There are many PHC-related issues in late summer and early fall that begin to show their signs and symptoms.
Optimizing Fall PHC Opportunities By Mark Ware
As summer wraps up and the days get shorter and cooler, the seemingly endless pile of work orders and treat- ments to be done starts to dwindle. Many professionals shi their focus to fertilizer programs and winter-time projects, leaving some missed PHC opportunities on the table. There are many PHC-related issues in late sum- mer and early fall that begin to show their signs and symptoms. For the ma- jority of these, it is too late to treat for this season, and all that can be done is to propose management options for next year. Fortunately, there are still plenty that can be addressed immedi- ately, extending the PHC season. CLIENT RELATIONSHIPS AND FOCUSING EFFORTS Fall is one of the most important times of the year to actively engage clients. Successful PHC programs build and maintain client relationships. Getting satisfactory results is important, but so is the relationship with that client, and the trust that is established because of it.
It’s important to keep in mind that conversations with clients in the late season don’t have to be sales oriented, although we will explore a variety of sales and service opportu- nities. Sometimes the conversations that hold the most value are those that generate no money whatsoever, but instead solidify relationships. These are an opportunity to gain feedback on what the clients thought of the work performed throughout the year. Sometimes, negative feedback can present as no renewal of service the following year. However, by proac- tively reaching out to clients to give them a platform to air any potential apprehension or dissatisfaction with the services received, these issues could be resolved, leading to contin- ued work with those clients. When it comes to late-season sales conversations, it’s important to focus efforts. There are dozens of opportu- nities to be had, but by focusing on
The PHC season can be short, so utilizing every service available to extend the season is important to keep technicians working. Photo courtesy of Rainbow Ecoscience.
Successful PHC programs build and maintain client relationships.
ArborTIMES Fall 2022 | 21
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