A reader asks: "Thanks for the tips on bidding on large buildings but I am just getting started. Any ideas of how I can grow my part time business to full time?"

In a prior article I related how a friend and his family had nothing but oatmeal for food during his startup. Although he was very successful before the end of his life, his challenges are a perfect example of the price one may have to pay for success in starting any business.

If your idea of the custodial industry today is that you will easily pick up accounts, keep them, pull off large profits and manage the business with your laptop from your swimming pool you may need to rethink the entire process.

I do know of individuals who were well funded (from a prior business or inheritance) who hit the ground running and by means of acquisitions and excellent management skills were able to go from A to Z rather quickly. They will admit that they still have to put in long hours, deal with labor issues, lose customers due to low ball pricing and face challenges unique to their company size and status. They will also admit that as they grew their margins shrank by percentage but overall dollars increased.

These well-endowed entrepreneurs had the financial backing that many of us lacked and are to be applauded for their success. They could pick up business on a golf course that you or I would never even know about and would not be able to manage anyways. We have to go more with the gorilla marketing approach that keeps us out of accounts and time wasters that are beyond our means.

It is one thing to bid an account; whereas it is quite another to keep it and build on that growth. Your comments and questions are important.

I hope to hear from you soon. Until then, keep it clean...

Your comments and questions are important. I hope to hear from you soon. Until then, keep it clean...

Mickey Crowe has been involved in the industry for over 35 years. He is a trainer, speaker and consultant. You can reach Mickey at 678-314-2171 or CTCG50@comcast.net.