Leading Through Relationships explores the importance of building a productive and motivated team for your company and how to build long-lasting relationships with your customers. Using the HVAC company where he has worked for thirty-seven years as an example, Alan Davis explores every position in a business, from the maintenance person and CSR to the parts manager, billing personnel, and even the president. In the process, he offers insight into how to make everyone in your company into a team player.
Readers will learn all the ins and outs of operating a successful business, including:
Why employee motivation is not solely about pay and benefits
How to overcome toxic energy in the workplace and replace it with synergy
The value of hiring from within the company
How the circle of sales means everyone in the company is a salesperson
How to retain customers by making them realize the value you offer
Why fancy advertising is no replacement for building long-lasting customer relationships
When and how to delegate effectively
The importance of keeping work in its place so it doesn t interfere with your private life
No matter what challenge your business is facing, Alan Davis has been there. Let him help you develop the relationships necessary for your business to succeed.
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For thirty-seven years, Alan Davis has worked at a successful HVAC company, beginning as a mechanic s helper and working his way up to be Vice President of the Service Division. One of his career highlights was being part of a team that created a computer program focused on the needs of a fast growing service department. He also worked closely with a vendor representative to create a home study course for HVAC technicians that was later approved by the State of North Carolina Apprenticeship Program.
Alan has served as a board member for the NC Heating and Air Conditioning Contractors Association as well as the NC Community College Construction Alliance and the Wake County Public Schools Business Alliance.
A native of North Carolina, Alan lives in the Raleigh Durham area with his wife and two children. When he is not working, you will probably find him on his houseboat with his wife, relaxing and enjoying the great outdoors.Review:
Alan Davis sort of fell into his career as a young man when he was introduced by a friend s mother to the owner of an HVAC company. He was hired by the owner as a mechanic s helper, and from there, he worked his way through various positions in the company until today, thirty-seven years later, he is a vice-president of the company. Not only did he learn a lot about HVAC during all those years and he is still learning but he gained valuable knowledge about what makes a business strong and how a company s success largely depends on the people you employ and the relationships you develop with those employees.
While Davis draws heavily on his experiences at an HVAC company for his examples, no matter what business you are in, or whether you are the owner, CEO, a CSR, a tech, or a new hire just getting your feet wet, you will find plenty of valuable insight in this book about working with others and developing key relationships both internally and with your customers to build a successful business.
Each chapter of Leading Through Relationships focuses on a different role within a company, including the mechanic, tech, CSR, biller, parts person, warranty person, sales, vice president, and president. Davis discusses what he learned from each of these roles in many cases, he held the position himself, and at other times, he managed the employees in those roles, was responsible for hiring the person, or even helped to create the position.
Each chapter begins with a job description for the individual position, not just listing the skills required, but what would be the good, the better, and the best employee in each role. While some of these requirements are givens, such as building customer relationships, having appropriate licenses for the job, or in specific cases, being able to read blueprints or stay up-to-date on warranties, others are more personality-based, such as not taking no for an answer and having a rich private life.
Davis is definitely a people person as evidenced by his book s title. He not only talks about what an employee should do on the job, but how to help employees perform to the best of their abilities, how to interview to make sure you hire the right employee, how to build morale by hiring from within, and how to make employees feel valuable by placing them in positions where they will grow, be challenged, and can own their work so they find their jobs rewarding beyond just the paycheck. He not only believes in supporting the employee but also in thanking the employee s family for its support. And he doesn't forget the importance of teaching the employee to provide excellent customer service.
A major part of the book is also devoted to building customer relationships. Davis discusses the Circle of Sales and how good customer relationships not only result in repeat business but regular repair and maintenance work and new sales for the company. He does not discuss marketing gimmicks but instead focuses on building up a reputation for being trustworthy, responding to customers needs quickly, and providing quality service. Davis and his coworkers must be doing something right since they often have third generation customers. Interspersed among the chapters are various short stories to illustrate a point. Davis is not above poking fun at himself in some of these stories and in others simply showing how to solve a problem. From injured workers to encounters with possums in crawl spaces and dealing with bad weather, these short stories not only made me smile but they made Davis points hit home.
Many a CEO and business owner has written a book about all the great things he has accomplished as a leader. Davis is different. InLeading Through Relationships, he explores the various positions within a company and what makes each role vital to a company's success. This is a must read book. --BlogCritics.org --Tyler Tichelaar, Ph.D. and author of the award-winning Narrow Lives
To be an affluent entrepreneur, it takes a team of quality coworkers committed to your business. In Leading Through Relationships, Alan Davis explores the various positions within an HVAC company, the difficulties and strengths of each position, and what those roles mean for a company s success. Any manager, business owner, or employee will find this book eye-opening and a great training manual for himself and his employees. --Patrick Snow, bestselling author of Creating Your Own Destiny and The Affluent Entrepreneur
Many a CEO and business owner has written a book about all the great things he has accomplished as a leader. Alan Davis, vice-president of an HVAC company, is different. In Leading Through Relationships, he explores what makes each role vital to a company s success. In the process, he reveals, unintentionally, what an astute businessman and goodhearted human being he is. I suspect Davis makes his employees feel appreciated so they love coming to work. How does he do it? Read this book. --Tyler Tichelaar, Ph.D. and author of the award-winning Narrow Lives
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Book Description Aviva Publishing, 2013. Book Condition: Very Good. First. Great condition for a used book! Minimal wear. Bookseller Inventory # GRP87535800