation is no longer a luxury but a necessity for staying competitive. The webinar highlighted how automating routine tasks can significantly improve estimating efficiency:
- Focus on High-Value Activities: Automation frees up estimators and account managers to focus on building relationships, following up on leads, and developing strategic proposals.
- Reduced Data Entry: Automating tasks like takeoffs eliminates tedious manual data entry, saving time and reducing errors.
- Accurate Labor and Material Usage: Tools like LMN’s work area templates and production rate calculators ensure accurate estimations of labor and material costs.
- Faster Turnaround Times: Automation allows you to generate bids more quickly, giving you a competitive edge in the market.
- Standardized Processes: Templates and automated workflows ensure consistency and reduce the risk of overlooking important details.
⭐ Key Insight: Embrace technology like Attentive AI and LMN to automate time-consuming tasks and empower your team to focus on activities that drive revenue and build strong customer relationships.
Key Takeaways for Your Landscaping Business:
- A repeatable and trainable estimating process is fundamental for scalability and profitability.
- Effective communication and collaboration between sales, estimating, and operations are crucial for a seamless customer experience and successful project execution.
- Leveraging automation can significantly improve efficiency, accuracy, and speed in your estimating process.
- Focus on the customer experience and differentiate your business beyond just price.
By implementing these insights, you can build a more profitable, efficient, and scalable landscaping business.
