How to Scale a Blue-Collar Business to $100K/Month
If I had to start my construction company from $0, here's how I'd grow it to $100k/month
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One of the most common questions I get from small contractors is this:
"Marc, how do I break through the $20K, $30K, or $50K per month ceiling?"
Today, I'm breaking down exactly how to scale your construction company to $100K+ in monthly revenue. This isn't just theory—it's exactly what I did to grow MAK Construction from installing bathroom fans to doing hitting $100K+ months easily.
Let's dive in.
1. Think Bigger (Way Bigger)
Here's the brutal truth: You can't hit $100K/month doing small residential jobs like:
- Grandma's 12x12 patio.
- One-off bathroom remodels.
- Random handyman work.
(I know. I did all of these.)
Yes, these jobs have good margins. Yes, you might stay busy. But you'll never scale past a certain point because you physically can't do enough small jobs to hit serious revenue numbers.
2. Get Crystal Clear on Your Sales Path
Before you do anything else, grab a piece of paper and map out exactly how you'll hit $100K/month. This means:
- What types of jobs you'll focus on.
- How many jobs you need monthly.
- Average revenue per job.
- Your sales process.
For example: House remodels might bring in $200K per project, but if each one takes 6 months, you're stuck. You need jobs you can complete efficiently and quickly.
3. Pick Your Lane (And Own It)
Here's a mistake I made early on: Trying to do everything. In a rural market like Grand Forks, North Dakota, I thought I needed to take any job that came my way to hit my numbers.
The problem? When you're good at everything, you're not great at anything. It makes it nearly impossible to:
- Scale operations.
- Build efficient systems.
- Train your team effectively.
Instead, pick a specific niche and become the absolute best at it.
4. Get Vertically Integrated
Let's say you decide to focus on deck-building. Here's how to crush your competition:
Standard Approach:
- Buy lumber from suppliers at retail.
- Add your markup.
- Charge for labor.
- Hope to win on price.
Smart Approach (Vertical Integration):
- Buy support columns in bulk.
- Purchase framing materials wholesale.
- Stock common materials in volume.
- Create systems for faster installation.
Remember: The riches are in the niches. Being the best deck contractor with the most efficient operation beats being an average general contractor every time.
5. Build Your Team Strategically
Here's where most contractors get stuck: They're the best in the field, but they're also doing:
- Sales.
- Estimates.
- Marketing.
- Management.
- Everything else.
You can't scale past $100K/month being a one-man show. You need to:
1. Identify your strengths.
2. Hire for your weaknesses.
3. Build a backlog of work.
4. Put Standard Operating Procedures in place.
If you're great in the field but hate sales, hire a sales person. If you're great at sales but need field support, hire skilled labor. Always hire for your weaknesses.
6. Marketing (But Only If You Need It)
A quick note on marketing:
- For residential work: Marketing can be crucial
- For commercial work: Focus on job site presence, relationships, and referrals
Having spent hundreds of thousands on marketing, I can tell you this: Commercial contractors rarely need heavy marketing. Your completed projects and reputation do the selling.
The Bottom Line
Scaling to $100K/month isn't rocket science, but it requires:
- Clear focus on your niche.
- Strategic vertical integration.
- Smart hiring decisions.
- Systems for efficiency.
- Strong sales pipeline.
Most importantly? You need to think bigger. The guy pouring concrete can become a developer building $12M townhome projects. I know because that's exactly what I did.
Remember: Your only limit is how big you're willing to think.
Questions about scaling your construction company? Drop them below.
See you next week!