THE CHAOS.
We don't just give you a plan; we build it with you.
Follow Your Roadmap.
This roadmap is the core curriculum for the Builders Academy™.
It details the focus, challenges, and the 18-month (6-milestone) action plan for each level of a builder's growth. It is designed to be a living document, tailored to the specific needs of each member.
- IDENTIFY YOUR LEVEL: Match your revenue and business profile to the level below.
- ANALYZE THE RECOMMENDATIONS: Optimize your business for the right People, Platforms, and Process.
- FOCUS ON KEY ACTIVITIES: Address your Biggest Constraints and follow the Key Activities.
- PEEK AT THE NEXT STAGE: Understand where you're headed without skipping essential steps.
- REVISIT REGULARLY: Update your approach as your business evolves.
The high-performing owner/operator who is the heart and soul of the business, but also the primary bottleneck to its growth.
- Price every job for guaranteed profit.
- Install a simple, repeatable sales process.
- Systematize lead tracking and qualification.
- Create and follow foundational SOPs for project delivery.
- Master personal time management and focus.
LEVEL 01 Roadmap - (18-Month Plan)
This is your path to creating a business that can begin to run without your constant intervention. Milestone 01: Establish the Baseline GOAL: To get a clear, data-driven snapshot of the business right now and implement low-effort, high-impact changes for immediate momentum. Strategy: Complete the "Pick Price & Profit" project by using the Predictive Profitability Toolkit to master markup vs. margin and run your "Breakeven Calculator." LeadFlow™: Establish your foundational "Marketing Pillars" by auditing and optimizing your website and Google Business Profile. Sales: Document your current sales process to identify and plug the biggest leaks. Project Mgt: Implement "Daily Stand-Ups" and "Weekly Toolbox Meetings" to improve communication and address immediate issues. Client Success: Use the Review Request Template with three recent happy clients. Team/Self Dev: Begin to cultivate the "Mindset of a Professional Builder," focusing on business operations, not just the trade. Milestone 02: Engineer Revenue Engine GOAL: To connect marketing, sales, and pricing into a single process for attracting and closing profitable work consistently. Strategy: Launch the "Back Cost All Projects" initiative, implementing disciplined job costing to understand true profitability. LeadFlow™: Implement "TPB's Referral System" to systemize generating leads from past clients. Sales: Design and document your new "Converting Sales Process" based on a consultative, multi-step model. Project Mgt: Begin the process to "Leverage Yourself from Site" by documenting one key on-site process you can delegate. Client Success: Create a professional "Welcome Pack" to set clear expectations for new clients. Team/Self Dev: Develop your "Vivid Vision" by creating a clear 3-year strategic plan that acts as your North Star. Milestone 03: Standardize for Consistency GOAL: To reduce errors and stop "reinventing the wheel" by implementing core SOPs for project delivery and client management. Strategy: Develop your "Perfect P&L Setup" to ensure you have a clear financial picture and can accurately calculate gross margins. LeadFlow™: Build a "Direct Response Website" designed to convert visitors into qualified leads. Sales: Create an "Automated Prospect Qualifying Process" using a questionnaire to screen leads effectively. Project Mgt: Select and begin implementing your "Project Management Software Stack." Client Success: Implement a "Clients Weekly Wrap" email to formalize client communication. Team/Self Dev: Define the "Rules of the Game" by establishing your company's core values and operating principles. Milestone 04: Build Pre-Delegation Playbook GOAL: To document key processes in preparation for hiring a key role (like a PM or Admin), starting with tasks you want off your plate first. Strategy: Develop a 12-month rolling "Cash Flow Forecast" to anticipate financial needs. LeadFlow™: Begin building your marketing machine with the goal of "Predictable 3, 5 & 10YR Leads." Sales: Refine your "Ideal Client Profile" to better focus sales and marketing efforts. Project Mgt: Implement a formal "Quality Control" system using detailed QA checklists. Team/Self Dev: Define your initial "Role Scope & Debit Diary" to clarify responsibilities, even if you fill all roles. Milestone 05: Optimize Cash Flow GOAL: To improve cash flow and reclaim time by optimizing payment schedules and internal workflows. Strategy: Optimize project payment schedules to ensure you are always cash-flow positive. LeadFlow™: Add a detailed Project Showcase/Case Study to the website. Sales: Implement a system to collect a deposit or design fee before delivering a full proposal. Project Mgt: Begin creating the "A-Z of