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Getting Started With The Rich Contractor

How To Make $100,000 A Year

Welcome to the Rich Contractor, the ultimate business resource for contractors, service professionals, and those who dream of some day dumping their dead-end job in exchange for the wild world of small business ownership.  Consider yourself lucky, because you’ve just found the playbook that I wish had been available to me when I was getting started.

Tight on time and want to skip the introductions?  That’s fine.  Here are links to great content that you can jump into right away:

Just getting started with your business?  Read How To Become A Contractor.

Need more jobs?  Read How To Start A Blog for beginners and learn how to make your phone ring off the hook.

Have plenty of work but still not making the income you desire?  Read How To Price Your Services For Maximum Profit.

Want to learn more about me and my blog?  Read on…

MY ROUGH START

Around the time of my 30th birthday I decided that it was time to rock the boat, so to speak.  My day job was sucking the life out of me, and the idea of breaking free and starting my own business was the only thing that got me through each workday.  Finally, after years of dreaming about it, I got off my butt and did it.  I started my own home services business.  But it wasn’t a walk in the park.  I was tackling an industry in which I had little experience, and I was clueless about how to get started and how to run the operation.  Searching the internet for answers, I realized that there wasn’t much in the way of helpful information on the web for people like me.  I also noticed that many of the other contractors in my city were just as “lost” as I was when it came to running and marketing a business.

I PERSEVERED

Well, I forged ahead with my new business anyway.  I learned a lot during those first few years and devoted myself to consistent improvement whether it came to marketing, customer service skills, or simply running a more streamlined operation.  As time went on my tenacity and willingness to learn began to pay dividends, and I eventually became one of the most highly-regarded professionals in my chosen niche worldwide.

But it still nagged at me that so many of my new-found friends and peers in the contracting industry were having a difficult time with their business.  I realized that many of them were still as lost as they had been years earlier, and would always struggle financially unless they learned a new way.  I knew that it was time for somebody to step up and develop an online resource that was truly helpful and comprehensive, and since I had some basic web publishing knowledge and the work ethic to see it through I decided that person would be me.

THE RICH CONTRACTOR IS BORN

So I started RichContractor.com towards the end of 2007, my primary goal being to educate, inspire, and empower other contractors and would-be contractors who were eager to succeed but lacked basic business know-how, just as I did years before.  The rest, as they say, is history.  It’s now one of the most authoritative sites in the world on the subject of starting and running a successful contracting or home improvement business.  So how can it help you?

Well, let me point you toward a few different entry doors:

Door #1:  If you want to become a professional contractor but haven’t started yet, first read my epic post about how to become a contractor.

Door #2:  If you’ve already started your business and need help with marketing or getting new business, I would suggest you begin by reading my posts about starting a blog, getting free construction leads, and choosing construction business cards.  You should also check out how to get projects through realtors, which is a fantastic tutorial by Jonah from Canter Construction in Charleston.

Door #3:  Other popular points of entry include my rant about how to make a lot of money and my comprehensive introduction to nailing contractor leads.

Then just keep working your way through the site.  There’s a mountain of information available to you here, so you’d be wise to bookmark the site for later reference.  Well, that’s all for now, folks.  Now go grab a cup of coffee and start reading…it’s time to turn that dream of entrepreneurship into a reality!

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I recently had the opportunity to interview a contractor who has grown his business from $500,000 to $2.5 million a year in sales over the span of four years, largely because he began to reach out to mentors. Check it out:

1 – How exactly has having a mentor(s) been beneficial in growing your business at such a rapid clip?

Goal setting was the biggest thing.  My mentor had me envision where i wanted to be in 12, 36, and 60 months. I answered with a very conservative number, he then had me rethink the numbers without any possibility of failure, and my figures or “goals” instantly increased. My next step was to share these goals with my staff and keep a score card (white board) in the office which I saw every day but my employees also saw, keeping me accountable for the target sales. The data was updated regularly, and this allowed me to make the proper decision every day on how to distribute my time. I wanted to go to the jobs and put my nail bags on, but if my sales weren’t where they needed to be I would focus more on finding more work. This also allowed me to rely more on my employees which in turn gave them more ownership of the projects.

2 – For those who have never approached a potential mentor before, what are some best practices for how to go about it? Any big do’s or do not’s?

