Restoration logo
search
cart
facebook twitter linkedin youtube
  • Sign In
  • Create Account
  • Sign Out
  • My Account
Restoration logo
  • NEWS
  • PRODUCTS
    • New Products & Technologies
    • Submit Your Product
    • Interactive Product Spotlights
  • EDUCATION
    • KnowHow.
    • Podcasts
    • Trade Shows & Expos
    • Training & Certification
    • Webinars
    • Whitepapers
  • TOPICS
    • Water Damage
    • Fire & Smoke Damage
    • Mold
    • Contamination
    • Odor
    • Contents
    • Architecture
    • Catastrophe
    • Cleaning
  • BUSINESS
    • Managing Your Business
    • Insurance/Legal Matters
  • BUYER'S GUIDE
  • VIDEOS
    • Ask Annissa
    • Ask the Expert
    • Ironclad Marketing Minute
    • TradeTalks
    • Video Channel
  • INFOCENTER
    • Mold and Mycotoxins
  • THE EXPERIENCE
    • Conference & Exhibition
    • Convention & Trade Show
    • R&R Special Issue
  • EMAG
    • eMagazine
    • Archive Issues
    • Contact
    • Advertise
  • SIGN UP
Managing Your Restoration Business

The Hidden Side of Business

By Greg Neil
hidden business
October 16, 2017

Of course everyone wants a business that’s very profitable. Typically, there is a great deal of attention on the easy-to-see side, i.e. practices for project management, office and admin procedures, financial procedures, job descriptions, business plans, and reports. You need those, as they are all very useful and necessary.

But... there is another side, a much less visible side that we don’t always pay attention to; yet is is no less effective, and just as useful if not even more so. This other side is what gives the more visible side its power and potency. It’s also far easier to implement and execute, if you're willing to put in the time and effort. This is something that the public doesn't always see first hand, but sees second hand through your team.

The answer: leadership. But not just any type of leadership; we are talking about solid, strong, empowering leadership. The kind that refuses to let themselves - or their company - become stagnant.

Great Leaders Lead the Battle Against Human Nature

It’s just human nature to wind down to levels of productivity that we can call business as usual. If this isn’t managed well, it can be damaging to the productivity and profits of the business. If left unmanaged for long periods of time, it damages morale, leads to apathy, resignation, and very unproductive levels of reasonableness. Your business flat lines with stagnation that kills the success and profitability.

It’s not only wise for leadership to see their role in leading a path away from this, it is essential. Good leadership designs effective ways to train, coach, and motivate teams to have a successful business. Great leadership designs ways that allow people to really thrive at work, inspiring the best in their performance. It is far easier to take a proactive approach, the doing of which can offer significant returns and game changing results.

The most effective leaders I see bring wisdom and understanding, knowing that each person on their team needs their empowerment to step beyond their current perceived limitations. Great leaders see the best in people, the possibilities, and the strengths and then helps individuals set a pathway to success. They don’t do it for them! Rather, they listen to the reasons, excuses, and all the other internal conversations and psychology with interest, even curiosity, and sometimes even humor…but never agreement. They understand that in the face of great challenges, people need to deal with their humanity. In fact, if you’re not dealing with some humanity, things are probably too comfortable. That’s just the way it is with human beings.

Great leaders know each person is giving their best; they are acting from how they see things right now, and how it might occur from their current point of view, like there are no better options to take action on right now. Great leadership knows they have the responsibility to always speak and act in a way that demonstrates a powerful way forward that communicates “we can do this”, “we will do this”, and “we own this”.

When your sales are flat, and the number of jobs in WIP is dropping so low it’s threatening your ability to maintain healthy and profitable closed work and invoicing targets, what do you do? Well, one option is you can panic, you can get really stressed out, and you can try to make everyone work harder, faster, better…..or …..

Great Leaders Solve Problems

You can invent a sales campaign. You simply make up a game to drive sales. By doing so you change the whole story from…”we are really suffering here but let’s try to ignore that fact and focus on sales even though the truth is our whole situation is rather desperate”, to… a story of opportunity, challenge, and even a little adventure. You change the narrative, which is the story in everyone’s head; from hard work, I don’t have enough time, we need to hire 10 more people, or whatever is being said in the back ground, to a story that inspires your team in taking productivity to the next level. That is how we shift the context from business as usual to one of opportunity, challenge, and achievement.

Case in point, a client I have been working with in my consulting business about 6 months ago saw that sales were dipping, and WIP was following suit. We went to work and invented a 3 month sales campaign. His senior managers did a great job of keeping the game in front of the team’s attention at every weekly meeting. The result was the campaign was very successful giving the company their best year ever.

Another example. The Great Game of Business by Jack Stack does a great job of demonstrating the power of changing the narrative. The author describes how a small group of people leveraged everything they had, to come up with $100,000 to buy a company for nine million. They were leveraged 90 to 1, and therefore could not afford to make one mistake, or miss even one loan payment.

How did he do it? Jack talks about the dangers of ignorance, and the myth in thinking things like an Employee Stock Option Plan will miraculously create buy in. Instead he went to work to create an environment of continuous learning everywhere; he educated everyone so each person understood the financial impact of how their job contributed to the company making money. Through coaching and continuous education he dispelled the barriers to productivity and inspired ownership and accountability in every single person. The company sales grew 30% a year for the first few years, and went from a first year loss of $60,000 to a 4th year gain of $2.7 mill and their stock price showing an 18,000 % gain.

Great Leaders Instill Accountability

How do you do this? It starts with understanding that context is more powerful than anything else. When you’re filling a glass with water, what has more power, the water, or the glass? It’s the glass, because the glass tells the water where it can go. Therefore, for those who choose the responsibility to lead others, context is decisive. One of the most powerful tools you have as a leader in your business is to be a context generator. That means you’re the one to say how things will be, and what will get accomplished. You carry the vision, and set the direction. You say what will happen for the next period of time…whether it is 3 months, or the next year.

Next step: identify the existing context your team is in, individually and collectively.

It’s usually something like some form of a business as usual attitude like this is hard, not enough time, I’m too busy, we need to hire more people, etc. There may be deeper attitudes of resignation and apathy. If you look closely, you can discover the top five or ten that play out in your business over and over again. If you have been in business for 5 years or more, they should be familiar to you by now. They may be so much a part of the culture, and so embedded in the background for so long; they unknowingly and unintentionally have become accepted as reality. There not terrible, they just put a really big lid on what your teams say is possible in terms of their productivity and accomplishments, and ultimately how successful your business can be. It’s very, very important that you know as a leader, this need not be. But you have to speak up, and take a proactive approach to set a new course, no matter how unreasonable your circumstances seem to be.

It All Starts With You

As you lead, so they follow. It all starts with you. Set your intention. Your intention is the will to make something happen that is not going to happen otherwise. The bolder the better. As you lead so they will follow, if you’re excited, they will be. If you’re inspired, they will be. Your teams read you like a book. It is not so much what you are doing as it is how you Be about this that communicates powerfully. It’s a can do attitude and a commitment to a vision for the future. If you have doubts, fears, or are just going through the motions, you lose power. If you’re not emotionally into it, really into it, you lose power. The impact of which costs you their productivity, accomplishments, and breakthroughs, and the success of the business. Your ability to generate this is an act of generosity, and a commitment to the future success of the business. Can you be successful? Absolutely, no matter what your circumstances say. That’s great leadership. All progress depends on your ability to generate this, for every person in your employ, your teams, and for the company. Remember, great leadership costs you nothing, and gives you everything. 

KEYWORDS: restoration business management

Share This Story

Looking for a reprint of this article?
From high-res PDFs to custom plaques, order your copy today!

