Most companies in the trades start out by doing a little bit of everything. That usually also includes a lot of construction work. Why? It doesn't cost as much in marketing. It's a consistent flow of work.

The problem? It will eventually crush your cash flow if the work isn't being done on your terms.

Today's guest lived it. Chris Wisniewski, owner of Integrate Comfort Systems, joined Paul Maskill on the podcast this week.

Chris Wisniewski is the Vice President of Integrate Comfort Systems — or ICS — a family-owned HVAC company based in northern New Jersey. ICS was founded by Chris's father in 1990, and he's had the privilege of helping lead the company into its next generation. Chris has been doing so full time since 2000.

In today's interview, Paul and Chris talk about:

• Eliminating construction work and downsizing to increase profit and cash flow.
• The biggest problems in not working with the end-user.
• The difference between a transactional customer and a relationship.
• Hanging on to the wrong employees for too long.

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