The Quote and the Truth

Sound familiar?

• Wins work on a low quote and finds out at the end they worked for nothing.
• Never logs real hours, so the next quote still rests on memory.
• Handles variations on goodwill, so none of them reach the final account.
• Can't tell profitable jobs from losing ones, seeing only monthly turnover.

Each chapter answers one question

1. Chapter 1: Am I quoting from experience, or flattering memory?

   How many completed jobs is my latest quote based on?

   A quote based on experience is a quote based on memories of the jobs that went smoothly.

2. Chapter 2: The client changed their mind, so why am I paying?

   When the client changes their mind midway, what happens to the price, and when was it agreed?

   Extra work not put in writing is, by default, paid for by the contractor.

3. Chapter 3: When the crew sits idle, who pays?

   Last month, how many days was my crew on no job site at all?

   A day the crew has no work is a cost paid for a day with no revenue.

4. Chapter 4: Does a warranty cost me, or sell for me?

   Do I know my real warranty cost per job?

   A clear warranty lifts the selling price by more than the cost it creates.

5. Chapter 5: Why would an old client send me anyone?

   Of my last ten clients, how many came through referrals, and what did the referrer get?

   Home-service trades grow almost only through referrals.