637: Pillar 1: Marketing - Attracting The Right Construction Jobs

This Podcast Is Episode 637, And It's About Pillar 1: Marketing - Attracting The Right Construction Jobs

A Guide for Small Construction Business Owners (from Your Bookkeeper's Point of View)

As construction bookkeeping specialists, we spend a significant amount of time analyzing the numbers behind small construction businesses—everything from job costs to cash flow to profit margins. However, here's the truth most contractors don't hear enough: Your profitability starts before the job even begins.

Yes, it starts with the jobs you say yes to—and more importantly, the ones you should start saying no to. In this post, we'll break down what it means to attract the right jobs, how doing so can transform your business, and what practical steps you can take today to stop chasing work that doesn't serve you.

First, Why Most Contractors Struggle to Attract the Right Clients

Small contractors often accept every job that comes their way, especially when they're just starting or concerned about cash flow. But this creates several problems:

• Low-paying work that barely covers your costs
• Clients who delay payment or constantly push scope boundaries
• Traveling too far for small, unprofitable jobs
• A lack of consistency in your portfolio and referrals

If this sounds familiar, you're not alone. But this cycle drains your energy and your bank account. And it makes your bookkeeping a mess—because when job costs are unclear or inconsistent, it's hard to see which jobs made money and which didn't.

The Right Job: What Does That Actually Mean?

The "right" job looks a little different for every contractor, but here's a basic framework:

• You're qualified and equipped to do it well
• You can complete it profitably (based on your costs and ideal margin)
• It fits within your service area
• It aligns with the type of work you want to be known for
• The client respects your time and process

When all five of these boxes are checked, it becomes easier to plan, price, and deliver the work, and you'll often get paid faster and with fewer headaches.

Why Your Bookkeeper Cares About the Jobs You Choose

From our side of the books, here's what we see when you start attracting better jobs: