Nick Clements runs YourQS, an estimating firm operating across New Zealand and Australia. He exposes the exact pricing errors actively bankrupting residential builders. Nick explains why guessing labor hours and relying on square meter rates causes companies to run out of cash before the build is finished.
This episode details the fatal flaw of accepting a ten percent margin and ignoring escalation clauses on fixed price contracts. Nick explains how to secure highly profitable contracts by adding a business markup directly on top of your standard labor charge-out rates. He shares the exact framework one builder used to increase their markup to 53 percent while maintaining their sales strike rate.
Nick outlines how to control your work in progress by securing strict sub-trade quotes and building contingency buffers to protect your bottom line.
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🕒 Timestamped Key Points
00:00 How one builder secured a 53 percent markup
01:30 The danger of operating without a true margin
02:40 How poor scoping destroys company cash flow
05:30 Structuring fixed price contracts with escalation clauses
10:00 Why charging by the square meter bankrupts companies
12:30 Forecasting actual labor hours to protect profit
16:00 Pricing setup time for smaller site tasks
20:00 Presenting quality assurance systems to command higher margins
23:30 Using an independent QS to secure progress payments
24:40 The Belmont build mistake that cost thousands of dollars
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