Why Australian Builders Need a Dedicated Business Coach for Builders Right Now

Introduction

It’s Nathan Baws here. I have started 15 businesses, been on Shark Tank three times, held a Guinness World Record for sitting in ice, and still answer every single phone call and email myself. No assistants, no “client success managers”, no hand-balling you off to someone who’s never swung a hammer.

If you’re reading this at 10:37 pm on a weekday because you’ve just finished reconciling last month’s retentions and realised you’re working harder than ever for less money-welcome. You’ve found the one business coach for builders who actually speaks your language.

I’m writing this the way I’d talk to you over a coffee at the servo after knock-off: straight, honest, and with a bit of humour because if we can’t laugh at a 38 % jump in the price of LVLs, we’ll all cry.

Key Takeaways:

• The four numbers that are quietly killing most building businesses right now
• Why 90 % of the coaching ads you see on Instagram will waste your money
• The dead-simple cash-flow fix that gave one of my clients in Townsville an extra $187,000 in the bank last financial year
• How to price jobs in 2025–26 without leaving money on the table
• The exact questions I ask every new client on our first call
• Plus a stack of FAQs at the end that I actually get asked every week

Let’s jump in.

The Four Numbers Quietly Killing Australian Building Businesses

Every week, I jump on a call with a new builder, and within ten minutes, we pull up these four numbers. Nine times out of ten, at least two of them are flashing red.

1. Average debtor days (should be under 38 – most are sitting on 58–72)
2. Gross profit before overheads on the last 10 jobs (should be 34–38 % residential, 22–26 % commercial – most are low 20s or worse)
3. Cash in bank vs current liabilities (should be at least 1.5 1 – most are 0.6 1 or less)
4. Owner’s hours worked per week (should trend down as the business grows – most owners are still doing 65–80 hours)

Fix those four, and everything else-stress, marriage problems, Friday afternoon heart palpitations-starts sorting itself out.

Why Most “Business Coaches” Are a Dangerous Waste of Money for Builders

I get tagged in coaching ads daily. Shiny funnels, Lambos, “10x your business in 90 days”. Mate, if someone tells you they can 10x a building company in 90 days, run. The only thing that grows that fast is a variation claim from a difficult architect.

A genuine business coach for builders has dirt under their fingernails (even if it’s metaphorical these days). They know what a PC sum is. They know why you can’t just “raise your prices 20 % tomorrow”. They’ve personally signed the front of a payroll tax cheque when it bounced.

The Cash-Flow Fix That Actually Works

Here’s the one that changed everything for a volume builder I work with in South-East Queensland.

Old way: Invoice on the 25th → paid (maybe) on the 20th of the following month → 10 % retention held for 12 months → average debtor days 68.

New way we implemented in one afternoon:

• Fortnightly progress claims (perfectly legal under the contract)
• Same-day invoicing of approved variations
• 2 % prompt payment discount offered (and taken by 60 % of clients)
• Retention money invested into a 5.1 % 90-day term deposit the day it’s deducted

Result: Debtor days dropped from 68 to 31. Cash in bank went from $42k to $229k in nine months. Same turnover, way less stress.

Pricing Jobs in 2025–26 (The Formula I Use With Every Client)

Material costs are still jumping, labour is tight, and insurance is through the roof. Here’s the formula we now use:

Direct job costs × 1.62 (residential) or × 1.45 (commercial) = minimum tender price (That markup gives you 38 % GP residential or 26 % commercial before overheads)

Then add contingency: 5 % wet weather buffer (QLD/NSW summer) 3–4 % for latent conditions on renos 2 % for “client changes mind” tax

One of my Sydney clients thought he was being “greedy” quoting this way. Twelve months later he’s turning over the same dollars with half the jobs and banking triple the profit.

The First Five Questions I Ask Every New Client

1. What did you personally take home last financial year after tax and super?
2. How many hours are you actually working (be honest)?
3. When was the last time you had two weeks off without checking emails?
4. On a scale of 1–10, how confident are you that the current job will finish on budget?
5. If you got hit by a bus tomorrow, would the business survive six months without you?

If you can’t answer those quickly and confidently, we’ve already found the starting point.

