WennSoft Blog

E. Robert Kent of Poole & Kent Corporation back during the building boom of the Eisenhower Administration era created a Job Status Report for project managers and management at Poole & Kent. Mr. Kent used this report not only to review projects monthly with PMs during his tenure at the Company but also promoted its use for mechanical and facility services contractors outside his firm before and after retirement. Below is the basic format of the Job Status Report advocated by Mr. Kent for use within and outside his Company (the numbers used are rounded to the nearest thousand and data specific to this presentation):

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The challenge: Rarely are current reports answering simple client questions.

Be Prepared to Answer This Simple Question - What have you done for me lately?

It’s a common question asked of any service provider by their clients. The question can take many similar forms, such as:

· How do you provide value?

· How do I know this is fixed?

· Or the often implied but rarely said, Why should I trust you?

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In a Perfect World

Building Automation Systems (BAS) manage an array of operational services for equipment in buildings, including heating, ventilation, air-conditioning, lighting, and security components. Many controls manufacturers utilize the protocols such as BACnet Protocol (ASHRAE 135) to transmit data across BAS networks to control the building and report any anomalous conditions or equipment level alarms.

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During these unprecedented times, many mechanical service providers (MSPs) are faced with the challenge of supporting the critical infrastructure of their communities and protecting the health and safety of their workers. Usually, this results in employees stepping up and putting their own personal interests aside for the greater good of the community. Many people don’t realize how important their work is to hospitals, laboratories, communication centers, municipal governments, and manufacturing. The role of MSPs is crucial to keep these facilities operating at full capacity.

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We share in your struggles to understand how to adapt to the changing market conditions and have many interesting observations from conversations with HVAC leaders that are formulating the best recommendations to be of relevance and high value to their building clients.

The first thing that is common in every conversation with MSP clients is how can you be of service to building clients with ideas that will help them succeed in uncertain times. People react to uncertainty based upon three primary instincts: Flight, Fight or Freeze. The key to help customers act (fight) with a purpose to help building owners save money and mitigate risk.

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