Fixing the handoffs at a long-running solar installer.

A residential solar and electrical company with two decades in business and a loyal sales team. The proposal tool doubled as the CRM. Once a contract was signed, the job moved to a project board and shared drives. The early pipeline lived in text threads and the owners' heads.

The owners named the leaks themselves: service calls arriving almost daily on reps' phones with no routing or ticket, service work that went uninvoiced for weeks, service visits that could have become battery sales, and accounts that went quiet between contract and permission to operate. The flow broke a little more with every financing change.

Their theory of the business was simple: reps stay because selling here is easy. Anything we change has to keep it that way.

• At 10 to 15 installs a month, the all-in-one solar platforms cost more per signed contract than they're worth. Their flat fees only compete at two to three times the volume. The right move was to keep the proposal tool reps already know and add a real CRM beside it.
• One roof-type adder was priced at about a fifth of the market rate. We rebuilt the sales pricing as a flat per-watt base with a small-system adder, benchmarked against comparable installers.
• The website still advertised the homeowner tax credit that expired at the end of 2025, and the business showed four different phone numbers across its listings.
• Financed deals needed their own equipment stack and price, and an honest proposal: no incentive lines on a loan, and no assumption that the customer pays the loan down.

We sequence by cash. The first 90 days go to the leaks that cost money every week, then to the systems that keep them closed.

• Quick fixes: the underpriced adder, the expired tax-credit copy, and one phone number everywhere.
• Service: one intake for service calls, a service agreement, and automatic invoicing so no finished job goes unbilled. Every service call gets a look for an upgrade.
• Lead: a rebuilt website connected to a CRM, so every lead is captured and answered.
• Sell: a simpler sales process in the tool reps already use, a sales resource library and a real onboarding path for new reps.
• Deliver: site survey and install photos captured in the field, and calendar events created automatically when a job changes stage.
• Measure: a monthly report from month one covering leads, close rate, contracts, revenue funded and cost per sale.