問題 › 顧客を失い続けている › 建設・工事業
売上の減少は完了時に記録されますが、最初の工事の粗利益と要員配置に起因します。 建設・工事業者にとって、これは特定の場所に現れます。答えを運ぶ数字は工事の粗利益とバックログカバーであり、この業界特有の複雑さは、サービス業務がプロジェクトの2倍の利益を生む一方で、違約金条項との人員配置の争いに毎回負けることです。一般的な問題と実際に直面している問題では、最初の対応が異なります。
売上の減少は完了時に記録されますが、最初の工事の粗利益と要員配置に起因します。 建設・工事業者にとって、これは特定の場所に現れます。答えを運ぶ数字は工事の粗利益とバックログカバーであり、この業界特有の複雑さは、サービス業務がプロジェクトの2倍の利益を生む一方で、違約金条項との人員配置の争いに毎回負けることです。一般的な問題と実際に直面している問題では、最初の対応が異なります。
繰り返しの受注を失う大半は、次の入札が来る前に決まっています。最初のプロジェクトで現場労務が違約金を招かずに完了したか、撤退前にサービス業務が付いたかどうかです。顧客が次の工事を依頼しなくなった時点で挙げられる理由は、原因ではなく最も丁寧な説明であることがほとんどです。
有効な切り口は、入札敗退理由ではなくプロジェクト群と初期粗利益の動きで分けることです。最初の期間で目標粗利益を達成した工事は、粗利益がマイナスだった工事の2倍の割合で後続サービスを生み、その差は後日の価格や現場監督の違いより大きくなります。
次に有効な切り口は、取引先数ではなく工事売上高で分けることです。少数の大型プロジェクトを失う場合と、多数の小口サービス契約を失う場合では、売上減少額は同じでも必要な対応は全く異なります。
この3つが揃うと特徴的です。1つだけでは別のことを示すことが多いです。
✓ バックログカバーが低下しているのに、落札敗退理由に目立った傾向が見られません。
✓ 似たような要員や工事タイプの間で工事粗利益に大きなばらつきがあり、原価報告書に説明がありません。
✓ サービス付帯率の低下を埋めるため、プロジェクト売上を増やし続けなければなりません。
通常、事態を悪化させる対応です。 顧客が既に次のプロジェクトを他社に発注した後に取り戻し策を講じることです。これは関係の中で最も費用がかかり、粗利益を回復できる可能性が最も低い時点での介入です。
It is for you if you run or finance a contractor and cancellation reasons are vague and vary widely. It is the situation where the numbers are available but nobody has put them in an order that produces a decision.
It is not for you if Percision is the wrong tool if you already know the answer and only need execution capacity, or if the business is pre-revenue — then the constraint is evidence about the market, not analysis of your own figures. Percision is not a lawyer, tax advisor, auditor, licensed appraiser, clinical or regulatory filer, or an AI implementation shop. It does not do HR casework, creative-only brand work, or impersonate a named consulting firm. It is a strategy analysis engine — not a template library. Also wrong if you need facilitation, politics, or someone to sit with a lender or buyer. Those are human jobs.
Percision is not a lawyer, tax advisor, auditor, licensed appraiser, clinical or regulatory filer, or an AI implementation shop. It does not do HR casework, creative-only brand work, or impersonate a named consulting firm. It is a strategy analysis engine — not a template library.
Below is an excerpt from a real run of this analysis on 請負業者. It is a sample profile rather than a customer, and it is engine output translated from English — this is the format you get, on your own numbers.
The subject is Halloway Mechanical, a sample company profile used for testing rather than a customer — $180M revenue, mechanical contracting.
Excerpt from a real Percision run · Customer Value Architecture · sample company profile
The move. Win 3 multi-site service contracts ($2.4M ARR) using existing 410 accounts, regional density, and bonding capacity within 18 months.
The leak it closes. Plugs leakage from single-site churn (currently untracked) by locking accounts into 3-year multi-site agreements with auto-renewal.
The assumption it rests on. At least 3 of the 410 accounts control ≥20 buildings each and are willing to consolidate — the engine put the probability at 0.75.
| Investment required | $200K total: $120K sales rep salary + $50K CRM/pricing tool + $30K proposal collateral |
| Expected return | 245% net ROI over 18 months ($490K incremental net income / $200K investment) |
| Revenue, year 1 | $800K incremental ARR (1 contract signed Month 9) |
| Revenue, year 2 | $2.4M ARR (3 contracts fully ramped) |
| Revenue, year 3 | $3.2M ARR (4 contracts + 8% price uplift) |
| Exit criteria | Terminate move and reallocate sales rep if fewer than 2 multi-site LOIs signed by Month 9; redeploy technicians to construction backlog if churn on single-site base exceeds 12% after pricing reset. |
This is one move out of a full analysis. Read a complete report — every page, no email required.
This question routes to Value Creation Blueprint, one of 29 engagements the platform runs. For 建設・工事業者 it works through job gross margin, backlog cover, change-order capture and service attach rate, then produces the sequence rather than a list of options — which move first, what it funds, and the observation that would say the sequence is wrong.
You watch the analysis get built before paying anything. 完全なレポートはこちらをご覧ください if you would rather see the depth first.
基準値より傾向と内訳が重要です。小口取引では許容できる率でも大型取引では致命的であり、群を伴わない数字は装飾に過ぎません。
離脱問題を粗利益問題に置き換え、通常は1サイクル遅らせるだけです。原因が判明していてそのサイクル内で是正できる場合にのみ検討します。
新規獲得と直接比較します。既存基盤での1ポイントの維持と、新規売上1ポイントの獲得コストを比べます。一定規模を超えた事業では維持の方が数倍安くつくため、別の獲得施策に進む前に分析する価値があります。
Materially, yes. Service work earns double the margin of projects and loses every staffing argument to liquidated-damages clauses — which changes both the diagnosis and the order of the fixes. The metrics that decide it here are job gross margin, backlog cover, change-order capture, and an answer built on industry-general benchmarks will usually point at the wrong one first.
Less than most people expect. Your last twelve months of revenue and cost split the way you already split it, plus whatever you hold on job gross margin and backlog cover. The analysis is explicit about what it is assuming where your data stops, which is more useful than waiting for numbers you may never have.
Percision is the wrong tool if you already know the answer and only need execution capacity, or if the business is pre-revenue — then the constraint is evidence about the market, not analysis of your own figures. Percision is not a lawyer, tax advisor, auditor, licensed appraiser, clinical or regulatory filer, or an AI implementation shop. It does not do HR casework, creative-only brand work, or impersonate a named consulting firm. It is a strategy analysis engine — not a template library. Also wrong if you need facilitation, politics, or someone to sit with a lender or buyer. Those are human jobs.
Percision is not a lawyer, tax advisor, auditor, licensed appraiser, clinical or regulatory filer, or an AI implementation shop. It does not do HR casework, creative-only brand work, or impersonate a named consulting firm. It is a strategy analysis engine — not a template library.
Describe the situation in your own words and we will tell you which analysis answers it — before you sign up for anything.
Describe my situation →Prefer to skip ahead? Go straight to the free diagnostic.
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