The most important thing about utilizing a mentor is to be humble and to listen. When they give you advice write it down. Implement their advice; my mentors were multi-millionaires in their fields, and I would listen intently and take notes.  When I had questions regarding a specific topic I would always start by referring to something they had told me prior and how I implemented that advice into a specific scenario I had encountered and whether or not it had worked for me. Mentors are willing to give you their time but not if you don’t listen or they feel you are looking for the easy answer. Every mentor I have has worked very hard for their success – respect that and you will learn from every discussion.

When approaching a new mentor, do so in a way that is very specific – do not generalize. One of my mentors is in the restaurant business, and he became my mentor due to asking specific questions about retaining employees.  This grew and developed into an ongoing mentorship that I continue to utilize. Most of my major decisions do not happen until I have gotten input from this person.

Be able to share your results from the mentor’s advice, and let them know you’re listening and trying to utilize their input.

3 – What kind of help should one realistically expect from a mentor in the industry, and what can you do to make it a win-win for both parties instead of just using the mentor and giving nothing back?

First of all, the mentor does not need to be from the same industry.  In fact some of the best advice I’ve received is from mentors that have nothing to do with construction, which is one of the greatest lessons I’ve learned. To be a good contractor you don’t have to be good at building but rather a good businessman.

The amount of help you receive is directly accountable to how you implement the advice. If you are willing to accept the help and forego any ego you may have, you will benefit.  That is why you seek out mentors that are already where you see yourself headed to.

In order to make a win win scenario for you and the mentor, update them with results you’ve achieved from their advice. When I’ve mentored young contractors, the most rewarding moment is when they call me and tell me how successful their last project was due to utilizing something I had shared with them. Regardless the size of the success for them, it always puts a smile on my face that they listened to my advice and it paid out for them.

4 – Other than reaching out to mentors, are there any other pieces of advice you’d like to offer up to those who are trying to make a go of it in remodeling / building? Something you wish you had known when you first started?

I think the biggest thing I wish I had known going into business for myself at the age of 19, was that no matter how skilled I was at building, there is so much more to running a business.

Anyone that is thinking of starting a contractor business should read the book “the E myth”.  It will change your life. Most people start out in the trades and once they have achieved a level of skills they feel is beyond that of their employer they feel they should be ready to start their own business. If you were to look at most of the top construction companies, not one of the people running the business could build a dog house, yet they run companies building some the greatest architectural achievements of our time.

One of the biggest points I would suggest is to invest in self growth: books, CDs, anything to motivate you is worth it. Before any sales meeting I always listen to Donald Trump’s “think big” CDs.  He is not my favorite person, but he thinks big and motivates me to do the same.

Before I started reaching out to mentors, I hired a business coach at 200.00 per hour.  That seems crazy and I agree, but the things I learned from him increased my bottom line multiple times more than what I paid him.

Strive to improve yourself daily, set goals and post them somewhere you see them everyday.

No matter what you want to do, someone has done it and most likely written a book about how to do it. Learn to ask the questions that give you the information you need to succeed.

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This is a guest contribution from Jonah Canter of Canter Construction.

The title sums up this article perfectly. I had my website up and running for about six months at the time and was sending all of my clients and realtors to look at pictures of my work. We were strictly referral based and got no organic traffic from the Internet and I was fine with that. We had plenty of work coming in through our realtors and I primarily used my website as a glorified photo studio.

It was on one day that I received two phone calls where the people said they searched for my website but it looked like an older man owned it in another state. This confused me, so I searched my company name and realized that the top result was displaying this other construction company with almost my same domain name. Naturally, being the optimist, I thought the easy course of action would be to purchase the domain from these individuals as it seemed that it was an older website and they didn’t update it often. So thus, I set off on a friendly phone call to gauge the interest. In doing so, I learned we were somehow fifth cousin related and when I asked about the option of purchasing the domain I was completely shut down with an answer of “absolutely not” and click. They didn’t even wait to hear what I was about to offer them.

So this got me a bit jaded at first and then frustrated that my clients were being sent to someone else’s site. And hence the title, hell hath no fury like me scorned. I went about trying to figure out how to bury their website in the search results and to promote my own. Little did I know at the time that in doing so I was essentially going to launch my construction company from being just another name and into being a top search result for contractors in my area.

