Seven Steps to Running a Successful Tradie Business

Tradies can be anything from plumbers, electricians, builders to pest control, cleaners, and property maintenance services. Because the industry is so broad, there’s a lot of competition and a real need to focus on the customer experience. This 7 step checklist will help ensure your tradie business is set up for success.

 

1. CHECK CUSTOMERS ARE HAPPY

2. CHECK YOUR MARKETING

Review your current strategy – what is it and is it working?

Consider what options you’ve been using to market your business to retain current customers and gain new ones. Check what marketing is working by reviewing how your last 10 customers heard about you. Keep doing what works, adjust what isn’t.

Attend industry events

Consider attending industry events as a guest speaker. That way you’re positioning yourself as an expert in your field, and you’ll also meet new people and potential customers. Everyone has a story to tell, and most trade conventions or shows have guest speakers.

Know your competition

Review your competitors by looking at their advertising, their website, registering for their e-newsletters and asking suppliers. There may be things they do better than you. But you’re looking for things that could impact your business. For example, let’s say you’ve discovered that your competition is using a brand of paint that’s superior to the product you’ve got. It’s now time to look at whether you should change suppliers.

Target your customer

Advertising works best if it’s designed specifically for the customers you’re targeting, so determine who your ideal customer is, and what their needs are. Then adjust how you market to them, for example, through digital marketing, social media or direct mail. If the customer is a large corporate you may have to register for an RFP (Request For Proposals) and pitch for a contract. If it’s a home owner, it’s more likely to be word of mouth, local advertising or digital marketing. Develop specific tactics for each customer type so you’re prepared.

Develop a digital presence

It’s important to have a great digital presence, such as a responsive website to inform and educate customers about what you do. It will help raise the awareness of your business. Consider an SEO campaign, Google Adwords marketing, keeping an up to date Facebook page for your business, opens in new window or using Facebook call back request forms, opens in new window to generate leads. Without a digital presence it’s difficult to be found!

Have multiple ways for customers to contact you

Try and set up different ways for customers to contact you. Email, voicemail, mobile phone, and business cards are standard. But also consider a quote form on your website, apps where customers can provide job specifications. You might even consider a login area on your site for customers wishing to download guides or checklists you’ve created.

Always keep an eye out for new markets

If you spot opportunities opening up in another area, be flexible enough to move there for the duration of a project. If a project’s large enough you could consider moving your business to that location. Or opening a new office, or joint venture with a business that’s based locally. 

Do market research

Successful businesses always review and update their marketing strategy. Staying in touch with your customers and keeping an eye on your competition are critical. This is where market research is essential.

Make sure you have created a Google My Business page

One of the first places people look when searching for a tradie is on Google. Setting up a Google My Business page (and obtaining regular customer reviews) is critical in terms of showcasing your business in search results and generating leads.

 

3. CHECK YOUR SYSTEMS

Document your work flow

A system will help ensure your business is efficient. Document the work flow from when a new job comes in, to doing the work and scheduling your staff. Also include ensuring equipment is available, liaising with other sub-contracting tradies, finishing the job and after-sales support.

If it’s complicated then documenting the flow will help you pinpoint roadblocks to clear. It could also be useful to engage an efficiency expert to have an outside look at your business.

Accepting payments easily

Customers are more likely to pay on the spot once you’ve completed a job if you can offer a mobile payment option. So make it easy for customers to pay you, and for you to pay suppliers.

• Stripe is a cost effective and very easy to use mobile payment solution that integrates with your accounting software and most job management systems such as ServiceM8 and NextMinute.
• Square is an alternative to Stripe and also allows you to easily collect payments on site whilst integrating with your accounting system.

 

Use accounting software to keep everything up to date and compliant

The last thing you want is to worry about invoicing, tax payments and payroll. Set up a cloud-based accounting such as Xero system so you know what’s happening to your money. This way you can get an overall picture of activity. Once you have accounting software you can integrate your accounting package with your bank account to make bank reconciliation fast and easy.

Implement workflow or project management software

If systems and processes aren’t helping manage your workflow, don’t be afraid to look at new options. Talk to your staff and get their view on how to improve the process. Consider implementing workflow or job management software such as ServiceM8 that’s designed for businesses in the trades and services industry. 

Automate time consuming administrative tasks

This is an area that many business fall short. Letting go of the small things that have become habit can be difficult but can save you a considerable amount of time, allowing you to get on with value-added activities that increase leads and revenue. Look at how you can automate accounting tasks, job management, reporting and client communications to start with. You won’t be sorry!

 

4. CHECK YOUR CAPACITY

Are you getting more work than you can handle?

