In this solo episode of Get on Track, Jim Adams unpacks the hidden flaws in traditional pricing methods and shares a more practical, common-sense approach to building sustainable profit. Drawing from decades of consulting experience across construction, service, and manufacturing sectors, Jim reveals how many businesses are leaving money on the table by misusing outdated overhead allocation strategies.

Through real stories—from managing a document destruction company in Atlanta to navigating the mortgage crisis as a consultant—Jim introduces powerful principles like the Theory of Constraints and throughput accounting in a way that’s accessible and immediately applicable. If you're a business owner or operator tired of guesswork and looking for clarity in your pricing and profitability strategy, this episode is a must-listen.

In this episode, we’ll explore:

● The fatal flaw in traditional cost-based pricing – Why relying on overhead allocation can lead to distorted pricing and eroded profits, especially in a contracting market. ● From burnout to breakthrough – Jim’s personal journey through 100% travel consulting, real estate, and eventually a more balanced, high-impact business model. ● The document shredding case study – How one well-calculated $35 bid doubled company profits and helped the owners retire with multiple seven figures. ● The Theory of Constraints explained – Learn why this practical framework beats academic fluff and helps you focus on what really drives profit. ● Smart questions every business should ask – The 3 questions that can transform how you quote, plan labor, and price your services. ● How to avoid pricing yourself out of business – Why understanding capacity and cost behavior is essential for long-term success. ● Mixing margin for long-term wins – Just like Walmart doesn’t use the same markup for electronics and candy, your pricing should reflect strategic intent. ● Scaling with intention – How gaining clarity around your cost structure positions you to invest in growth tools, talent, and time freedom.

Resources from this episode:

Jim Adams Website: jimadams.com

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