Multiple Listings

I set off in search of as many sites to list my company’s information on. I created a Google Business and Bing page and added as many keywords, tags and photos of my work as possible. I then went to searching from contractor specific sites and listed my company and services on the likes of BuildZoom, Porch, Houzz, Manta and others in an attempt to cast the widest net of keywords and pictures. I did not pay one fee to list on all of these sites, though companies offer services to post on multiple sites for a set fee…for those of you who are lazy. Over the period of about one month I had put all of my information on the major sites and then sat back and waited.

Initial Findings

For the first two months nothing much happened in the search results. The other company was still listed ahead of me in a keyword search by name but I did start to realize that the 8th and 9th spots on Google were populated with two of the contractor specific sites info on my company. So Google had started to index these findings and at least they were coming up from a relevance perspective. This still wasn’t good enough so I decided to dig a little deeper.

 Phase Two: Review, Review, Review

Porch, initially offered you the ability to list on their page for free and allow customers to find you through project photos and your area of expertise. They had a specific relationship with Lowes that had kiosks in their stores that would help homeowners find contractors for projects while they were in the store. Their initial plan was that you could pay a fee to be one of the preferred contractors for certain zip codes and they would promote you in the kiosks. I did not bite on this originally but thought they had the best website for displaying content that was slick and intuitive so I started sending clients (who did not find me on Porch) to that website to review our services. I ended up having around 16 five star reviews and started getting a couple of calls from people who had said they found me on the site and the reviews of our services were excellent. Now, back to the Google search and now Porch started showing up as the third result when I did a keyword search of my company name and it included the highly rated reviews from the Porch website.

This was great and still permeates today in a search of my company even though I don’t use Porch any longer and they have changed their business model. I also started to send more clients to Houzz to spread the reviews out and this also started to help the search results percolate.

Update your site monthly

Google picks up on new pictures, text and other items related to your site and will start to index those. I choose to add new pictures on a monthly basis not only to keep the site fresh and show new work but also for help in the search process for potential clients. I watched my Google analytics and tried to understand my clients behavioral patterns. Most of my clients pop into my site, click on projects and pop out. So knowing that is the behavior I tried to accommodate that in my website and am actually in the process of adding a completely new theme to influence activity which again can help out with search results. I also made the contact portion a one click option and our number is easy to get at from the first page. It is important to try and capitalize on as many hits to your site as possible in the form of a call or email from a perspective client.

The Google Reviews

 Call me dumb but it didn’t occur to me until after getting 16 reviews on Porch that I should have been focusing all my efforts on my Google Business account. Job after job I started asking clients to review my services on Google. This was an easier “ask” than on other sites. Most people have Gmail accounts already and it doesn’t require them to have to sign up for something in order to review you. It’s clean, easy and doesn’t take them much time, which is what you want when you are asking for a favor. Over about a year’s time I was able to pick up twenty, five star reviews from clients with great testimonies. From here, I started to see my keyword search results finally at the top of my search…and then the phone started to ring.

Organic Searches

 I won’t even begin to try and understand the tangled line of code that it takes to bring back search results for you on Google. Many claim to understand it, charge you for SEO (Search Engine Optimization) but at the end of the day Google changes its algorithms all the time so you have to be ever evolving to keep up. The one thing I did learn is that if you cast the widest net out there (put your company on as many sites as possible) and you start to get reviews from different sites, Google does start to stack rank those against what a person might be looking for. So for instance, people started to search “General Contractor+James Island, SC” and Google would bring back results for my business, because it was highly rated and within that town. So it took different, ambient data points and tied them together in order to display the relevance of what it thought the person was looking for. The more people that clicked on my site from a search like this the more Google started to think this is what they wanted from that search and so others started to have my company show up in their search results.

I started to get more calls on a weekly basis. Before, every person that called me would say “I got your name from so and so” and it was strictly a referral. Now, I was getting calls where they told me they did a Google search and they loved the reviews and pictures on my website and said I was a the most top rated contractor in the area. They felt very comfortable calling me based on the review they had read.

Magic or Tenacity?

Magic? Maybe or more likely the will and desire to try and promote my business led to unintended yet very positive consequences. Today I see about 40% of my business come from organic Google searches and the rest come from referrals and I could not be happier to have it that way. My business exposure has increased exponentially and people who found me on an organic Google search, and loved the work I did for them, are now referring me to family and colleagues. I have yet to ever cold call or do any advertising and the individuals who reach out to me already have a sense of quality and trust based on reviews and other peoples experiences. So what started out as an endeavor, born out of frustration, ultimately led me to learning how to grow my business.