Operations: Level 1" by documenting foundational SOPs. Client Success: Develop a systemized process for handling client change orders. Team/Self Dev: Use the "Reclaim Your Time: Outsource Formulae" to identify and delegate administrative tasks. Milestone 06: Plan for Stage 02 GOAL: To solidify all foundational systems and create the strategic plan to confidently graduate to the Startup stage and lead a small team. Strategy: Finalize the 3-year strategic growth plan and financial targets. LeadFlow™: Establish a clear marketing budget and KPIs for the next 12 months. Sales: Analyze win/loss data to refine your ideal client profile. Project Mgt: Ensure your PM software is fully operational and ready for team adoption. Client Success: Launch a systemized referral generation program. Team/Self Dev: Finalize the "Onboarding Process" and hiring plan for your first key hire. Progression Checklist We can confidently price any job for guaranteed profit using our standardized toolkit. We have a documented sales process that we follow for over 90% of qualified leads. Every lead is captured and tracked; none fall through the cracks. Core project phases (like pre-con) are guided by checklists, not memory. We have a clear strategic plan and financial targets for the next 12-24 months. We have a detailed plan and the financial stability to make our first key hire. We have a reliable process to "Price for Job, Min Mark Up" and can calculate our breakeven. We "Back Cost All Projects" and have a rolling cash flow forecast. We have a documented multi-step "Converting Sales Process." Our "Project Management Software Stack" is implemented and in use. We have defined our "Rules of the Game" (Core Values). We have a clear "Vivid Vision" and a plan to make our first key hire.
The leader who has made key hires but finds themselves managing people instead of systems, leading to inconsistent results and frustration.
- Manage the business with a simple KPI scorecard.
- Delegate responsibility through clear Job Scorecards.
- Implement and drive adoption of Project Management software.
- Define and track a formal sales pipeline.
- Lead effective team meetings with clear agendas and actions.
LEVEL 02 Roadmap - (18-Month Plan)
This is your path to building a team that can execute, allowing you to begin the transition to true CEO. Milestone 01: Establish Team Accountability GOAL: To install the core tools for managing team performance and company-wide clarity. Strategy: Implement your "Perfect P&L Set Up" to ensure you have a clear financial picture and can accurately calculate gross margins for the growing team. LeadFlow™: Analyze your current lead sources to understand where your most profitable jobs are coming from. Sales: Review and map your current sales process to identify weaknesses before rebuilding it. Project Mgt: Launch your "Project Management Software Stack" initiative, focusing on driving team-wide adoption from the start, and implement a formal "Quality Control" system using detailed QA checklists. Client Success: Survey your last three clients to establish a baseline client satisfaction score. Team Dev: Implement a system of "Accountability & Coaching" by rolling out detailed Job Scorecards for all team members and installing a weekly GSNR (Goal Setting & Review) one-on-one routine.Milestone 02: Systematize the Revenue Engine Milestone 02: Engineer the Converting Sales Process GOAL: To create a sales and marketing process that can be managed and eventually executed by someone other than the owner. Strategy: Update your company's "Vision Board" with clear revenue and profitability targets for the sales team to aim for. LeadFlow™: Rebuild your website into a "Direct Response Website" designed to capture leads and guide them to the next step. Sales: Design and implement "Your New Converting Sales Process," a documented, multi-step, consultative system for the team to follow. Project Mgt: Create a standardized project budget template in your PM software based on your new pricing model. Client Success: Create a professional "Welcome Pack" that introduces clients to your new, clearly defined process. Team Dev: Train a team member on the initial steps of the sales process, starting with the "Automated Prospect Qualifying Process" using a questionnaire. Milestone 03: Achieve Full Financial Visibility GOAL: To gain mastery over your project financials, ensuring every job is profitable and your cash flow is predictable and healthy. Strategy: Develop and maintain a 12-month rolling "Cash Flow Forecasting" model to anticipate financial needs and opportunities. LeadFlow™: Analyze lead sources against project profitability data to identify your best marketing channels. Sales: Ensure every new estimate is built correctly inside the PM software to create the initial, accurate budget. Project Mgt: Launch the "Back Cost All