THE BUILDER’S

CHECKLIST
BPM’s 7 Keys to a pro�itable building or construction company.

Go through all 100 points of the checklist to see your score out
of 100. From here you can identify where there are gaps and
opportunities to improve your business.

Y S
D E L I VER SALE
T E M S
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L EA D
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 Numbers Checklist
Do you know your numbers? Are your margins pro�itable for each job?
Better �ind out the missing �inancial areas of your business below!

Yes/No Items to
(Yes only if work on in
Place a tick or cross 100% of the the next 90
time) days

1. Do you have the 5 essential �inancial controls set-up and checked regularly in your business?
i.e. Pro�it & Loss, Balance sheet, Breakeven point, Cash-�low forecast & Work in Progress (WIP)

2. Is your Pro�it & Loss laid out correctly i.e. �ixed costs and cost of sales separated? Are your
drawings or income included in your �ixed costs to ensure an accurate Net Pro�it number?

3. Do you know the margin you make on each job?

4. Do you regularly check the average Gross Margin for your business and compare it to
individual jobs?
5. What is your ‘Sweet Spot’ (the most pro�itable type of work) for your business?

6. Do you check your break-even point each month?

7. Are you using Cash-Flow forecast for your business? (The BPM members website has a free
cash-�low forecast template)

8. Do you understand the difference between mark-up and margin & its impact on your pro�its?

9. Do you have minimum margin goals for your business?

10. Do you know what you can do to increase your margins? Do you have at least �ive strategies
in place to increase your margins?

11. Do you use your Pro�it & Loss, WIP, Breakeven Point, Balance Sheet and Cash-�low Forecast
to provide you with monthly reporting for your business?

12. Are you using pricing strategies in-line with your Break-even point?

13. Are you including your running costs (overheads) in your quotes as a dollar �igure?

14. Do you have at least �ive strategies in place for improving your cash-�low?

Numbers total:

What is a reas
onable Gross
Margin for bu
ilders?
The answer to
this depends on
your specialty/n
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and total job profi
t. The team at
BPM are highly
knowledgable in
construction ma
rgins and can
help you determ
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 Delivery Checklist
Making sure your guys are in the loop on what needs to be done, when, how and why are
critical in completing jobs to a high quality.

Yes/No Items to
(Yes only if work on in
100% of the the next 90
time) days

62. Does your team hold regular toolbox meetings as well as regular Health & Safety meetings?

63. Are your guys all Site Safe Registered? (check hazardco.com)

64. Do you have a materials ordering system?

65. Do you have 3 KPI’s for each position in the business?

66. Do your checklists align with your KPI’s?

67. Are you making consistent use of a site diary?

68. Are you using a “Quality Assurance Checklist’?

69. Are you making proper use of your project scheduling tools?

70. Are you open to implementing suggestions from team members and do you encourage input
from your team members? Do your guys �ill in a daily site log?

71. Are you using positional “How to” manuals for each team member?

72. Are you using up to date positional contracts for each team member?

73. Do you have a system for recognizing and rewarding longevity and performance?

74. Do you have a handover checklist for your subbies?

75. Do you sign off all variations?

76. Do you charge an admin fee for any vatiations that are not followed through with by the
client? (e.g. $200 for time)

Delivery total:

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 Systems Checklist
Find you’re spending too much time on the tasks you don’t want to be doing? Or maybe your
spread too thin each week, systems help!
Yes/No Items to
(Yes only if work on in

Place a tick or cross 100% of the the next 90

time) days

49. Have you documented and systemised all of your �inancial systems?

50. Do you regularly review your biggest inef�iciencies (onsite, of�ice and personality) and act
on them?

51. Do you have all key tasks and routine documents in a policies and procedure manual?

52. Do you regularly update all documentation on a monthly basis?

53. Do you have a process to track and control all updates made to your documents?

54. Do you regularly review your system for technology improvements?

55. Do you use rosters and schedules for repetitive tasks?

56. Have you documented and charted all information and work�low processes?

57. Do you have all your licensing and regulatory systems in place? E.g. OSH, LBP

58. Are you using up to date computer hardware and software?

59. Do you schedule and complete regular maintenance on all key tools and equipments?

60. Do you have an A-Z of operations architecting all the systems of your business in an over-
view?

61. Can you go on holiday without concern and comeback to a business operating better than
when you left it?

Systems total:
 Sales Checklist
Do you have a sales process that’s actively converting leads into jobs? Could be better? Then
discover what’s missing below...
Yes/No Items to
(Yes only if work on in

Place a tick or cross 100% of the the next 90

time) days

33. Do you or your team use a sales script?

34. Do you have a features and bene�its list for your building company?

35. Do you or your sales team undergo regular sales training?

36. Are you investing at least 50% of your time on Sales & Marketing?

37. Are you spending more time generating income than reducing costs?

38. Do you have an automated response series of emails

39. Do you send a ‘wow’ information pack prior to site meetings?

40. Are you using at least 5 conversion rate strategies and reviewing them regularly?

41. Are you using the most ef�icient quoting system for your business?

42. Are you using a visual sales presentation in your sales process?

43. Are you using strong qualifying questions during initial phone calls, sales presentations and
during appointments?

44. Are you using lead sheets to capture prospects information and ensure consistency in your
sales process during enquire?

45. Are you using a list of powerful Niche speci�ic “Qualifying questions”

46. Are you building the dream in your prospects mind and identifying their ‘emotional hot
buttons’?

47. Are you using a CRM system to communicate with your clients and nurture any long-term
prospects?

48. Do you up-sell? E.g. �ixtures and �ittings, landscaping etc.

Sales total:

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 Marketing Checklist
Are your marketing strategies delivering you those pro�itable jobs you want? If not you’re
probably missing some key elements below....

Yes/No Items to
(Yes only if work on in
100% of the the next 90
Place a tick or cross time) days

15. Do you have a clearly de�ined Niche for your business? (e.g. Villas, New builds, Major reno-
vations, Commercial)

16. Do you have relationships with a list of non-competing businesses that target the same
client as you? (e.g. Architects, Real Estate Agents, Mortgage Brokers)

17. Are you using a systemized referral process?

18. Are you using your website to build a niche-speci�ic database of prospects?

19. Do you have an annual marketing plan that is budget driven?

20. Have you de�ined and veri�ied your company’s truly unique points?

21. Do you have a compelling guarantee?

22. Does your team understand your point of difference and your guarantee?

23. Do you believe that marketing is an investment and do you test and measure everything?

24. Are you calculating marketing campaign breakeven points?

25. Are you measuring the number and sources of all your enquiries?

26. Do you understand the “4 ways marketing model” (Leads, conversions, average dollar sales
and margins)?

27. Are you using multiple tried and tested “Direct Response” marketing strategies for im-
proved lead �low?

28. Do you have a 10x10 Marketing Plan which you review and update regularly?

29. Do you know your client acquisition cost and understand that buying clients is an
investment?

30. Do you have a system for nurturing prospects?

31. Does your website capture and convert visitors into clients

32. Are you using ‘Educational based marketing’

Marketing total:
 Team Checklist
Having a team culture and incentivising your guys helps your business, �ind out more ways
you can have a great team behind you below....
Yes/No Items to
(Yes only if work on in
100% of the the next 90
time) days

77. Do you have a team “culture” or “code of conduct” which is de�ined and adhered to?

78. Does your team promote and maintain the culture of the business?

79. Does your team understand clearly what their roles and limitations are?

80. Has each role been documented and systemised?

81. Do you regularly review the individual and joint performance of your team?

82. Have you implemented a strategy that lays down how results are to be achieved and mea-
sured? (KPI’s)

83. Do you encourage risk taking when problems arise and situations call for it?

84. Do you have a strong clear vision for where you want to take the company and does your
team understand?

85. Are you using a system for encouraging open communication among team members (Indian
Rain Stick)?

86. Have you incentivised your team to increase productivity and quality of work?

87. Are you hiring on ‘attitude’ and employing people to run the systems in your business?

88. Do you have a system to ensure employees succession and continuity?

89. Do you have an up to date organisational chart?

90. Do you have up to date positional contracts for each team member in your business?

Team total:

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 Leadership Checklist
Feel you’re not quite leading the team well? Then see some key ways below on what you
might be missing that’s holding you back...

Yes/No Items to
(Yes only if work on in

Place a tick or cross 100% of the the next 90

time) days

91. How much time do you devote to personal development? Do you attend courses,
seminars and webinars, read books, listen to CD’s etc.?

92. Do you use a daily “To do list”, “Weekly Plan” and “90 day plan” always?

93. Do you prioritise well and understand the urgency and importance of all your
decisions?

94. Do you delegate or outsource most or all of your administrative and low value/low
enjoyment work?

95. Do you respect yourself and time above all else and regularly plan the use of your time in
advance?

96. Do you work “ON” your business at least four hours each week, have good self discipline
and manage yourself well?

97. Do you have a good work life balance and a strict policy not to operate in
crisis mode

98. Do you have a clear view of where you are going and the direction you’re driving your
business?

99. Do you have a life plan that you refer to regularly which has a milestones you plan to
achieve in a set amount of time?

100. Do you have strong leaders other than yourself in the business?

Leadership total:
BUILDERS CHECKLIST
SCORESHEET
Numbers
Marketing
Sales
So, what’s your score?...
Systems Didn’t think you were being tested
Delivery right? Well, this is one of the better
tests you’ll have!
Team
Leadership
Grand Total

81-100 Congratulations!
Your business is well systemised and should be working like a well
oiled machine.

61-80 Not Bad!

Some parts are working well in your business and some just need a
little tweaking.

41-60 Something needs to change...

Your business may need attention in a few areas to get it performing
better. Look at where most of the “X’s” are in the checklist to where
you’re lacking and focus on these strategies �irst.

<40 Congratulations!
You have lots of opportunities to improve your business! Pick which
areas have the most “X’s” to pin point what you need to get sorted and
kick start those changes by focusing on the areas of blockage in your
building/construction company.