Doubled a restoration company's revenue and built the sales, marketing and referral programs behind it
I joined TCM Restoration before it was acquired and stayed through the acquisition and the roll-up that followed. In that time revenue more than doubled, and referrals became the company's main source of work, with the plumber program alone producing about 40 percent of revenue.
Revenue more than doubled
Referral programs became the main source of revenue
The situation
The company had strong crews and steady work, and no clear picture of where that work came from. Referrals arrived from plumbers and insurance contacts, but nobody could say which partners sent them, what they were worth or why they referred.
The owners were also approaching retirement and fielding acquisition interest. They wanted experienced growth leadership in place to prepare the company for a sale and steward it through the transition.
What we built
REFERRAL PROGRAMS
- A plumber referral program grown from a small effort into the company's largest single source of work, at about 40 percent of revenue
- An insurance referral program built alongside it, for agents and adjusters
- More referrals, and more valuable jobs from each one
- Partner incentives and events that kept the relationships active
SALES AND MARKETING
- Sales and marketing led through the acquisition and the years of growth that followed
- Marketing spend measured against the jobs it produced
- A new company website, launched before I left
SOURCE AND ATTRIBUTION
- A source and attribution framework that identified where past jobs had come from
- Tracking that followed every new job forward: who referred it, why, and what it produced
- An end-to-end referral chain, from first contact to completed job
PLANNING AND GROWTH
- Return on marketing and referral spend the owners could see
- Numbers for forecasting, hiring and staffing based on where the work comes from
- Growth targets and pay structures tied to those numbers
What changed
- Revenue more than doubled during my time there
- Referral programs became the main source of company revenue
- The owners knew where jobs came from and what each source was worth
- I use the same or similar methods for the referral programs I build today
Want something like this in your business?
Tell me what is going on and I will tell you what I would build first.