Good Morning!
I know it's not Sunday, but we had our 2nd Annual Toy Drive this weekend and I completely forgot to schedule this out. It's my favorite event of the year - we collect gently used toys from our community and let people shop for free. We get SO. MUCH. STUFF. and it's such an easy way to give back to our local families.
.. BUT I know you all were waiting for this 😆 so here it is!
When it comes to growing your business, hope isn’t a strategy. This week, we’re talking about building a reliable pipeline so you’re not just waiting for opportunities—you’re creating them.
At Brex, we used to rely on chance to fill our calendar. We’d bid on any job that came up, hoping to win enough to stay busy. But after tracking our win rates and narrowing our focus to high-value clients, we gained control of our pipeline. Instead of waiting for work to come to us, we’re now actively building relationships and landing jobs that align with our goals.
The Problem with “Hope”
Many contractors rely on luck or chance to fill their calendar, bidding on jobs and crossing their fingers. But without a system, you’re left wondering:
“Will I win enough bids?”
“How will I meet my revenue goals?”
“What happens if work dries up?”
How to Build a Reliable Pipeline
1. Understand Your Win Rate
What percentage of bids are you winning? Knowing this number helps you estimate how many jobs you need to bid on to hit your targets.
2. Market to Your Ideal Customer
Instead of bidding on everything, focus on jobs and clients that align with your expertise.
3. Track Your Bids
Keep a record of your proposals, win/loss rates, and client feedback. This helps you identify patterns and improve your strategy.
This Week’s Challenge
Take 20 minutes to calculate your win rate. Divide the number of jobs won by the total number of bids submitted this year. Use this to estimate how many bids you’ll need in 2025 to meet your revenue goals. At Brex, this simple exercise was a game-changer for understanding how much we needed to bid and how to better target the right projects.
Don’t Leave It to Chance
When you build a pipeline, you stop waiting for jobs to appear and start controlling your growth. That’s the power of planning. PRiMED for Growth can help you refine your bidding strategy and marketing efforts for 2025—sign up now to learn how!
We are still filling up our PRIMED for Growth Class starting January and we spend A LOT of time talking ideal customer, and taking control of your sales. If you'd like to have a conversation on how you can start finding the right customer, schedule a call with me.... but really do, I love talking business 😬
Here's to less hard days, constant growth, and a clear path forward. Proud to have you on #TeamLoseNoProfit as we build a business that works smarter to support our goals. Together, we thrive 🚀
Alicia Brentzel
Founder, From the Cut
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