personal compass core values

Align With Your Immutable Laws to Transform Your Business and Life

If you want to transform your business from one that frustrates and exhausts you every day to one that fulfills your dreams and aligns with your life goals, then you will want to read about Glen Rosciano and his journey from overworked plumber to the CEO of a thriving plumbing company that fulfills his sense of purpose.

Glen experienced this profound transformation by discovering and implementing his Immutable Laws, which are your most deeply held core values. These are the values that don’t change for you, the values that you live by and run your business by.

Glen’s Story Could be Your Story

Throughout his career, Glen Rosciano was a dedicated, hardworking plumber. In 2018 he decided to start his own business, Westover Plumbing. Like many small business owners, he was often the only person working in his business, as he struggled to find good employees.

Glen’s days were filled with the grind of a one-person operation. He couldn’t imagine a time where he wouldn’t be doing the work, rolling up his sleeves and working under houses to install and fix their plumbing.

Glen faced many common challenges, including finding employees that were reliable, working crazy long hours and dealing with constant price pressure from customers and prospective customers.

He often felt like his company was out of sync with his values and the way he wanted to do business. But he wasn’t sure what to do about it.

Then he met Dhiresha Marshall. Dhiresha is an experienced business success coach and a Certified Pumpkin Plan Strategist.

One of the first things that Dhiresha and Glen did together was to figure out his Immutable Laws (core values), a key step in the Pumpkin Plan process.

The Discovery Process

personal compass core valuesEverything changed for Glen when he discovered his Immutable Laws. These guiding principles became the foundation on which he built a business that is not only thriving but also reflects his values and beliefs.

Going through the Immutable Laws discovery process with Dhiresha, Glen determined the three main principles that he wanted to run his business by:

1. On Time Every Time
2. Promises Kept
3. Top-Notch Quality – Organized, Clean, and Prepared

These Immutable Laws became the compass that directs every aspect of Glen’s business and interactions.

Once he determined his Immutable Laws, Glen worked with Dhiresha to craft a company mission that aligned with his values and resonated with his clients.

Leading with Immutable Laws

How did Glen use his Immutable Laws to create such a dramatic transformation, you ask?

As he integrated his Immutable Laws into his business, he transitioned from a mindset of “taking every customer” to confidently saying no to clients who don’t align with his values and the way he wants to do business.

Instead of leading with price discussions, he now opens conversations and inquiries by sharing his Immutable Laws. He no longer haggles over his fees, because he knows he is delivering real value to customers. He only does work for those who appreciate the quality of his company’s work and the way that they deliver on their promises.

The shift has been impactful and remarkable – clients are no longer fixated on the cost of his services. They are drawn to the values that Glenn and his business embody. Prospects no longer ask about his prices up front and instead they ask when he is available to start the job! Problem clients and problem jobs are now a thing of the past.

Clone Your Best Clients

This newfound clarity has also enabled Glen to create a culture of excellence within his company, attracting like-minded employees and fostering customer relationships based on trust and mutual respect.

As he worked with Dhiresha through The Pumpkin Plan process, Glen was able to identify and clearly define who his ideal clients are. Knowing who your best clients are enables you to focus on attracting more just like them into your business. Glen has been able to craft a message that embodies how he does business in a way that appeals to the kind of clients he wants to work with. Those who are just looking for the cheapest labor they can find will go elsewhere, and that is fine with Glen!

A Culture of Excellence

Using the Pumpkin Plan Strategies, Glen has fostered a sense of empowerment and positivity within his company.

With Dhiresha’s support, he has set up systems and processes and real accountability for his employees. This has enabled him to confidently delegate more and more responsibilities to his team members. He is now able to take days off and even full vacations, knowing that his customers are in good hands with his highly capable team and they are upholding his company values. Glen has successfully transitioned from being a solo business owner doing all of the work himself to becoming the CEO of a thriving plumbing company.

