The Simple Marketing & Cash Management Process That Helped This Builder 5x His Project Size

My Business On Purpose

We happen to work with a lot of contractors, but it doesn’t really matter what type of business you’re in. There are so many business owners that want to scale their product, actually grow the value of their product. They want to go from selling a product or service that’s X and offers X at this price, to being able to 2x or 5x it—make it more robust, bigger, or whatever.

We talk about these systems all the time. Implementing effective systems to ensure consistent profitability is a critical aspect of not only running a business but also being able to scale a product.

Hey, it’s Scott Beebe with Business On Purpose. Let’s talk about this idea, and I want to give you a real-world example of a client of ours. I’ll share his name—got his permission—who was able to 5x his project size. We only asked a couple of key questions, and I want to walk you through that.

My buddy Sean Supple, who owns Supple Homes out of Menlo Park and Palo Alto in the Silicon Valley area of California, was laboring away at this wonderful home building company. They were servicing a lot of $2–3 million projects, which, depending on where you live, is a significant project size. But Sean knew he and his team were capable of taking on more unique opportunities, particularly in their market, and they wanted to go after those.

Like most contractors, cash flow was always an issue due to the expense of running a business. With 78–82% cost of goods, plus the realities of the Silicon Valley market, it was a challenge. So Sean and his team committed to subdividing their bank accounts—something we talk about all the time. By cutting up their dollars and placing them in separate “homes,” they could see where the money was and also map out their entire process.

They created a master process roadmap, even distilled into learning pathways, and committed to RPM communication (Repetition, Predictability, and Meaning). That meant regular agenda-driven, leader-led, one-hour team meetings, departmental meetings, one-on-one check-ins, and executive-level meetings.

But what they found themselves needing was a more meaningful marketing plan. So we asked this one key question—the one I want you to write down:

Where has 80% of your business come from in the past?

We meet so many business owners who want to hire outsourced marketing firms. That’s fine, but the reality is they’re chasing new pathways when often the answer is in plain sight. Building new channels is like building a building—it takes years of groundwork. Instead, look back and ask: Where has 80% of your business come from in the past?

For Sean, the answer was easy: architects. Rather than wasting resources on random efforts, we mapped out a simple, intentional, repetitive, predictable, and meaningful outreach process to a basic list of local architects. Within a few months, Supple Homes began securing larger, more complex projects by nurturing those existing relationships.

Sean and his team built financial processes, marketing processes, sales/conversion processes, and operational processes. This gave both his team and prospective clients confidence in their ability to deliver on larger, more challenging projects.

The impact of Sean’s new commitment to process implementation went far beyond immediate financial gains. By maintaining a solid cash balance—something many contractors struggle with—they no longer had to rely on borrowed money, credit lines, or constant lending. Instead, with subdivided cash and clear processes, they sustained financial stability and gained the confidence to take on larger projects.

As a result, Sean and his team successfully transitioned from handling $2–3 million projects to $8–11 million projects. Yes, the market helped, but the real key was their strong financial foundation. Winning projects is one thing; delivering them profitably and on schedule is another.

Sean’s story illustrates several key points for contractors looking to improve profitability:

1. Regular financial tracking—even if only a few minutes a week—can greatly improve cash flow management.
2. Subdividing bank accounts helps visualize and control finances. Much of cash management is more about psychology than the dollar itself. Control your money rather than letting it control you.
3. Maintaining a healthy cash balance provides confidence and capability to take on larger projects. Cash gives you options. Without it, your options shrink.
4. Improved processes and profitability allow reinvestment in the business, employee incentives, and personal profit—all critical for long-term success.

By implementing these systems, you can achieve the kind of growth Sean did. Markets will rise and fall, but preparation and process allow you to handle whatever comes your way.

So remember this key question: Where has 80% of your business come from in the past? And what systems do you have to repetitively, predictably, and meaningfully mine that 80%? Because that’s where most of your future business will likely come from as well.

We can help you map this out. If you’d like a one-time consulting opportunity with us, go to businessonpurpose.com, fill out the contact form, and we’ll walk you through options to get kickstarted. And if you want to work with us long term, we’ll explain how that works too.

👉 Visit businessonpurpose.com/contact to get started.

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