He was mowing customers’ lawns… after finishing their job.

Not charging for extras… because he liked them.

That mindset almost killed his margins—until he flipped to utilities.

Cody Cocas went from small residential jobs to multi-million dollar utility contracts in under 18 months—but not the way most guys think. The turning point wasn’t more leads or better equipment. It was realizing that being “a good guy” in residential work was costing him real money—and forcing a hard pivot into contract-based utility work that actually scales.

Takeaways:

✅ Stop “liking your way” out of profit – Cody admits he gave away work just because he liked customers, and it crushed margins early on

✅ Utilities = boundaries – Contract work (stormwater, drainage, energy) removed emotion and made pricing, scope, and payment predictable

✅ Relationships beat luck – His biggest opportunity came from a connection he helped years earlier that came back around when he needed it most

✅ You don’t need to know everything – Your job as an owner is removing roadblocks, not being the best operator or estimator

✅ Fix one problem at a time – Trying to clean up everything in your business at once leads to doing nothing well

Why It Matters:

If you’re stuck doing low-margin residential work or struggling to scale your dirt work business, this shows what it takes to move into real contract work that grows.

Links:

➡️ Visit TSF Construction’s website – Follow Cody Cocas’ excavation journey. ⁠https://thesavagefarm.com/

➡️ Build your business with the right attachments. Shop Attachments at Skid Steer Nation: ⁠⁠https://skidsteernation.com/⁠

➡️ Marketing built for contractors. Marketing Help at Throttled Up: ⁠⁠⁠https://www.getthrottledup.com⁠⁠