Glen received another bonus as well! In addition to the improvements in his business operations, his work with Dhiresha has sparked personal growth and greater emotional resilience. His feelings of frustration and disappointment with his business have subsided, and he is now able to view setbacks as opportunities for growth rather than insurmountable obstacles.

This newfound sense of inner peace has translated into tangible success for Glen and his business, resulting in real growth, financial prosperity, and the ability to contribute to his local community as well.

Certified Pumpkin Plan Strategists have the tools and resources at their fingertips to develop winning strategies for their clients. If you serve the small business sector and would like to become a Certified Pumpkin Plan Strategist go here to APPLY.

Would you like help and support to create your own winning growth strategy? Hire a Pumpkin Plan Strategist today!

employee buy in

Motivate Your Employees to Pumpkin Plan Your Business

Implementing the Pumpkin Plan

After reading The Pumpkin Plan: A Simple Strategy to Grow a Remarkable Business in Any Field by Mike Michalowicz in 2017, Charlotte Wasmer, founder of Virtual Partner Advantage (VPA), knew she needed to implement the business growth strategies from the book into her business. The question was, where to begin?

Charlotte decided that if she was going to be successful, she needed her team members to be onboard. She created a company book club, and invited all of her employees to read the book. Anyone who read the book became part of a special team to implement the Pumpkin Plan strategy, and everyone wanted to be part of the team!


Transformative vs transactional

Before implementing The Pumpkin Plan, Charlotte was running 3 different businesses, all providing services to the same group of clients with the same group of employees. The company had also lost site of their purpose and mission. They wanted their services to be transformative and value oriented, but in reality the business felt very transactional. Something was missing.

After a 4 day off site company retreat where they addressed their business issues, the team devised a plan to implement the majority of the Pumpkin Plan process over the course of a year.

Change is good

Virtual Partner Advantage went through a lot of changes over that next year, all with complete engagement and buy in from the employees. Even small change can be difficult in a company, but by involving her team from the beginning Charlotte generated the excitement and enthusiasm that carried them forward.

The first thing that they did was to rebrand the three companies into one company. The next step was to evaluate their client base and decide who their perfect client was.

Once VPA had defined their perfect client, they were able to see which current clients fit the profile and which didn’t. They used the profile when speaking with prospective new clients to make sure that the relationship was going to be a good fit, and that VPA could do their best work for them. As a result, their client engagements run more smoothly and the outcomes are more successful.

Demonstrating value

One very powerful technique in the Pumpkin Plan Book, the Wish List Interview, involves speaking with your ideal clients to understand what they care about most. After conducting Wish List Interviews with their clients, the company was also able to identify what made VPA unique in the eyes of their ideal clients, and why their clients chose to do business with VPA. This enabled VPA to clearly articulate and demonstrate their value to their clients.

On the employee side, going through the Pumpkin Plan process gave them a true understanding of the role that they each played, how they provided value to the client, and how they were impacting the success of their clients’ businesses. This in turn gave the employees a sense of how their actions were contributing to VPA’s success. Charlotte created an incentive plan to share the company’s profitability with her employees, creating a win/win/win for everyone.

Since implementing the Pumpkin Plan, VPA does not try to be everything to everyone. They focus on serving a specific industry and type of company. VPA almost can’t keep up with the steady growth. Their new clients come in almost entirely from word of mouth. Charlotte knows that when she focuses on what her company does best and sticks to it, they are able to bring true value, work with great people and create sustainable profitability for her business.

Would  you like help and support implementing the Pumpkin Plan in YOUR business? Hire a Certified Pumpkin Plan Strategist!

Are you a coach or consultant who is passionate about helping small businesses to grow and thrive? Get Certified as a Pumpkin Plan Strategist

Are you in a Leadership Bubble?

If you’re wondering what a leadership bubble is and why you should care, then please keep reading. The bad news is that leadership bubbles pose a danger for your business. The good news is that I’m going to tell you how to avoid them!