How this one is meant to be worked through, in the author's own words:
1. Read Chapters 5 to 8 first, in order. They are the four rules and every later chapter refers back to them.
2. Then read Chapter 9 - the specification sheet - before the first paying job. Five lines, each with a source column, ninety seconds, completed before anything is opened. The habit the whole book exists to install is: nothing gets poured until the sheet is filled.
3. Then read Chapters 12 and 13, on waste and site assessment. A drain beneath the vehicle is the only failure in this trade that is not private, and it is assessed before the vehicle, before the customer and before anything is unloaded.
4. Build Resource 41 - disposal cost per job - before setting a price, and include the unpaid time of the disposal run, which is usually the largest component and the one nobody counts. Most operators never build this line, and it is why they work hard at a price that never covered the whole job.
5. Record a due date and a due mileage before driving away - not that evening - and say the sentence aloud at the first visit: 'I'll let you know when it's next due - you won't have to keep track of it.' It roughly doubles the response to an identical reminder eleven months later and is the highest-return thirty seconds in the trade.
6. Ask the second-vehicle question on every booking: is there anybody else at your address, or a car park where you work? Six seconds. A second vehicle at one location shares the journey, the site assessment, the containment setup and the disposal amortisation, so it can be priced well below the first and earn more.
7. Run the quality audit at Resource 50 on one job in five, and once a month re-establish one past specification from a source and compare it against what the record says was used. Four minutes. It is the only mechanism by which a specification error will ever be found, because no customer will ever report one.
8. The 148 prompts produce drafts, not answers. Use them for checklists, scripts, pricing structure and systems. Use a manufacturer's source for the four values that go into the engine.
Written to be used rather than skimmed. Every financial figure is left blank on purpose, and anything touching law, tax, insurance or data protection is written as questions for a qualified professional rather than answers.
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