Conclusion

 TLDR Keys to success:

  • Put your company on as many sites as available. Don’t pay to put your info anywhere.
  • Reviews are crucial and don’t hesitate to spread the wealth to multiple sites. Just make sure that when you send someone to a site that it’s an easy process or they won’t review you.
  • Update your content periodically. I update new pictures once a month on my website and I cannibalize the entire website once a year by changing the theme out to keep it up-to-par, clean and easy to use. This helps with indexing on Google and relevance and is money well spent.
  • Review your Google Analytics and understand your clients behavior patterns and accommodate your site for that. This can directly affect search relevance and behavior from my experience.

Disclosure

I don’t endorse any of the named sites in this article other than my own, Canter Construction! All of the statements and assumption are based on my experience as a guy learning as I go and sharing in the positive results that I see. Results will vary per individual and can even vary on geography because of how Google relevance works. In certain cases, searching my company from another state still populated the other company first while searching my state or city had my company first. As I said before, its not science but these steps can help you obtain desired results. My goal is to help others with their own businesses through my own experiences. We need to start leveraging the community of contractors and not hoarding secrets to success!

Lastly, I do not fault the other construction company for not selling or even entertaining an offer from me of their domain nor do I wish them any ill will. I would not sell anyone my domain name today so I completely understand where they were coming from. I would actually like to thank them for pushing me over the edge, in a good way, to learning how to grow my business and share in my success with you all!

I love questions and comments and will respond to each an every one of you. Also be sure to check out other sections of the Rich Contractor site for other helpful ideas and tips for success.

Jonah CanterJonah Canter is the owner of Canter Construction, a full service contracting and renovation company. For more information on this article or for general questions you can reach him directly:jonahcanter@gmail.com or visit his website http://www.canterconstructionsc.com

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This is a guest post from Randal DeHart at FastEasyAccounting.com.

I have been involved with construction beginning in the mid 1960’s as a kid working in the family construction company through the present time.

Over the decades I have gathered and documented a comprehensive list of terms that describe construction. Some of them are meant to bring a smile to your face, some are serious and the rest I hope are simply entertaining.

This Article Contains Definitions That Begin With The Letter “S,T,U,V,W,X,Y,Z”

Salt Of The Earth Contractor – Has up to three construction workers and is one of the Four Types Of Contractors

Salesperson – Amateur sorter

Sales Process – Documented system for acquiring new clients for the Firm

Shoe Salesman Contractor – Someone skilled in servicing, repairing and being a handyman for houses, commercial buildings and other structures

Signer– Someone other than the business owners with access to your bank account to pay bills or make tax payments….NEVER EVER A GOOD IDEA because everyone runs short of cash and the temptation to “Borrow” with the “Intention” of putting it back is having a high calorie snack with the intention of exercising later to get rid of it!

Simple Plans – Drawings showing what the finished product would look like if it were built in Heaven.

Solution – Properly setup and maintained QuickBooks For Contractors file

Sorter – Professional Rain Maker

Spending Vs. Investing – Poor contractors spend money and wealthy contractors invest money. Why spend money on bad bookkeeping when you can invest money on professional contractors bookkeeping services and in the process learn how to increase sales and profits for years to come. Don’t just spend money of fuel for your equipment and vehicles understand when it makes financial sense to replace them.

Strategic Bookkeeping Services – Bookkeeping services for construction that understands and applies principles of profit and growth strategies

Strategy of Preeminence – Contractor with the clients best interests in mind

Strike – An effort to increase egg production by strangling the chicken

Success – A few simple disciplines practiced everyday

SWOT – Knowing the company’s Strengths / Weaknesses / Opportunities / Threats and what to do about it

Tax Preparer Doing Construction Bookkeeping – QuickBooks setup to make doing tax returns easy while greasing the rails for the contractor to go broke focusing only on reducing taxes not cash flow and profitable jobs.

Tenant Improvement – Bid, award contract, work day and night, pressure, pressure, pressure, done!

