Matt Bland – BOSS Client Conference 16
In the past, all this got lumped together in this one big pile. I knew I was missing something [regarding the estimating of the job] – I didn’t know if it was the mulch, or if I was missing the mowing, or if I was missing the pruning. Now I know what I’m missing and what I’m doing well on, so we tweak it. And I’m not doing this to make more money, I’m doing this to get my price more accurate, because if I can get my price more accurate, and my confidence in it is higher that my price is accurate, I’ll get more aggressive on my [pricing]. I used to price work at [a certain percentage] and perform it at [less]. I price it at X% now, but I perform it at X%.