Being busy is not proof that your prices work. Discounting, service demands and delivery costs can erode a margin that looks healthy on a quote.
One action to start with
Review one recent job or customer account. Compare the quoted margin with the actual cost to serve and identify where value or margin was lost.
What this can look like
A small discount can look harmless until extra visits, changes and payment delays are counted. The useful number is what the work actually contributes.
Illustrative example. This is a short application guide to chapter 11, not the full chapter.
Bring it into the business
Ask your team where they see this pattern. Agree one decision, one owner and a date to review what has changed. Start small enough to act on what you learn.
Use the leadership meeting pack ↗Want an outside perspective?
Work through the commercial priorities, owner dependence and recurring decisions that are holding the business back.
Read the full chapter
Chapter 11 starts on page 58 of The Questions You’re Not Asking.