By Craig Lourens, Business Coach, ACTIONCoach
Most plumbing business owners I know start out with a dream: do great work, earn good money, and build a life on their terms. But somewhere along the line, the dream turns into long hours, chasing late payments, juggling call-outs, and wondering if it’s all worth it.
Image by luis_molinero on Freepik
If that sounds familiar, I’ve got good news for you: there is a better way.
Sustainability in your plumbing business isn’t just about going green or cutting costs, it’s about building something that lasts. A business that grows without burning you out. A business that’s profitable, systemised, and scalable.
Here’s how to do it — straight talk, no fluff.
1. Stop Being the Only Person Who Can Do the Job
If you’re the one doing all the quoting, ordering, fixing, and following up… you’re the bottleneck, you are the problem! That’s not a business, that’s self-employment with stress.
To create a sustainable business, you need to shift from being a technician to being an owner. That means working on the business, not just in it.
Start documenting how you do things. Train your team. Build systems that others can follow, so your business can run even when you’re not there.
2. Build Assets, Not Just Income
You can earn good money and still be broke if your business has no assets.
Assets are things that add value when you’re not working:
– A great brand people trust
– Repeatable marketing campaigns
– A customer database you can market to
– A team that runs the day-to-day
Start building the things that make your business valuable, not just busy.
3. Find Your Niche and Own It
There are thousands of plumbers out there. What makes you different?
The plumbers who dominate are the ones who own a niche. That might be eco-friendly installations, high-end renovations, or same-day emergency callouts.
When you position yourself as the go-to expert in your space, you stop competing on price and start commanding respect (and higher margins).
4. Systemise Everything
Systems aren’t sexy, they are hard work and they make your business sustainable.
Create step-by-step processes for:
– Quoting and invoicing
– Booking jobs and dispatching vans
– Customer follow-ups
– Stock control
– Team meetings and toolbox talks
With the right systems in place, your business becomes predictable, scalable, and less reliant on you.
5. Train and Trust Your Team
You can’t scale alone. And let’s be honest, finding and keeping good people is tough. But that’s no excuse to do everything yourself.
Invest in training. Set clear expectations. Celebrate wins. And build a team culture that people want to be part of.
A good team won’t just take work off your plate, they’ll grow your business faster than you ever could on your own.
6. Know Your Numbers Like a Pro
I’ve coached too many great plumbers who have no clue what their break-even is, or how much profit they’re actually making.
If you want to be sustainable, you need to be financially fit:
– Track your profit margins
– Monitor your cash flow
– Know your capacity and pricing sweet spots
What you measure, you can manage, and what you manage, you can grow.
7. Market Like a Business, Not a Tradie
If your marketing strategy is “wait for the phone to ring,” you’re in trouble.
Run marketing campaigns, not just one-off efforts:
– Seasonal promotions
– Referral incentives
– Regular social media content
– Email or WhatsApp updates to your customer list
You want to stay top of mind before people need a plumber, not just after their geyser explodes.
8. Scale with Purpose (Not Panic)
Don’t hire more vans just to look busy. Scale because you’ve got demand, systems, and team readiness.
Ask yourself:
– Can I deliver the same standard of service at scale?
– Do I have the processes and team to handle growth?
– Can I keep my margins strong even as we expand?
Scaling is powerful — but only if you’re scaling what works.
Final Word
The truth is, you didn’t get into this trade to work yourself into the ground. You started your business to create a better life.
Sustainability is about freedom, control, and legacy. You deserve all three, and it starts with doing the hard work of building a real business, not just a job in disguise!
