3 Most Common Reasons You’re Undercharging as a Construction Business Owner (and How to Fix Them)

As a construction business owner, you might be undercharging for your services without even realizing it. This is a common issue that can significantly impact your revenue and growth. Through my work with construction business owners, I often identify areas where they are not pricing their services appropriately, whether in specific aspects of their projects or across the board.

Understanding the root causes of undercharging is the first step to correcting these issues. Here are the three most common reasons and how you can address them.

1. Lack of Confidence in Your Expertise

How to Recognize It

If you struggle to believe in your own expertise and the value you bring to your clients, it’s challenging to set and maintain high prices. This lack of confidence often leads business owners to set their prices too low, resulting in lost revenue and missed opportunities.

Many construction business owners express doubts such as:

• “I don’t have enough experience.”
• “I haven’t handled this type of project before.”
• “I’m just like any other contractor.”

These doubts are common, even among highly skilled and successful individuals. The key is to identify and challenge these thoughts.

How to Overcome It

Building confidence involves a daily practice of reinforcing your value and expertise. Start by identifying thoughts that undermine your abilities. These can be obvious or subtle but often lead to underpricing your services.

Ask yourself high-quality questions like:

• How have I successfully completed similar projects?
• What unique skills and knowledge do I bring to my clients?
• How can I clearly demonstrate my expertise?

By consistently reinforcing your value, you can convey this confidence to your clients and justify higher rates.

2. False Assumptions About Your Clients

How to Recognize It

If you believe your clients can’t afford your rates or don’t value your work, you’re likely to price your services too low. This mindset creates barriers to your business success.

Common thoughts include:

• “Clients can’t pay that much.”
• “My clients are on a tight budget.”
• “I’d rather take a lower rate to get my foot in the door.”

These assumptions often sound rational but are actually excuses to avoid discussing pricing or negotiating.

How to Overcome It

Separate facts from assumptions about your clients’ financial situations. Instead of making assumptions, engage in conversations to understand their true constraints and needs.

Ask yourself questions such as:

• What will the client’s financial return on investment (ROI) be from this project?
• What intangible benefits will the client gain?
• Why would paying more benefit the client in the long run?

By shifting your mindset and focusing on the value you provide, you can confidently present and justify your rates.

3. Negative Beliefs About Money

How to Recognize It

If you have negative thoughts about money, such as believing it’s bad to make a lot of it or that you shouldn’t take more than you need, you’ll find it difficult to charge what you’re worth.

Common thoughts include:

• “I shouldn’t be greedy.”
• “I don’t need that much.”
• “Making more money takes too much time.”

These beliefs can lead to consistent undercharging and under-earning.

How to Overcome It

Start by identifying both your positive and negative thoughts about money. Challenge the low-quality thoughts and replace them with ones that support your financial goals.

For example, replace “I shouldn’t be greedy” with “This will help people recognize the value I provide.” This shift can help you build a healthier relationship with money and encourage you to charge appropriately for your services.

Conclusion

The most common reasons for undercharging include low confidence, false assumptions about your clients, and negative thoughts about money. By addressing these issues and using the strategies outlined, you can change how you perceive and price your services.

Overcoming these obstacles is crucial for building a successful and profitable construction business. Start today by challenging your beliefs and valuing your expertise—your business success depends on it.