This Podcast Is Episode 631, And It's About Proven Strategies For Attracting Quality Construction Clients As a construction business owner, you already know that winning new work is the lifeblood of your company. But not just any work—what you need are quality clients: the kind who pay on time, respect your expertise and give you the types of jobs that grow your bottom line. As construction accounting and bookkeeping specialists, we've worked with dozens of contractors who struggle with the same thing: they're busy, but they're not profitable. Often, the root of the issue isn't in their craftsmanship or work ethic—it's in who they're working for and how they're finding those clients. Let's talk about how to attract and retain high-quality construction clients effectively—and how to make sure those relationships support the financial health of your business. 1. Know Your Numbers So You Can Know Your Ideal Client Before we even talk about marketing or referrals, you need to get clear on one essential thing: which clients are making you money? If you're not tracking your job costs, labor hours, overhead, and profit margins by project, you're flying blind. I've seen numerous contractors take on high-dollar jobs that ultimately drained their resources and paid far less than expected. Start by reviewing past projects: Which types of jobs were most profitable? Which clients paid quickly and didn't nickel-and-dime you? Which ones were time-consuming, unprofitable, or challenging to manage? By tracking this through your bookkeeping system—ideally using job costing reports—you can identify which types of clients and projects contribute to a healthier, more sustainable business. That's who you want to go after. 2. Referrals Are Gold—But Only If You Ask for the Right Ones Word-of-mouth is the #1 way most small contractors get new business—and for good reason. It's free, it builds on trust, and it often leads to high-converting leads. However, here's the key: you'll need to be intentional about it. Instead of saying, "Hey, let me know if you hear of anyone needing work," try: "I'm looking to take on more [kitchen remodels/new builds/commercial maintenance] in the next few months. If you know anyone looking for that type of work, I'd appreciate an introduction." Also, don't wait for the end of the job to ask. If a client is thrilled with your work halfway through, that's a great time to ask for a referral—when enthusiasm is at its highest. 3. Focus on Partnerships, Not Just Projects One-off jobs can keep the lights on, but ongoing relationships will grow your business faster and more sustainably. Some high-value partners to build relationships with: Real estate agents and property managers Interior designers and architects Developers or general contractors (if you're a subcontractor) Insurance adjusters (for restoration work) These partners often have a repeat need for reliable contractors and can funnel steady work your way. If your books show a constant trend of high-profit jobs from just one referral partner, it's a sign that deepening that relationship is worth your time. 4. Create a Simple, Credible Online Presence High-quality clients don't want to chase down a phone number scribbled on your truck. You don't need a flashy website, but you do need: A professional-looking website or landing page with photos, testimonials, and contact info A Google Business profile with updated hours, service area, and reviews Active social media only if you can maintain it—even one or two project photos a month can help When a potential client looks you up online, they should quickly understand: What kind of work do you do Where you operate Why can they trust you Think of your website as your digital job site—keep it clean, clear, and professional. 5. Don't Underprice to Win Jobs—It Will Cost You Later Here's where my accounting hat comes in: Undervaluing your work is one of the fastest ways to attract the wrong...