Marketing That Works When You Hate Marketing

You don’t need dancing videos. You need phone calls.

Three things that never fail:

1. Google Business Profile done properly (I’ll show you the checklist)
2. The “past client” email/SMS sequence I’ve used since 2012
3. Turning up to industry breakfasts with a handful of business cards and actually talking to people

A chippy in Tamworth I work with gets 70 % of his work from past clients and referrals. Zero dollars spent on advertising last year.

Building a Team That Stays

A Good business coach for builders is rare. When you find one, lock them in.

What actually works:

• Pay 10–15 % above award once they’ve proven themselves
• $150 weekly attendance bonus (miss a day without a medical certificate, lose the lot)
• Annual profit-share paid in cash before Christmas
• Tool allowance and decent wet-weather gear supplied

I’ve got clients who haven’t lost a decent worker in three years using that exact recipe.

The Sustainability Conversation (It’s Not Going Away)

Clients are now asking for 7-star ratings before they’ve even chosen a builder. The ones who fight it are the ones who’ll be playing catch-up in 2028.

Start with the easy wins:

• Pre-wire for solar on every new house
• 5,000 L slimline tank on rural jobs
• Double-glazed windows as standard on anything over $800k

One of my Central Coast clients now brands himself “Future-Ready Homes” and charges a 10–14 % premium. He’s booked out until September 2026.

When You Know It’s Time

You’re ready for a proper business coach for builders when:

• You’re doing well over a million bucks and still doing your own quoting at 9 pm
• The missus looks worried every time the bank balance drops below $50k
• You’ve turned down two good jobs in the last month because you’re “too busy.”
• You can’t remember the last time you had a weekend completely off-site

If that’s you, let’s talk.

Conclusion

I didn’t get into coaching because I love Zoom calls. I got into it because I’m sick of seeing good trades people and sheilas who can actually build-go broke, or burn out. After all, no one ever taught them the business side. Everything I teach comes from doing it myself: the wins and the stuff-ups.

If you want someone who’s going to shoot straight, call you out when you’re the bottleneck, and help you build a business that eventually runs without you being on the tools 70 hours a week, I’m your man as a business coach for builders. Visit my website at https://nathanbaws.com/ and let’s have a 15-minute chat.

FAQs

Do I have to be making millions to work with you as a business coach for builders?

No. I’ve got clients with turnover from $700k right through to $38 million. The sweet spot is usually $1.2–$8 million because that’s when the problems are big enough to hurt but small enough for us to fix them fast.

How much does a business coach for builders actually cost?

Depends on what you need. Some blokes just do a one-day intensive with me ($4,800 + GST) and walk away with everything they need. Others want ongoing support-usually $2,500–$4,000 a month. We work it out on the first call. No locked-in contracts longer than three months.

I’m busy. How do I find time for a business coach for builders?

That’s the whole point. Most clients free up 15–25 hours a week within the first 90 days by getting rid of the extras they shouldn’t be doing.

Can you help if we’re a husband-and-wife team and she does the books?

Love those setups. Half of my best results are husband-and-wife teams who finally start speaking the same language about money.

What if I’m in the middle of nowhere-Alice Springs, Burnie, Weipa?

Doesn’t matter. Everything’s Zoom and phone. I’ve got clients in more regional towns than capital cities.

Do you guarantee results as a business coach for builders?

If we work together for six months, you do what we agree, and you’re not noticeably better off and happier, I’ll keep working with you for free until you are. I’ve never had to use it yet.

I mainly do renovations/extensions-does that matter?

Yes, half my clients are renovation guys. Variations are my love language.

What if I just want help fixing my quoting?

We can do a fixed-price “Quoting & Margins Intensive”. In three sessions, we rip apart your last ten jobs, rebuild your spreadsheet, and you’ll add 8–18 % to the bottom line straight away.

My Father started the business 35 years ago. Will a business coach for builders work for us?

Some of my favourite clients are second-generation businesses where Dad’s ready to step back but doesn’t know how. We make it happen without family fireworks.

How do I know we’ll get along with you as a business coach for builders?

Book the 15-minute call. If we don’t click, I’ll tell you straight up and point you towards someone who might suit you better. Life’s too short for bad fits.