New Perspective Leads to Growth

The Company:
ConCare Inc. is a leading installer of seamless polymer flooring and wall surfacing systems for a variety of industrial applications. All of their work is custom bid and usually involves extensive concrete surface restoration and preparation along with the installation of the surfacing system. Ron Puszynski is the founder and owner of ConCare, and has been a TAB member since 2002.

The Business Issue:
Ron came to his board after analyzing his proposal activity for the prior 2 years. He was looking for ideas on how to improve his win rate, as he felt this would help make his sales team's efforts more effective and grow his top line sales.

TAB Board and Coaching Session Impact:
The TAB Board dug into the analysis and came up with a unique insight. ConCare was winning a larger portion of smaller projects. They turned the issue around and questioned ConCare's pricing mechanism and markups.

Ron and his facilitator, Mike Petrushka, spent the next coaching session assessing the overhead and administrative cost allocations. The analysis showed that larger jobs were being over allocated, making them less competitive. The action taken was to change how ConCare valued and bid projects.

Business Result:
ConCare has been winning bigger, more profitable projects and has grown the top line significantly.

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