Your RATER Business MANAGING AND GROWING

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1 Your RATER Business MANAGING AND GROWING

2 PEG Based in Virginia Work in 22 States RESNET Provider RESNET Trainer RESNET Sampling Provider USGBC LEED for Homes Provider USGBC Authorized Education Delivery Partner NAHB / ICC NGBS Verifier Staff of 67 Network of Raters >65 Qualified an average of more than 10,000 homes per year for the past several years National Sole rater for NVR Homes Partner of the Year 2011/2012 ENERGY STAR New Homes - - Large Builder Processed in excess of $6 Million in Energy Efficient New Homes Rebates in Projected to process in excess of $10 Million in 2012

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4 PEG Business Modules Residential Engineering and Environmental C&I Engineering and Environmental Forensic Building Analysis State Energy Agency Technical Services

5 Managing and Growing Your Rater Business Your Rater Business Design Marketing Management Quality Control

6 Design What are the strengths of your business? How do you convey that message to your current and prospective clients? Have you defined where you want your business to be in a year? Five Years? Ten Years? How do your clients and competition define you?

7 What Makes You Different? Your Competition Local Experts? Industry Connections? Like to hear themselves talk? History of empty promises and poor follow-through? You Speak quietly and carry a big stick. Provide free advice and training. PROACTIVELY provide support Code Changes Marketing tactics. Constructive criticism Always ask for feedback and then make changes where advisable.

8 Define Your Strengths Does your business depend on the expertise or experience of one individual? Will that allow you to grow? Does that eliminate opportunity? How can you transfer that sole proprietorship? Does your business look like a combination of skills, backgrounds and interests? Do you define growth opportunities for your staff? Do you define specific roles for your staff?

9 Define Your Strengths Your customers and clients should see themselves as a part of your operational plan. Your role is as a service provider that is there to help THEM facilitate some process or deliverable. You, your staff and your customers are either all part of the solution or you are part of a problem.

10 Message 1: Design Element Identify what it is that defines your business. Decide what you WANT it to be that defines your business. Develop a strategy for reaching that goal and hold your self, your staff and even your clients accountable for their role.

11 Marketing Active Marketing Strategy As Industry Expert As Industry Proponent In Existing Circles In New Market Segment Passive Marketing Community Participation Free Knowledge Provider Industry Group Participation Strategic Alignment Social Media

12 Convey Who You Are How do you maintain deliverable excellence to your current clients while also cultivating new ones? How do you establish the presence you desire?

13 Active Marketing

14 Passive Marketing

15 Strategic Alignment Utility Companies Program Implementation Contractors Trades State Energy Agencies Public Utility Commissions Industry Groups RESNET BPI Efficiency First ACCA NAHB

16 Social Media

17 Message 2: Marketing Element Establish how your marketing efforts can help establish your design. Create strategic alliances that establish your credibility across multiple stakeholder layers. Don t create marketing that hinders your growth. Consider the dynamic nature of social media but understand it takes a big time commitment.

18 Management Only those with patience to do simple things perfectly, will ever acquire the skill to do difficult things easily. Hiring Consultant Selection Contracts Non-Compete Teaming Arrangements NDA Equipment Logs Team Building

19 Hiring Reference Checks Background Checks Drug Testing Offer Packages Probationary Period

20 Message 3: Management Element Utilize a detailed specific process for hiring. Develop and follow a specific policy for employees. Develop and follow a specific policy for subcontracting. Develop and follow a specific policy for partnerships.

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22 Quality Control Process Control Scheduling Field Rating Rater Submissions Accounting

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24 Message 4: QA/QC Element Use a Standard Operating Procedure (SOP) to define your key business elements. Engage your staff in maintaining and updating the SOP. Utilize the SOP to evaluate staff performance. Utilize the SOP for new hire training.

25 Managing and Growing Your Rater Business Closing and Questions