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Beers With Contractors: Daily Summaries Delivered
by Beers with Contractors
Welcome to Beers with Contractors. We're cracking a cold one and taking a deep dive into the foundations of your construction business, pun intended, to unearth the strategies, techniques, and insider knowledge that can take your contracting business to the next level. So, grab your favorite beer, pull up a seat, and let's have a chat about the nuts and bolts of the construction industry.
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- 4 days ago39 min
S2 E95 - Q&A Episode: Security, Leadership, AI Proposals, and More
In this episode of Beers with Contractors, Will welcomes back Terry for a Q&A episode while Terry discusses the fall semester and a homecoming barbecue for construction students. They touch on recent tech security concerns affecting construction software and warn small contractors about vulnerabilities (including WordPress/PHP-hosted email), emphasizing outsourced IT/security and careful handling of customer data (e.g., not storing garage codes in job notes). In Q&A, they advise that business development reps make more sense for larger commercial contractors than smaller residential firms, where marketing and sales should handle relationship building. Will shares leadership development advice and a long list of recommended books, stressing ongoing practice and learning. They recommend Hatch AI for after-hours communication and scheduling, debate trucks/vans vs trailers for crews to reduce friction, and discuss using paid AI tools (e.g., Claude/Codex) for proposal writing while using specialized proposal/CRM tools and legal review for contracts.00:00 Introduction01:03 Campus Life and BBQ Plans03:09 Show Format and Tech Security Talk05:55 Small Business IT and Data Risks09:05 Q1 Hiring Business Development14:54 Q2 Leadership Growth and Sponsor Break17:09 Leadership Books and Daily Practice19:17 Leadership Reading List19:52 No Shortcuts to Growth20:49 How to Keep Learning22:48 Hatch AI Scheduling24:43 Surge Pricing Basics28:16 Trucks vs Trailers32:31 AI for Proposals37:17 Wrap Up and DisclaimersBooks Mentioned: Extreme Ownership: https://a.co/d/08I2ILicThe 21 Irrefutable Laws of Leadership: https://a.co/d/0akQqOxS Quiet Leadership: https://a.co/d/0gbrTgIIThe 12 Week Year: https://a.co/d/04zHeNug The Sales Leaders Playbook: https://a.co/d/076bDDMb Turn the Ship Around!: https://a.co/d/0dF1eG7N Crucial Conversations Tools for Talking When Stakes Are High: https://a.co/d/0cHqDbLy First, Break All The Rules: https://a.co/d/09cGnJqe The First 90 Days: https://a.co/d/03VEwFSn Awareness: https://a.co/d/09cDG6l0 Predictable Success: https://a.co/d/00FjFZKD Necessary Boundaries: https://a.co/d/0alBEK2r The 10X Rule: https://a.co/d/01mW6WAS The Compound Effect: https://a.co/d/095PMA1n Atomic Habits: https://a.co/d/0egh5PGd Drive: https://a.co/d/0aEo0ii0 The 5 Gears: https://a.co/d/03CT46pW Zconomy: https://a.co/d/06F74Mtg The Profit Problem: https://a.co/d/07kSDbF6Start with Why: https://a.co/d/00zQOfdG Leaders Eat Last: https://a.co/d/0bwpjq2R The 7 Habits of Highly Effective People: https://a.co/d/0enUEnkP Think and Grow Rich: https://a.co/d/0fB2kT3R The Five Dysfunctions of a Team: https://a.co/d/03T6rVfu Subtle Art of Not Giving a F*ck: https://a.co/d/0efDlAsn The Great Game of Business: https://a.co/d/0eyMiLfo Harvard Business Review on Strategies for Growth: https://a.co/d/04HLYfRL Profit First: https://a.co/d/0bqB7f1r Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/Foundation Rescue Supply Link:https://www.foundationrescuesupply.com/Contractors Kick Ass!Podcast Store Link:https://williamwalkerblake.com/store-1The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours
- 1 weeks ago43 min
S2 E94 - The Contractor’s Profit Playbook
In this recap episode of Beers with Contractors, the hosts discuss why many companies leak around 20% of profits and how willingness to change affects savings. They identify common profit leaks: poor utilization (unused software licenses, vacant office space, misused labor), employee spending culture and incentives, and decentralized contracting without a cost-management center. The conversation distinguishes profit from cash flow and warns against managing by bank balance, emphasizing forecasting timing of receivables, payroll, inventory, and reserves. Key metrics for evaluating a home services business include margin by service line and mix, labor efficiency, accounts receivable velocity, and marketing spend by lead source. The episode outlines a flywheel scaling model—cash/assets/technology powering marketing, call center, sales, production, accounting, and service—highlighting gross profit margin, install volume, performance pay types, and major margin killers like markup-based pricing and callbacks, then closes with an overview of EOS and its six components.00:03 Why Companies Leak 20% of Their Profits — Duane Deason07:02 Profit vs. Cash Flow: What Contractors Get Wrong — Shannon Weinstein13:48 The Flywheel Business Model for Scaling Construction — Will27:56 Sales Misconceptions: Why Listening Beats Talking — Jeff Peters29:49 Performance Pay That Actually Works — Will34:12 The Biggest Mistakes That Quietly Destroy Profit — Will & Terry38:01 EOS: Six Key Components to Run Your Business — Jonathan NielsonCheck Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/Foundation Rescue Supply Link:https://www.foundationrescuesupply.com/Contractors Kick Ass!Podcast Store Link:https://williamwalkerblake.com/store-1The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours
