- Join HVAC Plumbing & Electrical Service Success

Estimate with Confidence. Deliver Profitable Projects.

Develop the surveying, pricing, proposal, and project coordination skills required for successful commercial HVAC design-build work.

Project Surveys & Scope

Assess customer needs, equipment conditions, site requirements, and project risk.

Accurate Estimating

Apply project pricing methods that recover costs and protect margins.

Design-Build Proposals

Develop clear proposals, cover letters, and qualifications packages.

Project Coordination

Support handoffs, installation scheduling, and job readiness.

Quality & Risk Controls

Use written work standards, quality checks, and contract protections.

Budget & Productivity

Plan labor, monitor spending, and support profitable project delivery.

Course Overview

This position is responsible for HVAC project surveying, estimating, and installation coordination, as well as customer relationship management between the Company and its Clients. This position aims to implement the Company's project development, design, estimating, proposal writing & follow-up, sold project installation coordination, and project management.

Complete Training Curriculum

Expand each module to view learning objectives, subsections, and included resources.

Module 0: Service Pro Online Classes Overview

Build a strategic business action plan you can implement immediately
Understand how work gets processed through roles, not the owner
Apply step-by-step operating and work delivery processes
Clarify employee vs. manager responsibilities for consistent execution
Use labor utilization planning to prevent margin erosion

Module 1: Pricing & Estimating Systems

1.1 Light Commercial Pricing Methods

Set up light-commercial flat-rate repair pricing
Price portal-to-portal time-and-material repairs consistently
Included Resources: Flat-rate repair price guide; hourly cost and truck/travel pricing calculator (Excel)

1.2 Commercial Service Agreement Surveying, Estimating & Proposal Writing

Standardize service agreement surveying and estimating to reduce errors and risk
Use customer and equipment survey forms to define scope accurately
Build service agreement estimates and pricing using a structured Excel workflow
Write proposals that improve close rates and protect profitability
Apply strategies for handling older, higher-risk contracts (planned repairs and risk reserves)
Included Resources: Service agreement sales opportunity assessment form; estimating and pricing calculator (Excel)

1.3 Project Pricing Methods

Choose the right pricing method based on project risk and cost mix
Apply the single divisor method and understand where it can misprice jobs
Apply a dual-rate overhead method for more accurate overhead recovery
Compare methods using real replacement and retrofit examples
Included Resources: Project opportunity assessment form; project pricing calculators (single divisor and dual-rate overhead) (Excel)

Module 2: Commercial Lead Generation & Sales Execution

2.4 Service Agreement & Project Sales Opportunity Assessments

Use standardized forms to define scope, risk, and expectations
Apply “first call” presentations to reduce common objections
Use proposal templates to improve consistency and reduce legal/financial exposure
Included Resources: Service agreement first-call presentation; service agreement proposal templates (short/long); project first-call presentation; project proposal template; cover letter & statement of qualifications package

2.6 Equipment Maintenance Requirements & Opportunity Assessment

Understand why maintenance requirements drive contract success
Customize maintenance solutions to customer needs
Use survey tools to identify workload and risk correctly
Apply periodic maintenance requirements to shape scope and pricing

Module 4: Proactive Selling Systems (Commercial)

4.3 Project / Design-Build Selling Essentials

Use professional cover letters and proposal structures
Present qualifications in a way that increases trust and win rate
Included Resources: Project first-call presentation; project proposal template; cover letter & statement of qualifications package

Module 5: Work Delivery Standards & Operational Controls

5.1 Service Repair Work Delivery Standards

Understand why written standards reduce chaos, callbacks, and inconsistency
Apply step-by-step repair workflow from lead to close-out
Included Resources: Service repair work delivery standard procedures (Word)

5.2 Service Agreement Work Delivery Standards

Apply a consistent agreement workflow from lead to completion
Improve inspection consistency and customer experience
Included Resources: Service agreement work delivery standard procedures (Word)

5.3 Project Work Delivery Standards

Execute project workflow from lead to completion with consistent controls
Reduce risk through standardized close-out and documentation
Included Resources: Project/design-build work delivery standard procedures (Word)

5.4 Start-Up, Maintenance & Finance Procedures

Apply equipment start-up and maintenance task standards
Implement quality assurance checks
Use receivables/payables procedures to protect cash flow
Included Resources: Equipment start-up and maintenance tasking procedures; accounts receivable/payable procedures

5.5 Inventory, Tool Control & Customer Care Standards

Implement inventory and tool control procedures to reduce shrink and waste
Apply standardized customer care call handling procedures
Included Resources: Inventory and tool control standards; customer care call handling standards

5.6 Labor Productivity Optimization

Understand field productivity metrics and what drives them
Apply procedures that improve efficiency and accountability
Build buy-in using an 8-step adoption approach

5.7 Installation / Construction Scheduling Standards

Verify job readiness and assign install dates consistently
Use confirmation and close-out checklists
Build and manage a weekly install capacity board
Included Resources: Daily job checklist; weekly install capacity board

Module 6: Terms, Conditions & Risk Protection

Understand invoices and proposals as binding business contracts
Apply payment and liability protections for demand service, agreements, and projects
Reduce disputes by clarifying scope, exclusions, and responsibilities
Included Resources: Terms and conditions template set

Module 11: Monthly Spend Planning & Budgeting

Build monthly income and spending plans
Forecast labor needs by work category
Model scenarios and adjust plans proactively
Included Resources: Annual and monthly budgeting calculator (Excel)

Course Outcomes

Upon successful completion of this class, participants will gain the ability to:

Survey and Define Commercial HVAC Projects Accurately
Conduct thorough site, equipment, and customer assessments to clearly define scope, workload, risk, and performance requirements for design-build projects.

Develop Accurate Project Estimates and Pricing
Apply appropriate pricing methods, including single divisor and dual-rate overhead approaches, to produce estimates that recover costs, manage risk, and protect profitability.

Prepare Professional Design-Build Proposals
Create clear, well-structured proposals, cover letters, and statements of qualifications that communicate value, reduce objections, and increase win rates.

Support Consultative Project Selling
Participate in trust-based design-build selling conversations by helping customers understand scope, options, and value-based solutions.

Coordinate Sold Projects for Successful Execution
Ensure smooth handoff from estimating to operations by supporting installation scheduling, job readiness, documentation, and internal coordination.

Apply Standardized Work Delivery and Quality Controls
Use written work delivery standards, quality assurance checks, and close-out procedures to reduce errors, rework, and operational risk.

Manage Financial and Administrative Accuracy
Follow receivables, payables, and documentation procedures that protect cash flow and ensure accurate project tracking.

Optimize Labor Productivity and Resource Planning
Understand labor productivity drivers and support efficient staffing, scheduling, and capacity planning for project work.

Reduce Risk Through Contracts and Documentation
Apply terms, conditions, and scope controls to minimize contractual, financial, and execution risk.

Use Data to Support Project Performance
Apply budgeting, spend planning, and KPI concepts to monitor project performance and support profitable project delivery.

Commercial Project / Design-Build Estimator