Sales made Simple for Outdoor Living Pros, Landscapers and Hardscapers (formerly Outerspaces) Outdoor Living Pro Pricing Strategies to Stay Profitable in 2026 w/ Financial Expert, Greg Crabtree
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Dec 22, 2025 In this engaging discussion, financial expert Greg Crabtree shares insights on contractor profitability and adaptive pricing strategies. He highlights effective methods for managing cash flow during slow seasons while optimizing capacity. Greg emphasizes the value of premium pricing, storytelling, and utilizing AI tools to showcase work. He warns against bidding just to cover overhead and stresses the importance of choosing the right projects. With a focus on efficiency and strategic planning, he prepares contractors for a resilient future in a challenging market.
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Prepare For A Street-Fight Economy
- Demand is inconsistent and we're in a "street fight" economy with no immediate catalyst for growth.
- Contractors should get lean without destroying capacity to be ready when demand normalizes.
Price And Evaluate By Gross Margin
- Separate direct labor from COGS and evaluate projects by relative gross margin.
- Aim to finish projects faster and spend less on labor to increase profit and throughput.
Protect Cash Flow Over Winter
- Operate on a rolling three-month positive cash flow basis through winter.
- Cut operating costs until you can maintain non-negative cash flow over that period.