How Do I Achieve Successful Management of Residential and Commercial Cleaning at the Same Time?
We have spent some time talking about the differences between commercial and residential cleaning and now let's talk about the demands of managing both at the same time.
The basic skills of management come into play more than ever when you attempt to take on 2 divisions of one company at the same time. You will find it easier to achieve success if you approach each division as a separate company. If you are of the mind set that you have 2 distinct but similar companies, decision making will become a snap.
For each division of your company you should have:
A BUSINESS PLAN: this is business 101. A simple, yet thought out business plan for your residential and commercial divisions is a must! This is your road map (GPS in today's world) to success. You wouldn't think of traveling in unknown territory without a GPS to guide you, and you shouldn't attempt any business venture or expansion without a business plan to follow. It can be simple, one page, with your goals, your market analysis and your action plan for achieving you goals. If you've never done one, it's time! Make yourself sit down and put the pencil to the paper…think about your business and how you will make it happen!
GOALS IN PLACE: Outline your achievable goals in your business plan and put practices in place that will help you reach them. Make them measurable and do-able. Take on small accounts in your new division at first. If you are new to commercial business, a 30,000 medical facility or an industrial plant might give you some real nightmares. Start with "cleaner" types of offices such as insurance companies, accounting offices and legal offices. The "Keep It Simple" theory works here. Once you have mastered these, move on to the next level.
ORGANIZATION: A "must have" in order to manage any business. To successfully manage 2 or more divisions of your company, your organization skills should be running at full speed. You cannot afford to misplace papers, forget to invoice, not return phone calls or any of the other indicators of an unorganized business owner. Expansion will be demanding on you and take its toll on your business if you are not well organized. Most competent, successful entrepreneurs live by their "to-do" lists. If you don't use one, try it! Nothing gives greater satisfaction that crossing off something on that list. Whatever tools you need to keep focused, stress free and your life orderly, NOW is the time to use them.
As we said last week, you never want to dilute or disrupt your primary source of income. Your primary source and focus may change over the years, but in order to sustain your current business and grow the new business, the most important tool you need is HELP!
Few business owners will be able to work both sides of the business for long. One division will suffer or disappear. You will spread yourself too thin if you are cleaning houses during the day and offices at night. Your effectiveness will weaken and your core source of income could become jeopardized.
Here is where management skills and delegation come into play. Look at your current employees for a supervisor. You may have someone now who is promotable. This person could help with your maid service during the day while you develop the commercial accounts and work at night. You will always want to work the new commercial accounts for a few weeks yourself primarily to learn the account and develop a relationship with the customer.
Or you may have a dependable, trained employee who can take over accounts at night with minimal supervision; perhaps this is your person to help with expansion. While you manage the daytime activities, this employee can work the night accounts with your random supervision.
Keep focused, work your plan and celebrate your successes, one account at a time. With careful planning and organization, you will be on your way.
Coming next time: Just How Do We Find These Commercial Customers? Who Is Your Referral Machine?
Written by Sharon Cowan, President and CEO of Maid For Success, a coaching firm dedicated to helping maid services understand the opportunities in commercial cleaning and how to manage both segments. Sharon is a 20 year veteran of the industry who owned a successful residential and commercial cleaning company. She has been an award winner and lecturer for the BSCAI, a guest speaker for ARCSI and a Board member of the Cleaning For A Reason Foundation. She can be reached at www.maidforsuccess.com.
