From Subcontracting To A Team of 14 in 18 Months: Pricing Right!
When Ben Doran started out in business, it wasn’t all smooth sailing.
In fact, like many trade business owners, he quickly learned just how tough it could get.
Reflecting on the challenging times, Ben shared, “I was really, really questioning whether I wanted to continue on in business.”
The long hours, the endless demands, and the constant pressure to keep things afloat felt overwhelming.
But one of the biggest lessons he learned came down to getting his pricing right.
“It wasn’t all sunshine and roses,” he admitted, but those hard-earned lessons around pricing became a turning point for his business.
Here are some key takeaways from Ben’s story, and how focusing on profitable pricing helped him turn things around.
Crazy thing is now Ben has 40 Staff after buying another company! Let’s learn how!
1. The Power of Pricing for Profit
When Ben first got into business, he thought like many do—more work means more money.
But he quickly discovered that not all jobs are created equal.
He explained how, during a tough period, his ops manager lowered pricing to win more work, thinking it would keep the team busy.
While it did fill the schedule, it came at a cost—“the profit margins weren’t there.”
Ben learned that it’s not about taking on as many jobs as possible; it’s about making sure each job is profitable.
Once he shifted focus to understanding his numbers and sticking to pricing that ensured a solid profit margin, the difference was clear.
It allowed him to build a more sustainable business, rather than chasing cash flow.
2. Knowing When to Hold Your Ground on Price
One of the hardest things for Ben was learning to say no to low-margin work.
As a business owner, he admitted, “It’s an emotional decision for me to do that.”
He often found himself tempted to lower prices just to secure the job, but this habit was hurting his bottom line.
By delegating the quoting process to his estimator, Ben removed some of that emotional attachment.
His team member focused on maintaining strong margins, which ultimately meant they didn’t have to win every job to stay profitable.
This shift not only improved their margins but also helped Ben see the value in standing firm on pricing.
3. The Impact of the Right Hires
Ben’s journey also taught him the importance of building a capable team around him.
He shared how hiring an ops manager allowed him to step back and focus on the bigger picture.
“It just showed me that as a business owner, you can’t do it all yourself,” he reflected.
It wasn’t easy at first—he worried about the costs and whether he’d have enough work to support the new roles.
But as Ben explained, “Once you see the results of hiring, it no longer becomes a fear.”
Bringing in the right people, like an estimator, allowed his business to take on more work without sacrificing profitability.
4. Building Resilience in Tough Times
Ben’s story is a reminder that the road to success is often filled with setbacks.
When his ops manager left just before a major trip, Ben admitted, “That was one of the toughest days I’ve had in my whole business journey.”
But instead of giving up, he used that challenge to rebuild his business with even stronger foundations.
He took time to structure the role more clearly, hired an experienced manager, and created better processes to ensure the same issues wouldn’t arise again.
The result? A stronger, more resilient business that could continue to grow.
5. Creating Space for Growth
One of Ben’s key lessons was the importance of making space for growth, even when it felt uncomfortable.
He used to think, “When I get enough work, then I’ll hire.”
But he realised that waiting for the perfect moment held him back.
Instead, Ben learned to take a leap of faith, hiring new staff and creating roles that allowed his business to expand.
“Put him on, and I guarantee you’ll find the work,” he advised other business owners.
This proactive approach helped him turn his business around, and now he’s looking forward to even bigger opportunities.
Ready to Master Profitable Pricing?
Ben’s story shows just how transformative it can be when you get your pricing right.
It’s not just about making more money—it’s about building a business that can weather the tough times and come out stronger.
If you’re ready to stop working for free and start earning what you’re worth, our Profitable Pricing Masterclass can help.
Learn the strategies to price your jobs for profit, build a strong team, and create a business that supports your vision.
Don’t wait for another tough season—let’s make this the year you take control of your financial future.