How To Keep Your Clients Happy While Protecting Your Margins

Right now, a lot of residential home builders are saying to us, "I need every job I’ve signed up, even if I’m not going to make any money on it!

Because without the cash flow, I won’t be able to pay my staff and I’ll have to close my building company, so I can’t afford to lose ANYONE.”

If that resonates with you then you need to read this...

About two years ago we had a builder in our mentoring program, we’ll call him Josh.

Josh had a good building company, and he was growing nicely…

However during one of his monthly coaching sessions with us, our executive coach uncovered a potential problem that was unravelling regarding the timeline on a large $1.5 million project.

The client on this project was Scottish, and one thing we all knew about him was that he could get very emotional when things weren't going his way!?

Another thing we knew about this client was that he wanted to be in his new home by Christmas because he had his family coming over from Edinburgh to stay with him over the holiday period.?

After the coach heard about the challenges Josh was dealing with in regard to this client, warning bells started ringing…

Josh was telling him that four weeks after the deadline had passed for ordering the tiles, and he still could not get the client to confirm their selections!

“Hold on,” said the coach…

“When is the home due to be handed over?”

“It’s going to be tight,” said Josh, “But we were hoping for the first week in December.”

“Well,” said the coach, “If they are four weeks overdue with their selection decisions, that’s going to push it out to January isn’t it?”

Why Builders Have A Terrible Reputation

Josh just shrugged his shoulders and said, “Well probably, but it's only July now so we’ll have to see how it goes.”

“So let’s get this straight,” said the coach…

“Your deadline for selecting the tiles was four weeks ago…

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