72% of margin erosion in construction happens before boots hit the ground. This comes from inconsistent estimating, assumptions not documented, missing contingencies, and poorly defined scope. Bain’s analysis shows companies with standardised estimating templates achieve 7–12% higher gross margins.

The margin protection system includes:
• A Gold Standard estimating template
• Scope review with risk multipliers
• Pricing floors aligned to EBITDA targets
• A handoff meeting between estimating and production

Margins are not won in the field; they are won on paper.

Stefano Solferini MBA, BSc
Chairman, Marco Polo Group
www.marcopologroup.net