Projects" initiative, driving 95% team adoption of the PM software for real-time job costing. Client Success: Begin using the PM software's client portal for all major financial communications, like change orders and progress payments. Team Dev: Train your PM or Lead Carpenter on how to read job cost variance reports and hold them accountable for project budgets. Milestone 04: Build the Team Communication & Culture Cadence GOAL: To install a regular rhythm of meetings and communication that solves problems faster, reduces errors, and intentionally builds company culture. Strategy: Formally define and roll out your "Rules of the Game & Team Gold," establishing the 3-5 Core Values that guide all team behavior. LeadFlow™: Create marketing content that showcases your team and your "Rules of the Game" in action. Sales: Involve the Project Manager in the final sales meetings to ensure a smooth client handoff and cultural alignment. Project Mgt: Implement a weekly Project Review Meeting with a set agenda for the production team. Client Success: Implement a system for "Clients Weekly Wrap" emails to formalize communication. Team Dev: Focus on your own "Personal Performance," modeling the physical and mental fitness required to lead a growing team effectively. Milestone 05: Optimize & Delegate High-Value Processes GOAL: To refine your core processes for efficiency and delegate more significant responsibilities to the team, freeing up the owner for high-level strategy. Strategy: Give your PM or key team member P&L responsibility for their projects. LeadFlow™: Delegate the relationship management of one key strategic partner (e.g., an architect) to a team member. Sales: Delegate the full sales process for smaller, more standardized projects to a team member. Project Mgt: Launch the "Leverage Yourself from Site" initiative by empowering your PM to manage all subcontractor scheduling and on-site problem-solving. Client Success: Empower the team to resolve client issues up to a certain budget without needing owner approval. Team Dev: Implement the first phase of your formal "Onboarding Process" for the next new hire. Milestone 06: Plan the Leap to Stage 03 (Scaled) GOAL: To solidify team autonomy and create the strategic and financial plan needed to scale beyond $2.5M and build a formal leadership team. Strategy: Create the next-level Accountability Chart, defining the future leadership team roles. LeadFlow™: Develop a comprehensive marketing plan and budget designed to support the revenue goals of Stage 03. Sales: Create a formal commission or bonus structure for non-owner sales efforts. Project Mgt: Document a clear career path and training plan for your production staff. Client Success: Analyze client feedback data to identify one major area for system-wide improvement. Team Dev: Finalize the complete 90-day "Onboarding Process" and hiring plan for the next 2-3 strategic hires. PROGRESSION CHECKLIST This checklist validates your readiness to tackle the challenges of the Scaled stage. Our team consistently uses our PM software to manage project schedules, job costs, and client communication. Every team member has a clear Job Scorecard and is held accountable to their key metrics in regular reviews. The owner is no longer the only person capable of qualifying leads and managing the entire sales process. We can accurately track expected vs. actual profit on every job in near real-time, and the team understands the numbers. We have a regular cadence of productive team meetings that solve issues and drive the business forward, independent of the owner's constant facilitation. We have a documented strategic plan and the proven profitability to begin investing in a formal leadership team. We have implemented and follow "Your New Converting Sales Process" and can qualify prospects automatically. We "Back Cost All Projects" in our PM software and maintain a reliable "Cash Flow Forecast." Our "Project Management Software Stack" is the single source of truth for our team. We have defined our "Rules of the Game" (Core Values) and have a formal "Onboarding Process" for new hires. Every team member has a clear Job Scorecard, and we practice a system of "Accountability & Coaching." We have a strategic plan and the proven profitability to begin the "Leverage Yourself from Site" initiative and build a formal leadership team.
The company has a solid team and consistent revenue, but faces the complexity of managing a larger organization, requiring a shift from owner-as-manager to owner-as-leader.
- Lead effective leadership team meetings (e.g., EOS Level 10).
- Develop and manage the business via departmental budgets.
- Master annual and quarterly strategic planning.
- Foster leadership and management skills in your direct reports.
- Build scalable marketing and brand-building systems that attract both clients and A-Player talent.
