The Millionaire Contractor Coach™

Saturday Newsletter

May 16, 2026

Read on my website ⏱️ Read Time: 04 minutes 02 seconds

Contractors don’t understand this important number

I Asked a Room Full of Contractors One Question

Their answer surprised me.

The Builder to CEO Cash Flow Accelerator Summit is officially in the books.

If you've been following me on LinkedIn, you've seen me documenting my road trip from Maryland to Florida. My wife and I have been towing our RPOD behind the Jeep with stops in Virginia, Charlotte, Savannah, Gainesville, and finally our destination, Tampa.

Two days. A dozen contractors from across the U.S. and Canada (yes, we can officially declare this an international event). Every single one of them is running fast-growing businesses back home while sitting in that conference room.

Here's what I expected: phones buzzing constantly. People stepping out to handle crises. Quick check-ins with crews. The usual chaos that comes with being a successful contractor who can't afford to be away from the business.

Here's what actually happened: nothing.

Phones down. Locked in. Completely present.

At every event I attend, people are constantly on their phones during sessions. But not here. These weren't people going through the motions. They were there to learn, grow, and transform their businesses.

That kind of focus? It's rare. And it tells me something big is coming when they get back to their operations.

The Most Important Number

Midway through Day 2, I started asking contractors individually: "What's the one number you thought you understood but really didn't?"

I expected different answers from different trades. The heavy civil guy would say cash flow. The electrical contractor would mention job costing. The painter would talk about labor efficiency.

But the same answer kept coming up: Gross profit margin.

Not net profit. Not revenue. Gross profit margin.

The answer didn’t surprise me.

Gross profit margin is the number that separates contractors who grind from contractors who profit. It's the difference between working IN your business and owning your business.

Here's the thing about gross profit margin that most contractors miss: It's not just a percentage on a report. It's your business model in one number.

It was a mic drop moment when I showed them how a 3% margin improvement for a $15 million contractor generated an additional $450K in bottom-line profit without a single dollar of additional revenue.

The contractors in that Tampa room? They now understood the power of gross profit margins as the key to unlocking cash and becoming a millionaire contractor.

No wonder they felt like they were working harder but not getting ahead.

Day 2 Takeaway – It’s about community!

When we went around the room at the end of Day 2, here are some of the takeaways:

→ Hiring a dedicated bookkeeper (finally)

→ Implementing SOPs and building an actual org chart

→ Creating a financial blueprint with the 7 numbers that matter, not the 70 that don't

→ Restructuring pricing to protect margins

→ Building systems to track the numbers that actually drive profit

But one theme came up again and again, and it had nothing to do with numbers:

"Running a business is really difficult. Being in a room with others facing the same challenges? That was a difference maker."

See, here's what Jerry Aliberti and I learned: We built this summit to help contractors connect field and finance. What we didn't expect was how much the connection between contractors would matter just as much.

These men and women deal with the same problems: crews that don't show up, customers who don't pay, suppliers who raise prices overnight, and weather that shuts down jobs.

But they usually deal with them alone.

In Tampa, they weren't alone. They were in a room with people who get it. Who've been there? Who understands the weight of making payroll every two weeks?

That connection? It's powerful. And it's something you can't get from a webinar or a book.

Now, a word from our sponsors…

Before I wrap this up, I need to say thank you to the people who made this summit possible:

Mobilization Funding wasn't just a sponsor – they were incredible hosts. Scott Peper, Drew Aldridge, and Autumn Sullivan opened their doors and made us feel like family.

Chuck Mazzanti and Warren Cleveland taught us about captive insurance and how to manage one of the highest costs and risks in our businesses. Eye-opening stuff.

And Jerry Aliberti? My co-host and partner in this crazy idea. None of this happens without him.

But the real stars were the contractors who showed up. Who invested two days away from their businesses. Who were vulnerable enough to admit they didn't have all the answers.

Tampa delivered. Now it's their turn to deliver for their businesses.

You don’t know what you think you know

So here's my question for you:

What's the one number you think you understand but really don't?

Is it gross profit margin? Cash flow conversion? Days Receivables?

Most contractors are looking at 70 different numbers every month and missing the 7 that actually matter.

The contractors in Tampa? They're going home with clarity on exactly which numbers to focus on. And more importantly, what those numbers should be.

If you want that same clarity, I've got something for you.

Talk soon,

Patrick Shurney, MBA | The Millionaire Contractor Coach™

Helping Contractors Become Bankable, Bondable, & Capital-Ready

P.S. - Want to know your 7 Numbers – the ones that separate millionaire contractors from everyone else? Take the assessment HERE. Two minutes. Shows you exactly where you stand and what to focus on first.

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About Me:

As a veteran in financial coaching with over 30 years of corporate banking experience, my mission is to help you become a Millionaire Contractor by mastering just 7 numbers so you can keep more of what you earn and build generational wealth.

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Here’s how I can help you:

1. Profit Blueprint Program: Get your finances sorted and build out a 3-year financial roadmap in the next 30 days.

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