Are you saying “yes” to everyone because you’re a new business? It’s important to understand the dangers of overtrading. Of course it’s great if you’re getting lots of work, however if you’re stretched to the point that you can’t handle it, your reputation is going to take a nosedive. Look at ways you can increase your capacity, by hiring more staff, or have agreements with other businesses to help with the overflow.

Check staff capability

If you’re growing fast, make sure staff have the ability to manage larger projects or more employees. For example you may need qualified project managers for large contracts, and people with HR experience managing layers of employees. Be aware you may need to hire staff with a different skill set than when you started.

Have the right vehicles and equipment

It’s important to check your vehicles and equipment are aligned to your business needs. Consider options such as buying new, second hand, or leasing. You can even hire if the need is short term, but make sure you factor these costs in.

Increase your cash flow

Options to increase your cash flow:

• Business Overdraft: linked to your business operating account to help manage cash flow. Generally there’s no set repayment schedule, so you can make repayments when it best suits your cash flow situation.
• Equipment Finance: A great option for tradies that need to increase their cash flow with the ability to personalise it for your equipment needs. Consider automating your payments and setting up direct debits to reduce hassle, and administrative burden.

 

 

5. CHECK YOUR KPIs

Compare your actual revenue against your revenue forecast

Regularly review if your revenue is tracking to target. If you’re not getting as many jobs or quotes as you’d hoped, consider adjusting your forecasts so you can manage your cash flow more effectively. Ideally you’re using accounting software to give you real time data.

Check your costs aren’t exceeding your budgets

Watch your costs carefully, especially when you have multiple jobs on the go. Crucial costs to keep a close eye on are the largest, including labour and materials. Sometimes you can justify going over-budget if you know a large payment is due.

Make sure you’re achieving the margins you need to see a profit

Do you have a set margin you work to for each job type? If you’re not achieving these margins then you’re either lowering your price to win work, or your costs are increasing.

Check your staff costs

Try and benchmark what you pay staff with other businesses in the same industry, or ask your local industry association if they have data you can use.

Focus on your customers

Your regular customers are most likely to provide referrals from word of mouth. Increase this possibility by matching and exceeding expectations. Be on time, deliver within budget, ensure the job is completed properly, be easy to do business with and offer flexibility and outstanding customer service.

Use KPIs

Keep track of your Key Performance Indicators so you can make informed decisions about future growth. 

 

6. UNDERSTAND THE INDUSTRY DYNAMICS

Understand contracting and pitching

If you’re considering pitching for contracts for the first time, it’s best to get help from professional advisers. You’ll learn the different ways of pitching and how to tailor them for various customers. You’ll also learn the finer points of contracting and what to look out for. You can spend a huge amount of time and energy pitching, so you want to make sure you have a great chance of winning.

Become a member of your trade association

If you’re not already a member of your trade association, it’s a good idea to join. There are benefits to belonging to a group of like-minded business owners. 

Identify construction areas or industries that are growing

Keep an eye on where things are growing in the construction industry. For example, if you’re a builder and a city is developing new subdivisions, be in there early with your pitch. Or it could be that an area has been hit by a natural disaster, and urgent rebuilding is needed.

Identify new opportunities, such as sub-contracting with other businesses

Business alliances are a great way to gain work. Keep up to date with industry developments and stay in touch with what other businesses in your industry are doing. Sub-contracting also means that you’re forming alliances that can be very successful on an on-going basis. If you have a positive experience with another contractor, it’s a relationship that can benefit you both for future projects.

Tap into expert knowledge

You can never be too well informed. It pays to attend as many industry events as you can. If experts in your industry are offering seminars, tap into their knowledge as often as you can. 

 

7. CHECK YOUR COMPLIANCE

Make sure you have the right licence or registration

To work as a tradie in New Zealand you should have a licence, registered, or have the appropriate certification to prove competence. What you need depends on the service or trade industry you are operating within. 

Understand and be compliant with health and safety regulations

Like licencing and registration, work health and safety in the trades and services industry is regulated by the Health & Safety at Work Act. It’s important to ensure you understanding this act and are aware of your responsibilities as both an employer and employee. Work Safe NZ is a really good place to start for knowledge and education.

Ensure you’re up to date with codes of practice

It’s important that you understand the standards to which you need to operate in the trades and services industrty. Not complying with these standards can result in facing an expensive and stressful disciplinary process. 

 

 

Coffee & Cloud offer quality business support to small businesses in New Zealand. Whether it’s 1 hour per week or 40 hours per week, we are on hand and ready to help. Contact the team at info@coffeeandcloud.co for a chat about your support requirements.