LEVEL 03 Roadmap - (18-Month Plan)
This is your path to installing a leadership team that runs the business, freeing you to focus on the long-term vision. Milestone 01: Install the Leadership Operating System GOAL: To implement a formal meeting and reporting cadence that empowers your key people to run their departments and solve problems autonomously. Strategy: Implement a disciplined rhythm of "Quarterly Management Meetings" and weekly leadership huddles with a set agenda. LeadFlow™: The marketing lead reports their department's KPIs to the leadership team each week. Sales: The sales lead reports on their pipeline value, close rate, and revenue forecast. Project Mgt: The production lead now reports on aggregate Gross Profit, schedule adherence, and resource capacity. Client Success: The team lead reports on key client satisfaction metrics (e.g., NPS) and trends. Team Dev: Begin your "Leadership Leverage Coaching" by training your leaders on how to conduct structured "Performance Reviews & Critical Conversations." Milestone 02: Delegate the Entire Revenue Engine GOAL: To fully delegate ownership of sales and marketing outcomes to a leader who is accountable for hitting revenue and lead targets within a defined budget. Strategy: Create and implement formal departmental budgets for Sales & Marketing. LeadFlow™: Delegate full responsibility for lead generation to a "Marketing Sales Manager" who operates within an approved budget. Sales: Implement ongoing "Sales Scripts Training" for the sales team to ensure a consistent, high-end client experience. Project Mgt: Establish a formal feedback loop where production provides data to sales to refine estimating and protect margins. Client Success: Incorporate long-term client retention metrics into the sales and marketing departmental goals. Team Dev: The owner officially transitions out of any required role in the sales process, moving entirely to a coaching role for the sales leader. Milestone 03: Optimize Operations for Scaled Profitability GOAL: To find and fix the expensive, hidden inefficiencies that emerge in larger organizations by conducting a deep analysis of operational and financial data. Strategy: Conduct "Accurate & Detailed Financial Reviews" quarterly to identify trends and opportunities for "Profit Protection." LeadFlow™: Double-down marketing investment on the most profitable project types identified in your financial analysis. Sales: Refine your sales process to treat every "Quote as an Action Plan" designed to win the most profitable work. Project Mgt: Implement a formal system for managing "Pricing Variations (Change Orders)" to ensure every change is profitable. Client Success: Create a proactive system to manage and service high-value, long-term clients. Team Dev: Begin "Automating & Outsourcing the Reporting" by engaging with a specialized construction accounting firm or virtual CFO. Milestone 04: Build a Brand that Attracts A-Players GOAL: To shift your brand focus from simply attracting clients to also attracting top-tier talent, turning your company's reputation into a recruiting advantage. Strategy: Define and embed your "Company Culture & Codes of Winning" into your daily operations and hiring process. LeadFlow™: Launch a content marketing campaign geared towards potential hires with the goal of "Becoming the Number One Employer of Choice." Sales: Incorporate your strong company culture and team testimonials into the sales process to build client trust. Project Mgt: Empower PMs to lead initiatives that improve on-site culture and working conditions. Client Success: Use glowing client testimonials about your team as a core part of your recruiting marketing. Team Dev: Design and implement strategic "Bonuses & Benefits" plans (e.g., profit sharing) to retain your key leaders and A-Players. Milestone 05: Solidify the Strategic Planning & Budgeting Cadence GOAL: To implement a formal, disciplined annual and quarterly strategic planning process that is driven by the leadership team. Strategy: Create "Your 10yr Success Manifesto"—a clear, compelling vision for the future—to guide your formal Annual Planning session. LeadFlow™: The marketing department presents its annual plan and budget to the leadership team for approval. Sales: The sales department presents its annual revenue forecast and budget for approval. Project Mgt: Develop the "A-Z of Operations: Level 2" by having the production team document and refine all their core SOPs. Client Success: Set company-wide annual goals for client retention and referral rates. Team Dev: Achieve "Balance Sheet Mastery" by training the leadership team on how their decisions impact the company's overall financial health. Milestone 06: Plan the Leap to Stage 04 (Sellable) GOAL: To "stress-test" the leadership team's autonomy and begin installing the final systems required to make the business a truly transferable, high-value asset. Strategy: The owner focuses 80% of their time in their "Zone of Genius" while preparing the business for a "Boardroom Business Defence." LeadFlow™: The marketing leader handles a significant strategic decision (e.g., a major rebranding or new market entry) without owner input. Sales: The sales leader handles a major client negotiation or issue resolution without owner intervention. Project Mgt: Begin the process of codifying all departmental playbooks into the "A-Z of Operations: Level 3" master Company Playbook. Client Success: The leadership team handles a major client crisis or escalation effectively and reports on the resolution. Team Dev: The owner stress-tests the business's autonomy by implementing the "100 Day Holiday Method," taking a multi-week, completely disconnected vacation. PROGRESSION CHECKLIST This checklist validates that the business is a mature, leader-led organization, ready to either continue scaling or be optimized for a future exit. Our leadership team effectively runs the day-to-day business using a structured meeting and reporting cadence, with the owner not attending most departmental meetings. The company operates on a formal annual plan with departmental budgets that our leaders create and are held accountable for. My (the owner's) primary role has shifted from daily management to coaching our leaders and driving long-term, high-level strategy. Our brand and company culture are recognized assets that consistently attract both ideal clients and A-Player talent. The business is profitable and systemized to the point where it can run and solve significant problems effectively without me for 30+ days. We have a formal leadership team in place that is capable of taking on more strategic responsibility, preparing the business for its next evolution. Our leadership team effectively runs the day-to-day business using a structured "Quarterly Management Meeting" and reporting cadence. The company operates on a formal annual plan with departmental budgets that our leaders are responsible for creating and managing. My (the owner's) primary role has shifted from daily management to my "Zone of Genius," which is coaching our leaders and driving long-term strategy. Our brand and culture are recognized assets, and we are on the path to "Becoming the Number One Employer of Choice." The business is profitable and systemized to the point where it can run effectively without me for 30+ days, as proven by the "100 Day Holiday Method." We practice "Balance Sheet Mastery" and have engaged high-level financial expertise (like an outsourced CFO) to ensure data integrity.
This is the ultimate strategic track for the owner whose goal is true freedom. The focus shifts entirely from growing the business to systematically making it independent of them, maximizing its enterprise value for a future sale, succession, or transition into passive ownership.
- Codifying the entire business model into a comprehensive "Company Playbook."
- Developing and empowering fully autonomous leadership.
- Mastering corporate governance and strategic board-level oversight.
- Understanding and actively managing the key drivers of business valuation.
- Methodically planning and executing a long-term owner transition plan.
LEVEL 04 Roadmap - (18-Month Plan)
This is your path to installing a leadership team that runs the business, freeing you to focus on the long-term vision. Milestone 01: Codify the "Business-in-a-Box" GOAL: To extract all critical knowledge and systems into a comprehensive, transferable Company Playbook, embedding a "Kaizen" mentality of continuous improvement. Strategy: Create a visual "Systems Blueprint" that maps how all core business systems interconnect, forming the foundation of the Company Playbook. LeadFlow™: Fully document the annual marketing strategy, budgeting process, and brand guidelines for the new leadership. Sales: Codify the complete sales philosophy, pricing strategy, and commission structures for long-term consistency. Project Mgt: Finalize and lock all project management SOPs and quality standards, creating the master operations manual. Client Success: Document the complete client journey map and lifetime value strategy. Team Dev: Document the complete hiring, onboarding, and career development processes, solidifying your status as the "Number One Employer." Milestone 02: Develop Full Leadership Autonomy GOAL: To transition the leadership team to run the business using the playbook, with the owner stepping back from all operational decision-making to practice being a "Business Athlete". Strategy: The leadership team now independently drives the formal, disciplined "Quarterly Company Planning" processes. LeadFlow™: The marketing leader independently develops and pitches the next quarterly marketing initiative. Sales: The sales leader independently handles a major contract negotiation. Project Mgt: The production leader handles a major project crisis without owner intervention. Client Success: The leadership team manages a significant client relationship issue to resolution. Team Dev: The "General Manager Creates & Copy (Clones You)" milestone is achieved as your key leader runs daily operations with full autonomy. Milestone 03: Maximize Enterprise Value GOAL: To conduct a focused effort to clean up, de-risk, and optimize the business from