When call volume is low, it’s always the same: “Customers are tightening up.” “Competition’s cutting prices.” “We had to drop our rate to win the job.” “There were already three other companies there when I rolled up so I just bounced.” “Not our customer — they were only looking for the cheapest price.” If it was easy, then everyone would be doing it. When demand is high, anyone can win. You have to put belief systems and processes in place that work no matter what. Here’s the truth: Most portable sanitation companies aren’t losing work because they’re too expensive — they’re losing
