The 80/20 rule that’s quietly driving construction profits

Most construction company owners think the answer to growth is working harder, doing more, and saying “yes” to everything.

But that mindset leads to burnout, not profit.

In reality, 80% of your profits come from just 20% of what you do.

Once you identify that 20%, your path to scaling becomes sharper, faster, and far less chaotic.

Let’s break it down.

1. Project Selection - Profit Starts Before the Job Does

Every builder has taken on a project they regret.

• The client was unclear

• The scope kept shifting

• The margin disappeared

It’s easy to rationalize bad-fit projects when you’re hungry for work. But they cost far more than they’re worth in dollars, energy, and opportunity cost.

On the flip side, there are always a few jobs that carry the entire year. These are the ones that:

• Aligned with your strengths

• Had clear budgets and timelines

• Delivered excellent margin with low friction

We find that tracking GP/week (gross profit per week) is the best way to spot them. Unlike total job size, this metric tells you which projects are actually efficient, not just large.

2. Project Controls - Plug the Leaks Before They Drain You

Profit doesn’t vanish at the end of the job, it leaks out early.

• Procurement delays that push everything back

• Scope creep that goes unaddressed

• Budget updates that no one owns

Without tight controls early in the job, you’re playing catch-up the entire time.

Top builders use simple systems to stay ahead:

• Weekly budget check-ins with PMs

• Procurement tracking sheets with order dates and install windows

• Dates & Gates: clear milestones tied to key decisions

A few disciplined actions upfront can save 6 figures on the backend and shave weeks off your schedule.

3. Team Accountability - Results Don’t Come from Busy Work

Your A-players drive the majority of your results. But without direction, even the best team members get lost in noise.

That’s why we push all our clients to use MSRs (Monthly Scorecard Reviews).

This isn’t about adding pressure, it’s about adding clarity.

• Each role owns 1–2 key metrics

• Those metrics are reviewed monthly

• Every number ties back to a business outcome (not just activity)

Whether it’s your Estimator’s backlog value, your PM’s GP/week, or your Biz Dev’s conversion rate, the goal is focus.

How to Apply the 80/20 Rule This Week

Here’s your 10-minute audit:

1. List your last 5–10 completed jobs

2. Calculate GP/week for each one

3. Highlight the top 1–2

4. Identify common traits (client, size, clarity, team, scope)

5. Use those traits as your “Yes/No” filter for all incoming work

Even if lead flow is strong, protecting capacity is key. The wrong job can derail your margin and distract your team.

Want Help Applying the 80/20 Rule to Your Business?

One Highspire client took this exact approach.

They reviewed their last 10 jobs, cut out the bottom half (based on GP/week), and refocused their sales team on a clearer project profile.

Result: Within 90 days, their GP/week improved by 15% without adding staff, marketing spend, or project volume.

The only change? Better decisions upfront.

👉 Book a strategy call and we’ll help you boost margins by identifying your top projects, creating a work filter, focusing your team with reviews, and implementing simple controls.

Forward always,

Paul Atherton

CEO and Co-Founder of Highspire