Greg Neil is the owner and founder of Gregory Neil Associates, which offers coaching and consulting services for the restoration industry. He has been a speaker at many industry conferences in the last decade and has written extensively on accountability.

Recommended Content

JOIN TODAY
To unlock your recommendations.

Already have an account? Sign In

  • mold remediation

    Fighting Mold and Bacteria Damage

    Successful mold remediation can be multidisciplinary,...
    Mold Remediation
    By: Josh Woolen
  • certifications and licenses for restoration professionals

    Certifications and Licenses Every Restoration Company Needs

    Restoration companies need to make sure they have the...
    Restoration Training/Education
    By: Sharon Elzarat
  • a wall covered in moss and fungus

    Zero Tolerance for Toxic Molds: Essential Steps for Successful Remediation

    Understanding the importance of zero tolerance for toxic...
    Mold Remediation
    By: Michael A. Pinto CSP, SMS, CMP, RTPE, FLS, ERS and Kendra Seymour
You must login or register in order to post a comment.

Report Abusive Comment

Subscribe For Free!
  • eNewsletter
  • Online Registration
  • Subscription Customer Service
  • Manage My Preferences

More Videos

Popular Stories

wall cavity drying

Dry or Demolish? Navigating the Complexities of Wall Cavity Restoration

Ask the Expert: Unlocking Efficiency in Water Damage Restoration

Unlocking Efficiency in Water Damage Restoration

Ask the Expert: Catastrophe Panel - Back to the Basics Part 1

Catastrophe Panel – Back to the Basics Part 1

R&R Ladder Award - Submit Your Nomination

Events

September 3, 2025

The Experience Convention and Trade Show

The Experience Convention & Trade Show logoJoin us in Las Vegas for The Experience Convention & Trade Show, the leading event for cleaning, restoration, and remediation pros, packed with hands-on demos, expert speakers, and high-impact networking. Happening September 3–5, 2025 at Caesars Forum—this is where the industry comes to learn, connect, and grow!

View All Submit An Event

Poll

Restoration Services

What restoration/remediation service do you prioritize most?
View Results Poll Archive

Products

The Cleaning, Restoration, Inspection, and Safety Glossary

The Cleaning, Restoration, Inspection, and Safety Glossary

The Cleaning, Restoration, Inspection, and Safety Glossary.

See More Products
Webinar - Top Legal Tools Every Restoration Contractor Should Understand

Related Articles

  • the great challenge

    The Ultimate Challenge: The Driven vs. the Clock-Punchers

    See More
  • millennials part 1

    Millennials 101: A Lack of Understanding Shouldn't Equal a Bad Rap

    See More
  • micromanage

    The Drift, The Gap, and The Breakthrough

    See More

Related Products

See More Products
  • COVER pdf.jpg

    How to Get More Restoration Jobs in 14 Days... (ebook)

  • Cover.jpg

    How To Get More Water Damage Jobs (ebook)

See More Products
×

Stay ahead of the curve with our eNewsletters.

Get the latest industry updates tailored your way.

JOIN TODAY!
  • RESOURCES
    • Advertise
    • Contact Us
    • Directories
    • Store
    • Want More
    • Submit a Press Release
  • SIGN UP TODAY
    • Create Account
    • eNewsletters
    • Customer Service
    • Manage Preferences
  • SERVICES
    • Reprints
    • Marketing Services
    • Market Research
    • List Rental
    • Survey/Respondent Access
  • STAY CONNECTED
    • LinkedIn
    • Facebook
    • YouTube
    • X (Twitter)
  • PRIVACY
    • PRIVACY POLICY
    • TERMS & CONDITIONS
    • DO NOT SELL MY PERSONAL INFORMATION
    • PRIVACY REQUEST
    • ACCESSIBILITY

Copyright ©2025. All Rights Reserved BNP Media.

Design, CMS, Hosting & Web Development :: ePublishing