a potential buyer's or investor's perspective. Strategy: Engage a third-party firm to conduct a formal "Business Valuation" to establish a baseline enterprise value and EBITDA multiple. LeadFlow™: Secure long-term marketing agreements or codify intellectual property to demonstrate sustainable lead flow. Sales: Lock in key clients with multi-year service agreements to de-risk future revenue. Project Mgt: Diversify the subcontractor base to reduce key-person dependency in the field. Client Success: Analyze and document client concentration to mitigate risk. Team Dev: Work with legal and financial advisors to begin "Structuring a Buy-In" or other strategic compensation plan (e.g., phantom equity) for the leadership team. Milestone 04: Build a Self-Sustaining Culture of Innovation GOAL: To ensure the business can continue to adapt and grow long-term by embedding the process of innovation into the leadership team's responsibilities. Strategy: Task the leadership team with creating and managing an annual "Innovation Budget" for testing new opportunities like "Showroom Strategies" or new divisions. LeadFlow™: The marketing leader is tasked with researching and presenting a plan to achieve "Complete Market Domination" in a key niche. Sales: The sales leader is tasked with developing and testing a new pricing model or service offering. Project Mgt: The production leader is tasked with implementing a major new technology to improve efficiency. Client Success: The team implements a formal Voice of the Customer (VoC) program to drive future service improvements. Team Dev: The leadership team develops the next generation of leaders from within the company. Milestone 05: Formalize the Strategic & Legal Framework GOAL: To prepare the business for a formal transaction by engaging external experts and ensuring all corporate governance is impeccable. Strategy: Establish a formal Board of Advisors to provide external guidance to the leadership team and explore future strategic moves like "Funding Developments." LeadFlow™: Conduct a legal review of all marketing claims, trademarks, and intellectual property. Sales: Have legal counsel review all sales contracts to ensure they are transferable. Project Mgt: Ensure all subcontractor agreements and insurance coverages are compliant and up-to-date. Client Success: Solidify all warranties and long-term service obligations in legally sound documents. Team Dev: Ensure expert management of "Sales Tax" and all other financial compliance, getting financials formally reviewed or audited by a CPA firm. Milestone 06: Execute the Owner's Transition GOAL: To methodically execute the owner's chosen transition path, ensuring a smooth transfer of ownership and a successful outcome for all stakeholders. Strategy: Finalize the definitive transition plan (e.g., management buyout, third-party sale, family succession plan) with legal and financial advisors. LeadFlow™: The marketing leader presents the marketing strategy and brand book to potential new owners or successors. Sales: The sales leader presents the sales pipeline and strategy to potential new owners. Project Mgt: The production leader presents the operational capabilities and the "Franchise Prototype." Client Success: The leadership team presents the client roster and satisfaction data. Team Dev: The owner formally transitions responsibilities according to the legal plan, focusing on personal "Investments" and enjoying "Quarterly Retreats for You & the Family." PROGRESSION CHECKLIST This checklist validates that you have successfully built a business that is a true, transferable asset, achieving the ultimate goal of owner freedom. Our entire business operation is codified in a comprehensive "Company Playbook" that allows the leadership team to run the business consistently. Our leadership team is fully autonomous, capable of strategic planning, problem-solving, and running the company without any operational input from me. We have a formal, third-party business valuation and have taken specific, documented actions to de-risk the business and maximize that value. The business's ongoing success and key relationships are no longer dependent on my personal involvement, knowledge, or reputation. I have a legally sound, documented transition plan and have successfully begun to execute it, formally shifting into my desired new role (e.g., Chairman, investor, or fully exited). Our business operates as a "Franchise Prototype," codified in a Company Playbook that allows for consistent replication and execution. Our leadership team is fully autonomous, proven by the "General Manager Creates & Copy (Clone You)" milestone being achieved. We have a formal, recent "Business Valuation" and have taken specific actions to de-risk the business and maximize that value. A plan for "Structuring a Buy-In" or other long-term leadership incentive has been implemented. I have successfully transitioned into my desired new role, with the business having achieved its "Defined BMI (Business Maturity Index)" and operating as a true, independent asset.
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