I’ve seen a lot of guys that are trying to run their contracting businesses by doing most things right. They get the job done most of the time and they do an O.K. job. They also show up for their appointments most of the time.These are what I call the 90 per-centers.

I call them that because they get it right 90% of the time. I’m sure that they think they are doing all they can to run a successful business. After all, if you get something right in school 90% of the time, you are doing pretty well.

Unfortunately, real life is not like school. As an example, look at professional athletes. Those in the minor leagues are often nearly as good as those in the major leagues. There usually is not that much difference between them except in income. That is the big difference. Those that are the best are often paid ten times as much as those that do it right most of the time.

The same is true in business. Often the difference between success and failure is very small. Success is usually achieved in the marginal differences. It is usually just a matter of a few small details being different.

For example, if you look at the big chain stores that specialize in the lowest prices. Basically they are very similar. There is seldom a complete difference between them. The difference is usually marginal. However, the differences are enough to cause one to go bankrupt and another to take over the retail market.

The same is true when it comes to contractors. A small difference is enough to cause customers to choose one contractor over another most of the time. The difference might be as small as showing up on time or a half an hour late. Or it might be the way the contractor was respectful of the customers property versus walking in the house with muddy shoes.

If we want to be very successful in our contracting business, we need to remember that other contractors are trying to get the same jobs. Some of them are hungrier than we are and will cut their price to the bone to get the job. If we want to get the job most of the time, we need to work hard to get all of the details right.

The details may be everything from getting the estimate back to them in less than a week to giving them references they can call before they ask for them. The details extend to the guys on the job too. You have to be pickier than your customers in making sure the details are done correctly on the job.

The details on the job can include everything from professionalism to the way the job is cleaned up. Having a checklist for each job can really help. Unless you have someone that has proven themselves, you cannot trust your employees to do the final check on the job. You have to make sure all of the details are done correctly.