How the research works
The method is public, so nobody has to book a call to understand it.
Define the population and the period
Written replacement estimates over a stated window, usually a recent quarter. The window, estimate types, and locations are agreed in writing before any record is read.
Review the records and the handoffs
Estimate records in ServiceTitan, Housecall Pro, or Jobber, plus the activity attached to them. Where a handoff exists only in conversation, that absence is recorded.
Classify what happened after each estimate
Each estimate is placed in a category with a stated basis: sold, declined, chosen elsewhere, postponed, stalled on financing, or unresolved. Categories are written down before counting starts.
Separate documented facts from assumptions
A fact is what the record shows. An assumption is what a person believes about it. Both appear in the findings, labeled.
Identify unresolved patterns and their value
Unresolved estimates are grouped by what stopped them, with quoted dollars attached. This is quoted value, not recovered value.
Discuss the findings and decide what makes sense next
The findings are reviewed with the owner. Doing nothing further is a legitimate conclusion.
What the research will not do
- The research does not assume there is a problem. The existing process may already be working.
- No recovery rate, revenue figure, or job count is quoted in advance.
- Quoted unsold volume is not lost revenue and is not presented as revenue that would have been earned.
- The research does not assume any individual was at fault.
- Where the record is silent, the finding is that the record is silent.
What the research needs from a shop
Read access to estimate records for the agreed window, or an export, plus the activity attached to them. Gross margin figures where they exist. No system is replaced or migrated.
Customer records stay the shop's property, are used for the agreed research only, and are never shared with another shop. More detail is on the privacy and confidentiality page.
What the output looks like
An illustrative example of the shape of the findings, clearly labeled and built from constructed numbers, is on the what you receive page.