9 Margin Levers

Pricing

• Overhead recovery margin
• Project Management (Preliminary and General)
• Mark up vs Margin
• Software vs spreadsheet vs pen & paper
• 
  

Positioning

• What type of work are targeting
• Type of clients
• Authority in your marketplace as opposed to Generalist
• Referrals & WOM

Sales

• 7 step sales process
• Involvement steps (wow pack)
• Presentation of quote
• Charge for quote
• Nurture and warm
• Site visit
• Qualify and position w scripts

Marketing

• What pools are you fishing in
• 3 main avenues: Digital / Referral / Social
• 8 Marketing Pillars
• Authority positioning & attracting people who aren’t price or time sensitive 

Controlling Labour 

• Labour tracking (apps/time sheets)
• Foreman task list  / scorecard
• Biggest variable cost
• Breaking the jobs down by stage

Controlling Materials

• Quality control checklist
• Scheduling

Controlling Subcontractors

• Subbie handover form
• Price checking (Brent saved 40k on a project)

Variations / Change Orders

• Variations checklist
• Variations sign off form
• Variations scripts
• Contract clauses
• High Mark up on these

Contracts 

• Merchant rates and dates 
• Don’t be the bank
• Don’t absorb retentions 
• Make sure you’re allowing for price rises