- 2 weeks ago28 min
S2 E93 - Planning for 2027? Build a Team That Can Handle Change
In this episode of Beers with Contractors, Will apologizes for the delayed “Beers with Contractors Tradies” episode and references the prior episode on setting 2027 goals using hard-edge metrics (sales, leads, staffing, equipment, finances). This episode shifts to the soft edge of business—people and culture—focusing on how owners in home services and construction must navigate and institutionalize change to hit growth targets. He outlines planning change with a written roadmap and a “pre-mortem” to anticipate failure points, warns against abandoning initiatives within 30–90 days, and cites a 2023 Prosci study on why employees resist change (unclear reasons, job/income fears, lack of trust, and exclusion), noting mid-level managers are most resistant. Will stresses communicating early and often, creating buy-in (“what’s in it for me”), limiting gossip, accepting that some people may not fit the next stage, and using Patrick Lencioni’s Working Genius roles (Wonder, Invention, Discernment, Galvanizing, Enablement, Tenacity) to execute change through to completion.00:00 Introduction00:44 Recap 2027 Goals01:41 Hard Edge Soft Edge02:56 Why Change Matters04:48 Change Examples06:44 Plan And Premortem08:26 Why Teams Resist10:49 Who Resists Most14:28 Failure Scenarios15:14 Hard Truth People17:00 Communicate Buy In19:40 Working Genius Model20:44 WIGGT Types23:09 Make Change Stick26:18 Wrap Up Next Steps27:17 Outro And DisclaimersCheck Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/Foundation Rescue Supply Link:https://www.foundationrescuesupply.com/Contractors Kick Ass!Podcast Store Link:https://williamwalkerblake.com/store-1The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours
- 3 weeks ago29 min
S2 E92 - The Contractor's Guide to Pricing, Sales, and Profit in 2027
In this episode of Beers with Contractors, Will opens an October episode by encouraging comments and explaining his annual goal-planning process: start in October, collaborate with the team, and lock budgets by mid-November, noting the first budgeting year is often messy but improves control. Using a MidCon home-service case study, he shows how to reverse-engineer a 2027 target from installs (not sales): $3M with a $12,500 average job requires 240 jobs, 727 qualified appointments at a 33% close rate, and 807 leads at 90% lead-to-appointment conversion. With an 8% marketing budget ($240,000), allowable CPL is about $297, and the sales team must hit about $4,126 average dollars per appointment. He also stresses checking gross profit margin (example 42%), overhead limits for a 10% net goal, staffing capacity, revenue per full-time employee, and debt-to-equity before adding equipment, emphasizing that growth should be judged by profitability and cash, not vanity metrics.00:00 Introduction00:27 October Goal Planning02:41 Set Install Targets04:46 Sales Math and Closing06:48 Lead Conversion Funnel08:05 Marketing Budget and CPL12:12 KPI Scorecard Setup13:05 Gross Profit and Overhead16:35 Staffing and Capacity19:40 Hiring Costs and Efficiency23:03 Debt and Equipment Decisions27:44 Final Recap and Next Steps30:24 Outro and DisclaimersCheck Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/Foundation Rescue Supply Link:https://www.foundationrescuesupply.com/Contractors Kick Ass!Podcast Store Link:https://williamwalkerblake.com/store-1The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours
- Oct 8, 202632 min
S2 E91 - The Pricing Formula Every Contractor Needs to Know
In this special solo episode of Beers with Contractors, host Will encourages contractors to start Q4 annual planning early and then walks through how to handle vendor price increases without guessing, using a crawl space vapor barrier example where material cost rises from $0.25 to $0.27 per foot and the customer price moves from $4.50 to about $4.88 to maintain margin, potentially improving net profit due to fixed costs. He discusses a contractor plateauing at $2M by analyzing market size, homeowner-occupied rates, and estimated niche market capacity (~$14M), concluding that growth may require expanding territory, diversifying services, and focusing on profitability over ego. He reframes production managers as operations managers and highlights COGS, gross profit margin, and break-even (fixed expenses ÷ gross margin) with examples to guide scheduling. He advises slowing down when approached by PE, using brokers, contrasts proposal software vs sales presentations, notes AI tools, urges owners to share top employee expectations, and recommends reviewing operating agreements every October.00:00 Welcome and Q4 Focus01:21 Handling Vendor Price Hikes02:25 Math for Price Adjustments07:19 Applying the Method Everywhere08:42 Breaking Through a Plateau10:11 Market Size Reality Check14:53 Production Managers as Ops17:35 Three Metrics to Master18:56 Break Even Race Strategy23:55 Private Equity Buyout Calls26:45 Proposal Tools and AI29:42 Employee Expectations Homework30:26 October Operating Agreement Check31:26 Wrap Up and DisclaimersCheck Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/Foundation Rescue Supply Link:https://www.foundationrescuesupply.com/Contractors Kick Ass!Podcast Store Link:https://williamwalkerblake.com/store-1The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours
- Oct 5, 20263 min
The Safety Mistake Contractors Make | Beers with Contractors: Flight Edition
✈️ Safety isn’t just another box to tick on your to-do list.If you’re running a construction or home services business, your job is to make sure everyone gets home safe.In this week’s Beers with Contractors Flight Sampler, Will and Terry talk about why safety has to start with leadership and become part of your company culture.Because it’s not enough to have safety talks sitting in a folder. Your team needs to know they have the power to speak up, stop something unsafe, and correct it without being afraid of getting in trouble.And safety doesn’t stop when the crew leaves the job site.🚧 Job site safety🚚 Driving company vehicles🦺 Toolbox talks⛏️ Trenching & excavation⚠️ Confined spacesIt all matters.So here’s your challenge this week:👉 If you’re not talking about safety every single week, start now.You don’t need a massive database or expensive system to begin. You need consistent conversations, good judgment, and a culture where your people know safety comes first.Because at the end of the day, bringing your people home safe is the job.Consider this your weekly dose of Beers with Contractors. 🍻✈️Drop your thoughts in the comments, and we’ll see you Thursday for the full episode.#BeersWithContractors #FlightSampler #ContractorTips #ConstructionBusiness #HomeServices #ConstructionSafety #JobsiteSafety #ContractorBusiness #BusinessLeadership #Tradies
- Oct 1, 202640 min
S2 E90 - AI, Automation & the Future of Contractor Software
In this episode of Beers with Contractors, host Will and Terry welcome host Christopher Rice of Builder Prime to clarify how CRMs, ERPs, and field service management tools fit together in home services and to explain Builder Prime as a “business operating platform” managing the customer lifecycle from lead intake through scheduling, estimating, invoicing, production, and final payment. Chris emphasizes Builder Prime’s reporting and AI-driven insights, recent focus on improving estimating and integrations (including Windows-related integrations), and the importance of listening to both paying customers and frontline end users, especially for mobile-first field teams. They discuss key contractor metrics—gross profit/margins, lead-source conversion through the funnel, and production capacity/daily revenue per crew—plus scaling needs from small to enterprise, including integrations like NetSuite.00:00 Welcome and Introductions00:09 CRM Confusion Explained03:05 Builder Prime Overview04:32 Sales Estimating Focus07:06 Three Key Metrics09:49 Assessing a New Client11:27 AI Reporting Insights12:45 From Data to Action15:01 AI Buzzword Reality Check17:41 Mobile Features and Integrations20:07 Support and Implementation Matters21:03 Setting Up Categories21:42 Contractor Software Tiers23:00 Scaling Through Integrations23:52 Listening Not One Offs28:00 Pushback For Scalable Process30:51 Human Support Versus AI33:31 Founder Led Customer Care35:55 Voice AI And Tech Stack37:45 How To Reach Chris39:08 Wrap Up And DisclaimersContact Christopher Rice at:LinkedIn: https://www.linkedin.com/in/chrisriceoh/?isSelfProfile=false Facebook: https://www.facebook.com/carice14/Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/Foundation Rescue Supply Link:https://www.foundationrescuesupply.com/Contractors Kick Ass!Podcast Store Link:https://williamwalkerblake.com/store-1The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours
- Sep 28, 20264 min
Stop Using Banks the Wrong Way | Beers with Contractors: Flight Edition
✈️ Your banker should be more than just the person you call when you need a loan.In this week’s Beers with Contractors Flight Sampler, Will and Terry break down why building a real relationship with your banker can become a serious advantage for your business.From credit lines and business loans to your next investment property or simply managing cash flow, the right banking relationship can help you move faster when opportunities come up.And here’s the part most tradies overlook:👉 Find a banker who understands your industry.👉 Build the relationship before you need the money.👉 Don’t be afraid to show them your track record and past successes.👉 And if you can’t pick up the phone and talk to your banker when you need to… you might be at the wrong bank.So here’s your challenge this week:Do you actually have a banker who knows your business?If not, it might be time to find one.Consider this your weekly dose of Beers with Contractors. 🍻✈️Drop your thoughts in the comments, and we’ll see you Thursday for the full episode.#BeersWithContractors #FlightSampler #ContractorTips #ConstructionBusiness #HomeServices #BusinessGrowth #ContractorBusiness #Banking #BusinessFinance #Tradies
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About Beers With Contractors
Welcome to Beers with Contractors. We're cracking a cold one and taking a deep dive into the foundations of your construction business, pun intended, to unearth the strategies, techniques, and insider knowledge that can take your contracting business to the next level. So, grab your favorite beer, pull up a seat, and let's have a chat about the nuts and bolts of the construction industry.
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