Coaching for Results
Last updated:
Coaching for Results is one to one and leadership team coaching from BGS Strategies for owners of independent HVAC and plumbing companies across the United States and Canada. It works on revenue and margin, the service department, close rates and the way the business is put together, so that decisions stop coming back to the owner's desk.
It sits inside the 90-Day Plan, which is where every client starts. The plan finds where the money is going. This is the business coaching that fixes it and keeps it fixed, with the owner and the people who report to them in the room rather than a report left on a desk.
Live every Thursday, 11 AM to noon Central. Register and get the book free.
01 / What it covers
What Coaching for Results Covers, and What It Does Not
Coaching for Results covers the owner's own decisions, the performance of the leadership team, the numbers that run the company and the structure underneath them. It does not cover business valuations, which BGS Strategies refers out, and it is not a certification program.
It is also not a seminar you attend and then go home from. The work is implementation. Something changes between one session and the next, or the session was a meeting.
02 / What we work on
What We Work On
Five areas come up in nearly every engagement, and they come up in this order because each one depends on the one before it.
-
Revenue and Margin
Not what you sold. What you kept. Most owners at this size can quote last month's revenue from memory and cannot say what the gross margin was by department, which is the number that actually decides whether the year works. We start there because every other conversation gets easier once that number is on the table.
-
The Service Department
The single biggest lever in most home-service companies, and usually the least measured. Service is where the maintenance base is built or lost, where callbacks eat margin quietly, and where the difference between a good week and a bad one is decided before anybody gets in a truck.
-
Close Rates
What is being said on the call and at the kitchen table while you are somewhere else. The same quote wins for one person and loses for another, and the difference is never the paper. We look at what your people actually say, what they offer, and what happens to a quote after it leaves.
-
How the Company Is Organized
Who owns what, who decides what, and where the gaps are that keep landing back on your desk. Structure sounds like an abstraction until you notice that the same three problems reach you every week because nobody else is allowed to settle them. The Small Business Administration's guidance on hiring and managing employees covers the legal frame. This work is about who is accountable for what inside it.
-
Scalable Growth
What worked at $1M breaks at $5M. What worked at $5M collapses at $15M. The point of the work is to build the version of the company that survives the next size rather than the version that just got you here.
Kerry WebbYour role has to change or growth stalls.
03 / How it runs
How the Coaching Runs
Two things run side by side. There are weekly group sessions with the leadership team, and there is one to one coaching with the owner and with individual leaders.
The group sessions are where the company agrees on what it is doing and where it holds itself to it. The one to one work is where the harder conversations happen, because a general manager will tell you something in private that they will not say across a table from the person who hired them.
Read moreShow less
Both are implementation sessions. The playbooks go in. The service processes go in. The numbers get reviewed against last week. The next thing gets fixed and the one after it gets scheduled. Clarity beats ideas, and discipline beats intensity, which is a polite way of saying the plan matters less than whether anybody does it on a Tuesday.
Hiring sits inside this work more often than owners expect, because a coaching plan that depends on people you do not have is a wish. Recruiting is covered separately in how to find and keep good technicians, and it is worth reading before the first session.
04 / What changes
Why the Owner's Role Has to Change
Your role has to change or growth stalls. That is the whole job, and it is the part most owners do not sign up for when they call.
The shift runs three ways. From doer to leader, which means the best technician in the building stops being the one who fixes the hard call. From problem-solver to system-builder, which means the problem gets a process rather than your afternoon. From operator to strategic decision-maker, which means you spend the week on the decisions only you can make instead of the hundred anybody could.
Read moreShow less
Stop being the person with every answer. Build people who can think, decide, coach and execute, and the company stops being the size of one man's day.
Kerry WebbThe work is implementation. Something changes between one session and the next, or the session was a meeting.
05 / Who it helps
Who This Service Helps
Coaching for Results is built for owners of independent HVAC and plumbing companies doing $3 million to $20 million a year, and for the leadership teams around them. If you are reading this because revenue went up again and the bank balance did not, that is the exact problem.
Coaching the owner alone puts the owner back in the middle of everything, which is the thing you are trying to stop, so the leadership team is included. General managers, service managers, sales managers and office leads all sit inside the work.
Read moreShow less
The trade associations both sides of this business already know, the Air Conditioning Contractors of America on the heating and cooling side and the trade bodies on the plumbing side, spend their effort on technical standards, and rightly so. Nobody sets a standard for how the owner spends the week. That is the gap this service fills. What the national labor picture looks like for heating and air conditioning technicians tells you the other half: the people are scarce, so what you do with the ones you have decides the year.
BGS Strategies leads with HVAC and plumbing because that is where the depth is, and because those two businesses make and lose money in ways Kerry has watched from the inside for years. If you run a home-service company of another kind and the problems on this page sound like yours, say so on the contact page and Kerry will tell you honestly whether it is a fit.
06 / A client
What a Client Says About the Coaching
Working with Kerry Webb has been incredibly valuable for our business. He has a unique ability to step back, see the bigger picture, and help turn ideas into clear, actionable strategies. His coaching challenged us to think differently, sharpen our focus, and make better decisions about where we're going and how we get there. Kerry brings experience, insight, and a practical approach that makes business coaching feel productive, not theoretical. We're grateful for his guidance and would highly recommend him to any business owner looking for clarity, growth, and a strong strategic partner.
Connie Kelly, Owner, Carolina Generators, LLC
Connie Kelly does not run a heating and cooling company and she does not run a plumbing company.
The owners with numbers attached, including a heating and cooling company that more than doubled its revenue and one that was built and sold, are on the results page.
08 / Questions
Frequently Asked Questions: Coaching for Results
What is Coaching for Results?
Coaching for Results is one to one and leadership team coaching and consulting from BGS Strategies for the owner of an independent HVAC or plumbing company and the people who report to them. It covers revenue and margin, the service department, close rates, how the company is organized, and what has to be true before it can grow without breaking.
Is the coaching for the owner or for the whole leadership team?
Both, and that is deliberate. Coaching the owner alone puts the owner back in the middle of every decision, which is usually the problem they called about. General managers, service managers, sales managers and office leads sit inside the work through weekly group sessions, with one to one coaching alongside it.
How is coaching different from Leadership Training?
Coaching for Results works on the owner and the leadership team: structure, margin, decisions and accountability. Leadership Training works on the people underneath them: the sales call, the service conversation, the handoff between the office and the field. Most companies need both, and many need the training first.
Do I have to do the 90-Day Plan before coaching?
The 90-Day Plan is where every client starts, and coaching is one of the three pieces of work that hang off it. Starting with the plan means the coaching is aimed at what the six checks actually found, rather than at whatever hurt most on the day you called.
How often are the sessions?
There are weekly group sessions with the leadership team, plus one to one coaching with the owner and with individual leaders. Both are working sessions rather than presentations: the playbooks go in, the service processes go in, and last week's numbers get reviewed before the next thing is scheduled.
How is Coaching for Results priced?
The business assessment is free, and Level 1 of the Skool community is free. It contains the 7 Step Method, and the community on Skool is free to join. There is no trial period and no card required.
To get the full set of the 7 Step Tools, serious clients move to Level 2 membership on Skool at $295 a month. If you want to fast-track your growth and success, sign up for the 90-Day Plan at $7,500. To learn more, register for the $100,000 Conversation webinar.
Does BGS Strategies coach companies outside HVAC and plumbing?
BGS Strategies leads with HVAC and plumbing because that is where the depth is, and the coaching is built around the way those two businesses make and lose money. Owners in other home-service trades do get in touch, and the honest way to find out whether your company is a fit is to ask on the Thursday session or through the contact form.
Where does the coaching happen?
BGS Strategies works with home-service companies across the United States and Canada, and coaching is delivered remotely and on site depending on what the engagement needs. The company is based in Lantana, Texas, and there is no office customers visit.
Book the Conversation
-
Book the $100K Conversation.
Live every Thursday, 11 AM to noon Central. Come with your numbers and the thing you keep meaning to deal with.
-
Take the Business Assessment.
If you would rather see where the gaps are before you talk to anybody, start there.
You can also call BGS Strategies on 940-441-3231 or email support@bgsstrategies.com. The phone is answered Monday to Friday, 7 AM to 4 PM Central, and calls before 10 AM usually reach voicemail because Kerry is coaching.
Or send us a note
Tell us what is going on in the business, and Kerry will call you back.