Essential Rules for Running a Successful Surveying Business

Introduction

In the world of land surveying, technical expertise is crucial, but so are strong business practices. Drawing from the wisdom shared in the "Management Handbook for Land Surveyors" by Daniel E. Beardslee, this blog explores key rules that can significantly enhance your business success. These rules, known as "The Gospel According to Dan," provide practical advice for running a thriving surveying practice.

Core Business Practices from The Gospel According to Dan

1. Rule No. 1: If your customers are not complaining, you’re not charging enough.

   • Explanation: Dan emphasizes the importance of valuing your services appropriately and the common fear of pricing too high.
   • Insight: Slight increases in pricing can lead to better client perception and more sustainable business. Charging too little may suggest lower quality and undermine your professional worth. For instance, a small price increase can often be justified by highlighting the added value or enhanced service quality you provide.

2. Rule No. 2: If you have so much work you can’t get it done as soon as your customers would like, you’re not charging enough.

   • Explanation: Dan discusses the correlation between workload, pricing, and perceived value.
   • Insight: Managing workloads through pricing adjustments can improve service delivery times. If your schedule is always fully booked, it might be a sign that your prices are too low. Raising your rates can help balance your workload, ensuring that each project gets the attention it deserves.

3. Rule No. 3: If you’re not making money, you’re not charging enough.

   • Explanation: Dan makes a clear distinction between revenue and profit. It's not enough to just cover costs; you need to generate profit to reinvest in your business and support growth.
   • Insight: Assess your pricing structure to ensure profitability. Conduct regular financial reviews to understand your costs and set prices that reflect the true value of your services.

4. Rule No. 4: If your rates are the same as everyone’s, you’re not charging enough.

   • Explanation: Dan points out the pitfalls of basing your rates on competitors. Pricing should reflect the unique value and quality you offer.
   • Insight: Focus on the unique value you bring and set rates that reflect that value. Conduct a value-based pricing strategy rather than competing on price alone. Highlight your unique selling points, such as advanced technology, faster turnaround times, or specialized expertise.

5. Rule No. 5: If your rates are the same as everyone’s, you’re making a big mistake.

   • Explanation: Dan emphasizes that unique services should have unique pricing. A differentiated pricing model helps you stand out and attract the right clients.
   • Insight: Differentiated pricing can lead to better client selection and higher quality of service. Don't be afraid to charge more for premium services. Clients willing to pay more often have higher expectations and more significant projects, which can lead to more rewarding work and better margins.

1. Rule No. 6: If you don’t have much work, it’s not because you charge too much.

   • Explanation: Dan addresses the misconception that high prices drive away business. Often, the issue lies elsewhere.
   • Insight: Other factors like marketing efforts and service quality influence workload. Invest in marketing to reach more potential clients and ensure your service quality justifies your rates. Analyze your market presence and improve visibility through digital marketing, networking, and partnerships.

2. Rule No. 7: Don’t worry about the firm down the street – make them worry about you.

   • Explanation: Dan highlights the importance of leading rather than following in business practices. Focus on what you can control and excel at.
   • Insight: Become a market leader in your area. Innovate in your services, technology, and customer experience. Strive to set industry standards rather than follow them. Offer unique services that make you the go-to firm for specific needs.

3. Rule No. 8: Bad situations don’t get better by themselves, and they won’t go away.

   • Explanation: Dan stresses proactive problem-solving. Ignoring problems can lead to bigger issues down the line.
   • Insight: Address issues as soon as they arise. Develop a systematic approach to problem-solving, ensuring that every team member knows how to identify and report problems quickly.

4. Rule No. 9: The sooner you fix a problem, the better off you will be.

   • Explanation: Dan highlights the benefits of prompt problem resolution. Quick action can prevent issues from escalating and save time and resources.
   • Insight: Implement efficient problem-solving processes. Encourage a culture of accountability and prompt action within your team. Use project management tools to track issues and resolutions.

5. Rule No. 10: Call them before they call you.

   • Explanation: Dan emphasizes proactive communication with clients. Regular updates build trust and prevent misunderstandings.
   • Insight: Proactive communication improves client relationships and business reputation. Regularly update clients on project status and address any concerns immediately. This approach fosters trust and long-term client loyalty.
   
   

6. Rule No. 11: When you offend someone in a business situation, you offend 250 other people as well.

   • Explanation: Dan discusses the ripple effect of poor client interactions. Negative experiences can quickly spread through word of mouth.
   • Insight: Maintain positive client relationships and handle conflicts gracefully. Train your team in customer service skills and conflict resolution. A single negative review can influence many potential clients, so prioritize professional and respectful interactions.

7. Rule No. 12: When a surveyor gets hired, someone has to not trust someone; either you work and hope you will get paid or you get paid and the client hopes you will work.

   • Explanation: Dan talks about trust dynamics in business transactions. Building trust is key to successful client relationships.
   • Insight: Secure payments and build trust with clients. Use clear contracts and transparent billing practices. Offering milestones or phased payments can help build trust with new clients.

Conclusion

The insights from "The Gospel According to Dan" in the "Management Handbook for Land Surveyors" by Daniel E. Beardslee offer valuable, actionable advice for improving business practices in land surveying. By adopting these rules, surveyors can enhance their professional reputation, improve client relationships, and achieve greater financial success.

How can we help?

Evaluate your current business practices and consider areas for improvement. Reflect on Dan Beardslee's rules and how they can be applied to your surveying practice. Join the discussion and share your experiences with these or other business strategies.