Jody Shilan, Editor

One of the best ways to lose money in business is to give things away. Gee that's really earth shattering news or as my kids like to say, "Thanks Captain Obvious". So if this a "No Brainer" why am I trying to pawn it off as a trade secret?

For just that reason. It is something so obvious that we tend to not even notice that we do it.

How can I make such a sweeping generality? Because it's true. I used to do it and so many contractors that I talk to still do it. Now of course you're different and you would never give anything away for free, which is fine, but let me ask you this? Have you ever spent a little extra money on plant material because you knew it would make the job look so much better? Let a client have your guys spend an hour "doing a favor" like moving a wood pile or transplanting a couple of things, without billing them? Or maybe you extended that drain another 20 feet because it made more sense.

Well if you've done any of these things or something similar, then you are giving work away for free, plain and simple. It may be "a favor" or a "don't worry about it" or "we'll make it up somewhere else" or my favorite and probably yours "what's the big deal we were here anyway".

I have three little words for you, "Stop It Now"!

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