The Stakes: An HVAC service company with $4M in sales was about to lose its crown jewel account: a national paper manufacturer. The manufacturer had a strict safety policy—they would not hire vendors with an Experience Mod over 1.0. The HVAC company’s Mod had drifted above that line, effectively disqualifying them.
The Investigation: To the outside world, the company looked like one risky entity. The Advisor looked deeper, performing a departmental analysis to isolate exactly where the claims were coming from.
The Breakthrough: The data revealed a stark divide: the “Residential Plumbing” division was driving the high Mod. The “Industrial Service” division—the actual team working for the paper manufacturer—had a pristine record.
The Result: By presenting this segregated data, the Advisor proved the Industrial division was a safe partner with a standalone Mod well below 1.0. The paper manufacturer accepted the findings, and the multi-million dollar account was saved.