The Contractors Accountant – Someone who cares about contractors and their well-being, Randal DeHart

The Contractors Cash Management Accountant – Shares keys to peace of mind by showing you how to optimize your cash flow by properly managing receivables, payables, payroll, payroll tax reports, Washington State sales tax reports, Department of Labor and Industry returns, 941 quarterly returns, 940 annual returns, W-2 and W-3 returns in your construction business regardless of the economy, Sharie DeHart.

The Contractors Profit And Growth Accountant – Shares the keys peace of mind by showing you how to optimize your bottom line profits by spending five minutes a day reviewing the Five Key Performance Indicators (KPI) of your construction business performance. And by regular phone and/or in person strategic consulting sessions where we focus on what your company needs to do to help you achieve your definition of success, Randal DeHart

TSheets.Com – A Time Card Calculator That Actually Works

Unlicensed Contractor – Someone who thinks they can save their customer money by scamming the system with supposedly lower overhead than likened contractors. All too often they provide FREE labor and material because they cannot sue customers for payment.

Warranty Work – The project that never ends

Wealth Prevention Tool - Bad Bookkeeper who does everything possible to make certain business owners a paid the same or less than the Bad Bookkeeper.

Wealthy Contractors – Work on building relationships and innovating (faster/better/cheaper)

Wealthy Contractors – Have million dollar conversations with their mentors

Wealth – Not working because you have enough cash to live the rest of your life

Working On Wrong Stuff – You can’t get rich with your head in the ditch

World Of What Is – We live in a world of what is, not what should be

You Can Be Right Or Rich, Pick One – You cannot be both. You pick one on purpose or by default. The more you want to right the less you will be rich and the reverse is true

 

About The Author:

Randal DeHart

Randal DeHart, PMP, QPA The Construction Accountant. Randal DeHart, PMP, QPA is the co-founder of Business Consulting And Accounting in Lynnwood Washington and Fast Easy Accounting. He is the leading expert in outsourced construction bookkeeping and accounting services for small construction companies across the USA. He is experienced as a Contractor, Project Management Professional, Construction Accountant, Intuit ProAdvisor, QuickBooks For Contractors Expert and Xero Accounting Specialist and Bill.Com Certified Guru. Visit http://www.fasteasyaccounting.com/ to learn more. Follow Randal on Google+

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This is a guest post from Randal DeHart at FastEasyAccounting.com.

I have been involved with construction beginning in the mid 1960’s as a kid working in the family construction company through the present time.

Over the decades I have gathered and documented a comprehensive list of terms that describe construction. Some of them are meant to bring a smile to your face, some are serious and the rest I hope are simply entertaining.

This Article Contains Definitions That Begin With The Letter “P,Q,R”

PAM – Production / Accounting after checks bounce and letters for back taxes / Marketing word of mouth

Personal Assistant – Someone who works part time with big red “S” on back of their cape (Superman / Superwoman) able to run personal and business errands, answer phones, make deliveries, clean restrooms, take messages, memorize a verbal list of to-do items from contractor without writing any of them down, schedule jobs, listen to customer and staff complaints, babysit children and pets, wipe runny noses, clean up spills, make and serve coffee, pay bills, open the mail, go make bank deposits, work on tiny desk, no air conditioning in summer, limited heat in winter, bad lighting, fix broken computers and printers and do the bookkeeping for multiple companies

Peter Principle In Construction – Promoting a journeyman to Project Manager or working foreman without formal training. Leads to Construction Train Wrecks.

People Dependent Vs. Process Dependent – Construction contractors who insist on getting control of people, employees, vendors, suppliers and stakeholders are like Sisyphus doomed to “Push a heavy rock up a hill for all eternity or until the go out of business. Construction contractors who are process dependent are more likely to enjoy the finer things of life that money and freedom can buy.

Pioneer – Contractor with flaming arrows in the back from asking the bookkeeper for accurate reports

Poor Contractors – Have hundred dollar conversations with their mentors and attend the business round table

Process – System to produce predicable quality results and reap dividends for the owners

Process Development – Do it, Document it, and Delegate it

Professional Contractor – Serious construction business owner with construction strategy and definitely in construction business to earn a worthwhile profit. One of the Four Types Of Contractors

Profit – Cash is a fact and profit is an opinion. One will put a roof over your head, clothes on your body and groceries on the table. The other one will impress your banker. Keep your priorities straight.

