When the PMs Started Asking About COGS, I Knew Something Had Changed

No more chasing unpaid invoices. We restructured bonuses to reward actual payments received, not just work completed.

Let me tell you a quick story I shared with a new client the other day, let’s call them Hurtin’ Restoration (not their real name, obviously).

I told them about another client of mine, 10 Star Restoration. They weren’t always “10 Star.” In fact, just a few months ago, their production team was frustrated with one guy in particular:

The owner.

Why?
Because he was out selling but not collecting.

Normally, a GM or PM might roll their eyes, mutter something under their breath, and move on. But this time? It turned into a team meeting. Why?

Because now their bonus was tied to collected revenue.

Once the team’s pay was connected to cash actually hitting the bank, everything changed.

• They asked to meet with the owner about collections.
• They asked to see which jobs hadn’t been paid.
• They offered to help.
• They started meeting every week about it.

And guess what?
Collections started rolling in faster.

But here’s what really caught my attention:

Not long after that, the PMs started asking about COGS.

Nobody told them to.
They were just trying to figure out how to increase gross profit.

That’s what happens when your team starts thinking like owners.

Incentives Drive Behavior. Period.

Every owner wants their team to care about:

• Revenue
• Profit
• Cash flow

But just hoping they care won’t get you there.

You’ve got to give them a reason.
That’s what a good comp plan does when it’s set up right.

At 10 Star, here’s what we tied bonuses to:

• Collected revenue (not invoiced, but collected)
• Gross profit
• Customer satisfaction

Simple. Clear. Tied to what actually matters.

Hurtin’ Restoration? They’ll Get There.

They’ve got a good team. But until they install a comp structure that connects the team’s pay to the owner’s priorities, they’ll stay stuck:

• Owner hustles
• Team stays in their own lane
• Nobody’s rowing in the same direction

Put the right comp plan in place?

Everything changes.

Want your team to think like owners?

Start by paying them like owners.

It’s not magic. It’s a plan, some discipline, and the willingness to share the scoreboard.

And the payoff?

A business that runs smoother, grows faster, and feels better to own.
(Oh, and it’s worth a whole lot more when it’s time to sell.)

Need help building a plan that actually works? Let’s talk.