Markup And Profit

Construction Programs and Results, Inc.

Since 1999 we’ve helped thousands of general contractors, new home builders, remodelers, and specialty contractors of all types build stronger, more profitable businesses.

Basics

Ten Cardinal Rules for Construction Business Owners

Ten Cardinal Rules for a successful construction-related business.

Guidelines for Success

Guidelines to a more successful construction-related business.

Ten Cardinal Sales Rules

Ten Cardinal Rules for residential construction sales.

I Have to Be Competitive!

You don’t have to be competitive. You have to be profitable. If you aren’t profitable, your business won’t last.

Basics in Estimating

Estimating basics, with the goal of getting you back to the potential client quicker with a more accurate estimates.

Itemized Estimates

Why clients request itemized estimates, and how you should respond.

There is No Industry Standard

Don’t take any job where the client tells you how much you can charge for your work.

Your Price is Too High

“Your price is too high” is said to get you to lower your sales price. It means you haven’t done …

Cost Plus Contracts, Time and Material Contracts

Cost plus contracts and Time & Material contracts cause lawsuits and problems for both the contractor and the homeowner involved.

“I Work in a Competitive Market”

Don’t worry about what “the other guy” is charging.

When Success Looks Impossible

After reading our books and trying to do things right, why is he still not making any money?

A Minimum Price

Being profitable doesn’t mean getting rich off your clients.

Protect Your Business – Get Paid

Avoid losing money by recognizing some of the games that building owners play to avoid paying.

Markup, Margin and Why You Should Care

There’s a lot of confusion over using markup or gross margin to price jobs.

Why Do You Need To Make A Profit?

Don’t confuse profit with salary or hourly wages. Your business needs a profit to survive.

Progress Payments: Keeping a Positive Cash Flow

We used to get three payments on jobs. 1/3, 1/3, 1/3. That’s not a smart business practice.

Generals and Subs: Working Together

After starting a job, the GC heard from his subs, “I didn’t include that in my quote,” or “That’s not …

Subcontractor Payment Schedules

Payment schedules need to be in writing, that includes between a general and specialty contractor.

Making The Trades More Attractive

If you want to attract the best people, you need to make the a good offer.

Finding the Path to Success

In the beginning you had ambition and energy. Then reality set in.

An Opinion on Itemized Estimates

A building owner challenges our statement that contractors shouldn’t itemize their estimates.

Estimating Basics

When profits are down, missing the estimate on jobs is almost always part of the reason.

Surprises Aren’t

Estimate your jobs properly so surprises don’t happen.

Estimating Blunders

The purpose of an estimate is to price the job. If you want to be profitable, accuracy matters.

Estimating Blunders, Part 2

You have a choice in how you do your estimating. Some methods work well, but unfortunately, many don't.

Estimating Blunders, Part 3

Know the inspectors required in your area and add an “inspector factor” to your estimates.

Estimating Blunders, Part 4

Error factors, Superman complex, Demolition and Discovery agreements, hauling out the trash.

Estimating: How to Improve Your Profit Margin

Estimating errors cost money. Lower your error factor but considering these common mistakes.

Free Estimates

What you do has value. Respect your time and your knowledge.

Create Accurate Estimates

If you forget to include the cost of insulation, you’ll be paying for it out of your own pocket.

Missing the Sale

Is there anything you can do about the sales you miss?

Focusing On Price

“The #1 reason I lose jobs is ‘your price is too high’ or ‘competitor was 15% lower.’ What am I …

Sales: Have Options Ready

Give clients options when you quote the work they want done.

Unrealistic Price Expectations

If they called you, doesn’t that mean they need or want the work done?

Clients Working on Their Job

Should you let a client work on the job they’ve hired you and your company to build?

Transparency – Or Maybe Not

Is transparency the way to go when selling? Be careful who you listen to.

Hiring A Contractor: Truth vs. Myths

Some advice on hiring a contractor is just plain wrong.

Owners Supplying Their Own Materials

Should you let a client furnish their own materials?

Making it Work, Profitably

My clients are constantly chiseling me down, everyone makes money on the jobs except me.

It Isn’t Your Price. It’s You

Address their fears so they feel safe purchasing from you.

What Our Clients Say

I have attended the course twice now in my over 15 years in this business. The last one I attended I got more great information. . . . I also came away with one more thing: You guys are sincere, straightforward, no BS, and you’re really good at what you do!
July, 2019

Our Latest

  • Four Diamonds of Communication
  • Hang On – Getting Through These Times
  • It’s Not For Us
  • Unclear Change Work Orders
  • Time and Material Woes

Upcoming Events

  • April 9: Live Online Class, Taking a Lead
  • April 23-24: 2-Day Intensive Class, Portland, OR
  • April 30: Live Online Class, Hiring a salesperson
  • May 7: Live Online Class, Presenting Paperwork
  • May 15: 1-Day Markup & Profit, Parsippany, NJ
  • May 21: Live Online Class, Sales Opportunities
  • Sign Expo, Orlando, FL: Rescheduled for August
  • Future Cruises?

Contact Us

Markup & Profit Revisited
Profitable Sales, A Contractor’s Guide
Estimating Training for Contractors
Two-Day Business Training Class

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