Project Manager – The conductor of an orchestra in which every musician is in a different union

Project Management – Combination of skills and construction project software

Purpose Of Your Construction Company – Acquire clients, satisfy their needs and repeat as often as possible to increase cash flow and profits.

QuickBooks For Contractors – Accounting software for construction companies

Rain Maker – The person in the contractors firm that acquires new clients

Real Money – In Construction the real money is made in the office; not in the field.

Remodel Process – Forming (Honeymoon), Storming (demolition), Norming (Rough-In), Performing (Paint)

Retail Bookkeeper – Worked at store somewhere, thinks all accounting is the same, expensive lesson for contractors

Retired – Means you got tired of them, or they got tired of you

Rich – Income exceeds outgo

Right Vs. Rich – Right Vs. Rich is all about giving your customer or client what they want, not what you think is best

ROI – Risk of Incarceration; in most cases the business owner is responsible for unfiled taxes and missed payments, not the bad bookkeeper.

About The Author:

Randal DeHartRandal DeHart, PMP, QPA The Construction Accountant. Randal DeHart, PMP, QPA is the co-founder of Business Consulting And Accounting in Lynnwood Washington and Fast Easy Accounting. He is the leading expert in outsourced construction bookkeeping and accounting services for small construction companies across the USA. He is experienced as a Contractor, Project Management Professional, Construction Accountant, Intuit ProAdvisor, QuickBooks For Contractors Expert and Xero Accounting Specialist and Bill.Com Certified Guru. Visit http://www.fasteasyaccounting.com/ to learn more. Follow Randal on Google+

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This is a guest post from Randal DeHart at FastEasyAccounting.com.

I have been involved with construction beginning in the mid 1960’s as a kid working in the family construction company through the present time.

Over the decades I have gathered and documented a comprehensive list of terms that describe construction. Some of them are meant to bring a smile to your face, some are serious and the rest I hope are simply entertaining.

This Article Contains Definitions That Begin With The Letter “M,N,O”

Mastermind Team – BCA Staff and Clients who mentor BCA contractor clients

Makers Vs. Takers – Makers believe it is better to make than to take; whereas Takers believe it is better to take than to make.

MAP – Marketing / Accounting / Production / formula for success

Maximize – The process of building and running your construction business to generate highest possible profits for short run so you can spend it all quickly and go broke. Similar to running your pickup truck on the race track as fast as it will go without proper maintenance so it lasts for about ten hours and 1,000 miles before it is destroyed

Money Is Made – In the office; not in the field. Strategy vs. Tactics

MR>MC – Wherever marginal revenue exceeds marginal cost do the job

Nepotism Is Relative – Construction company owner hires and promotes his relatives who proceed to chase off qualified field technicians and office staff in an effort to level the contractor down and out of business.

No Financial Reports – Driving on the highway, at night, windows blacked out and being surprised by the crash

Non-Construction Accountant – Dim-bulb wanna be bookkeeper without any construction bookkeeping skills trying to jam retail accounting methods into construction accounting

Not Listening – Contractor who gives their clients what the contractor likes not what the client wants

OSHA – A protective coating made by half-baking a mixture of fine print, red tape, split hairs and baloney

Optimize – The process of building and running your construction business to generate normal and economic profits for the long haul and provide you with a substantial income for current living expenses and a comfortable retirement. Similar to running your pickup truck on the roads and highways at normal safe speeds with proper maintenance so it lasts for ten years and 200,000 miles or more

O.P.M. – Other People’s Money! Cash flow and bad bookkeepers are the #1 and #2 reason construction companies go out of business, bankrupt or worse. When doing a construction project do not be the banker! Invoice early and often and get change orders signed.

OSHA – A protective coating made by half-baking a mixture of fine print, red tape, split hairs and baloney

About The Author:

Randal DeHartRandal DeHart, PMP, QPA The Construction Accountant. Randal DeHart, PMP, QPA is the co-founder of Business Consulting And Accounting in Lynnwood Washington and Fast Easy Accounting. He is the leading expert in outsourced construction bookkeeping and accounting services for small construction companies across the USA. He is experienced as a Contractor, Project Management Professional, Construction Accountant, Intuit ProAdvisor, QuickBooks For Contractors Expert and Xero Accounting Specialist and Bill.Com Certified Guru. Visit http://www.fasteasyaccounting.com/ to learn more. Follow Randal on Google+

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