Author: Jeff Harkness

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Jeff Harkness

Harkness is a landscape management consultant with 3PG Consulting. Contact him at jeff@3PGConsulting.com.

Focusing on character and process

I’m watching a transformation happen in a client’s business. It’s exciting to see. We started this phenomenon with a simple decision to invest in training our staff and weeding out the people on the team with poor character. It sounds simple, but all too often it’s overlooked due to time constraints, bad hiring practices, tight […]

Timing is everything: Tips for strategizing an exit

Right now your phone probably is ringing with every “business broker” and “deal guy” saying they have a deal for you. Sound familiar? Are you ready to sell? The industry has been buzzing as word spread about a mega deal between ValleyCrest Landscape Cos. and the Brickman Group. The fact is activity is picking up […]

March 2014 Web Extra: Harkness on Facebook, LinkedIn advertising

In the March 2014 issue of Landscape Management, The Benchmark columnist Jeff Harkness covered online advertising methods, including Google AdWords and Bing Ads. Here’s more from him on Facebook and LinkedIn advertising tips. Facebook Did you know more than 1 billion people use Facebook? If you’re not using Facebook to advertise, you’re missing out on […]

Getting to page one

Companies are being “pitched” daily to spend money on web marketing, and there are many confusing options. Ask yourself this question: “Is my company even on the grid?” If I’m a prospect and I don’t know your name or company, can I find you if I’m searching for a resource? If you’re not on page […]

The leadership/ growth connection

One of my clients has a leadership approach that’s limited his company’s ability to grow and attract quality talent. He is fair, but often manages with stern, in-your-face comments, is never wrong, is certainly impatient and is just negative at times. Sound familiar? To his credit, he’s changing after I pointed out his weaknesses, but […]

Get the best from managers

I’ve had the recent pleasure of managing a client’s account management team for the last six months. I love it, but managing people who are in front of your customer is tough. It takes hard work and patience. The good news is this skill can be learned and refined with experience, but there’s a shortage […]

Manage your capital, banker

The big winners in 2013 and 2014 will be companies with access to capital. While the stock market is trading at all-time highs and the press is talking about economic recovery, let’s not forget we’re living in a higher tax environment and still have Obamacare costs looming. Remember: Net profit dollars drive your business and […]

Plan now for 2014 health care reform

For employers who have adopted a wait-and-see approach with the Patient Protection and Affordable Care Act (PPACA), the time to wait is over. This year is a critical planning year to strategize around cost containment and compliance for 2014. These areas should be a key focus for Green Industry employers to get a hold of […]

The Benchmark: Crossroads of a partnership

Every once in a while you need to take a step back and look at how far you’ve come in business. Smell the roses, as they say. Things have not been easy, but hopefully there has been some growth and success up to this point. The question is, where do you go next? What’s the […]

How to overcome exit-planning myths

Have you heard the phrase timing is everything? It’s difficult to make money these days, which are different compared to five or 10 years ago. The economy, immigration reform, fuel costs, taxes, Obamacare and pricing competition keep companies guessing and on their toes. So, what’s your plan? Do you have an exit strategy? Do you […]

The Benchmark: Considering an exit?

Building profits and increasing the value of your company in the current environment is a challenge. Does it seem like today’s economic climate and political agenda are working against you? Health care mandates, expiring tax cuts, immigration reform, high fuel costs and little change in the housing market—shall I go on? If you’re considering an […]

Your balance sheet can make or break you

News flash: Spring arrived about 45 days early this year. While this means opportunity and potential business for some companies, others will experience a substantial shortfall in profit and a tightening of cash flow. What happened to all the snow? Cutting warm-season grass in March? Yikes! Steady the ship and get your arms around your […]

How to calculate a company’s enterprise value

By now you have closed out your 2011 financials and you might be asking what this thing is worth? It’s a metric you should quantify each year regardless of your perceived “exit” timeline.  Growing a company’s enterprise value requires planning, people, and perseverance. Great deals don’t just fall into an owner’s lap overnight. It takes […]

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