In this solo episode, Marty Grunder delivers a warning: a full spring schedule can lie to you. If April and May are booked but you have no work for July, August, or September, that is not a production issue. That is a sales issue. The best companies are always selling 60 to 90 days ahead, and the smartest ones are selling a year out. Marty walks through where to find work, how to fill holes without panicking, and why your schedule is not just a production tool but a sales scorecard.

BOBYARD is an AI-powered takeoff and estimating platform that automates the most time-consuming parts of bidding work. Contractors report up to 65% reduction in takeoff time and 3-5x more bids submitted per estimator.

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Key Learnings

A Full Spring Schedule Can Lie to You: Companies get busy, stop selling, and then panic in midsummer. A full spring does not equal a healthy business. You need to know what July, August, and September look like right now.

The Best Companies Sell 60 to 90 Days Ahead: If you do not like what you see 60 days out, that is not a production issue. That is a sales issue. The bigger your firm, the further out you should be looking.

Your Schedule Is a Sales Scorecard: Backlog is future revenue already sold. Gaps are future problems you can already see coming. You should be able to answer instantly what June, July, August, and September look like.

There Are Only Three Places to Find Work: Existing clients are the fastest and highest ROI. Unsold opportunities are leads you already have that nobody followed up on. New work should be targeted and fill specific holes.

Your Next Best Job Is Already on a Property You Service: Enhancements, add-ons, deferred work, plant replacements, outdoor living, safety issues. Walk the property with your phone and start taking pictures.

When You See a Hole, Do Not Panic: Do not discount. Do not take on bad work. See the problem 90 days out and mobilize sales immediately. Jump in yourself. Increase activity. Call your top 20 or 50 clients.

Enhancements Are Your Ultimate Shock Absorber: They fill gaps quickly, carry strong margins, and deepen relationships with clients. This is how great companies smooth out the year.

You Are Not Building a Schedule, You Are Engineering a Year: Match demand to capacity based on the season. Sell summer work in the spring. Sell next spring right now. Level out the revenue instead of riding the ups and downs.

Reflection Questions

1. What does your schedule look like 60 to 90 days from now? Do you have enough work for July, August, and September?
2. How many unsold opportunities are sitting in your pipeline right now that nobody has followed up on?
3. When was the last time you walked a property you already service and looked for enhancement work?

Resources:

BOBYARD

Proven Winners: Allium Serendipity