creating a stronger business with scanning
TRANSCRIPT
Creating a Stronger Business with
Scanning
LARRY KLEINKEMPER, AIA
Building a Better Business
Equality Equipment
A strong computer cuts out wait times,
making you more EFFICIENT
Decreases level of STRESS around deadlines
Standard Contract Ready to Go
Have a SOLID BASE and understand some
alterations will need to be made
Clients don’t know what to ask, it is YOUR
RESPONSIBILITY TO ASK QUESTIONS
Building a Better Business
Hire Staff with Diverse Skills
You’ll want to hire people similar to you.
DON’T!
You need people with DIVERSE SKILLS THAT
SUPPLEMENT YOUR SKILLS
Foster SPECIALIZATIONS in your staff
Collaborate
DON’T DO EVERYTHING, let your specialized
staff do what they’re good at
Surviving Economic Up’s & Down’s
Run Lean with Low Overhead
You can’t buy all the equipment and hire
everyone – COLLABORATE WITH OTHERS IN
THE INDUSTRY
Cash Flow Management
Be prepared – know you have enough
money to SURVIVE MULTIPLE MONTHS without the next big job
Understand the difference between true
R&D VS. TOYS
Hardware / Rent / Payroll
Healthy Business Practices
Work Regular Hours
Benefits are PHYSICAL & PSYCHOLOGICAL
Create a Stable Work Environment
STAY PROFESSIONAL even in an intimate/personal
work environment
Keep Overtime Manageable
Have a marker for when you know you need to hire
Healthy Business Practices
Stick to your Standards
Decide on a MINIMUM LEVEL OF QUALITY and what you will charge
Do not let clients talk you down from this minimum standard – the results are
always bad
Standards build your REPUTATION
“Bang for the Buck” Marketing
Track potential clients in lists
Go to events where many potential clients will be present SIMULTANEOUSLY
(IE conventions, user groups)
Adding Value for Your Clients
Offer Deliverables They Need
Clients frequently don’t know what deliverable would be the MOST
USEFUL; figure this out early and you will have a more satisfied client
Reputation is Paramount
There will be a few jobs that turn into more than you bargained for
Finish the job with DIGNITY and provide a USABLE DELIVERABLE
Consider using others in this room for overflow
Be an Expert & Know Your Equipment
Adding Value for Your Clients
Viewers (IE TrueView & SCENE)
More TANGIBLE to most clients than a point
cloud
Easy way to get HIGH LEVELS OF SATISFACTION
from clients
Explain the Multiple Uses of the Deliverable(s)
You know of many ways to use the
deliverable, the client only knows the one
they were thinking of originally
Help them see the ADDITIONAL UTILITY
Grandma-iPad Analogy
How Can We Grow the Market?
USIBD
Don’t re-invent the wheel from scratch
Network, Don’t Compete
This is a small industry, use this opportunity to learn from each other
Recognize this is a New Industry
Don’t Over-Promise
Scanning is already cool enough, you don’t need to exaggerate
Be clear on accuracy and speed
Share a Secret
1 secret = 50 secrets
Questions?THANK YOU FOR YOUR TIME!