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.

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.