Contents
Most owners hit a wall around $1M-2M and stop. Scott Irwin pushed his plumbing business past $25M, then survived losing half his revenue overnight and rebuilt from scratch.
In this episode of The Site Shed, Matt Jones asks Scott exactly how to scale a plumbing business without it falling over: the team he built, the pricing mistake that cost him £400K in one month, and the bit nobody talks about, knowing when to stop chasing growth.
Scott shares lessons from his journey, including how he navigated economic downturns, staff retention issues, and pricing mistakes while growing a $25M+ trade business. If you’re a trade business owner looking to increase profitability, build a resilient team, and avoid common pitfalls, this episode is packed with actionable insights.
Key Takeaways
Adapting to Market Changes & Economic Downturns
- Business revenue can drop overnight due to external factors—having a backup plan is crucial
- Pivoting to residential work helped Scott’s company recover after losing 50% of revenue
- Success is about mindset—believe in what you’re doing and outwork everyone
“We lost 50% of our revenue overnight. We had to pivot fast, move into residential work, and rebuild from there.”
Building & Retaining a Strong Team
- Staff retention is one of the biggest challenges - invest in your team for long-term stability
- A strong company culture helps attract and retain top talent
- Training & mentorship programs create a clear career path, keeping employees engaged
Pricing for Profitability – Stop Undercutting Yourself
- Know your numbers - Scott shares how a single pricing mistake cost his business £400K in one month
- Aim for at least 20% net profit - don’t compete on being the cheapest
- Expanding services (e.g., HVAC, electrical) should be done strategically
Plumbing Business Growth: Scaling the Right Way, Avoiding the Pitfalls
- Not all plumbing business growth is good: Scott diversified into HVAC and electrical before the plumbing arm ran on autopilot, and it nearly broke the company. Add new service lines only when the core one runs without you.
- Customer service is the foundation - repeat clients and referrals drive business
- Onboarding & training new staff is critical when scaling
Conclusion
Scott’s $25M didn’t come from one breakthrough. It came from knowing his numbers cold, treating staff retention as the asset it is, and refusing to compete on price. None of it’s glamorous. All of it works. If you want a real playbook for plumbing business growth not the LinkedIn version Scott’s episode is the one to pin.
The key takeaways:
- Know your numbers - track revenue and profit margins to make informed decisions
- Invest in your team - a strong company culture leads to retention and productivity
- Charge what you’re worth - stop discounting and focus on value
- Build strong foundations before expanding - don’t chase growth at the cost of profitability
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