The Secrets Big Builders Use to Earn More 💡The Playbook for SMEs
If you want to scale your business like the top firms—you need to understand how big builders operate and apply their strategies to your own business.
The UK’s largest construction firms don’t just rely on winning more jobs to increase their profits. They have strategies, systems, and supply chain processes that keep their margins high, their risks low, and their cash flow stable.
If you want to scale your business like the top firms—you need to understand how big builders operate and apply their strategies to your own business.
🏗️ What Do Big Builders Do Differently?
The UK’s largest construction firms, including Balfour Beatty, Kier Group, Morgan Sindall, and Wates Group, aren’t just successful because they land high-value contracts. They make their money by controlling costs, managing risks, and leveraging strategic partnerships.
Here’s how they do it—and what SMEs can learn:
✅ They Prioritise Long-Term, High-Value Contracts
Big builders don’t chase small, one-off jobs. Instead, they secure framework agreements and public sector contracts that guarantee steady income.
Example: Balfour Beatty is heavily invested in government infrastructure, including rail and highways. These projects run for years, ensuring predictable revenue streams.
But you don’t need to be a giant like Balfour Beatty to tap into public sector work.
💡 A firm we know had ambitions but lacked the time to chase government contracts. The owner was too busy running jobs on-site and handling day-to-day operations.
Instead of letting opportunities pass by, they hired a part-time freelancer to focus solely on public sector contracts. Within six months, they won their first local contract.
📢 Learn to secure long-term contracts for your business
It’s important to understand the kind of public sector work that suits your business. Read our blog, where we break down live opportunities, contract values, and what SME builders should be looking for.
✅ They Manage Cash Flow with Staged Payments
Instead of waiting until the end of a job to get paid, they negotiate staged payments at key milestones.
For example, Kier Group’s construction division secures staged public sector payments, meaning cash keeps flowing even if projects run long. So always negotiate payment terms that protect your cash flow—not just what suits the client.
Our Monthly Overheads & Expenses Template helps you track costs, factor them into pricing, and protect your margins. Get started.
✅ They Control Supply Chains to Keep Costs Down
Big builders lock in material prices early and use their scale to get bulk discounts. Morgan Sindall’s partnerships with suppliers allow them to hedge against material cost fluctuations, keeping their quotes competitive while protecting their margins.
Even without bulk buying power, you can build supplier relationships to negotiate better rates and use trade accounts to manage cash flow effectively.
✅ They Maximise Profits by Specialising
Many large firms dominate specific sectors—like Wates Group in affordable housing and local authority contracts. Example: Instead of competing everywhere, Wates focuses on social housing frameworks, winning long-term projects rather than scrambling for private contracts.
Find your niche—whether that’s high-end renovations, extensions, or commercial fit-outs. Specialisation means higher margins and less competition.
📂 Your Blueprint for Scaling Like a Big Builder
If you’re serious about growing from SME, you need more than experience—you need the right tools and strategies. The large firms succeed because they plan ahead, control costs, and operate with structured systems. That’s exactly what our Essential Document Library is designed to help you do.
📌 Here’s how each tool helps you think (and grow) like a big builder:
Strategy Shot – A library of growth strategies used by the biggest builders. Learn how top firms scale, secure long-term contracts, and manage risk—so you can apply the same techniques in your business.
Monthly Overheads & Expenses Template – Big builders track every cost. This tool helps you understand your true overheads, ensuring that every project covers its fair share of business expenses and contributes to profit, not just revenue.
Tender Writing – Pre-Qualification Questionnaire (PQQ) – Winning bigger contracts means getting your paperwork right. Our PQQ template helps you answer key tender questions—giving you a professional edge in bidding.
Material & Labour Cost Tracking Sheet – Smart firms control their costs at every stage. This tool allows you to monitor expenses in real time, ensuring your margins stay intact throughout the project.
Pricing Template – Do you really know your margins? This pricing tool helps you accurately calculate costs, factor in contingencies, and set profitable rates, just like the industry’s top players.
📥 Ready to Start Scaling Like a Big Builder?
All these resources are available inside the Essential Document Library—exclusive to ProBuilders Network Premium members. 📌 Get started today!