The 90-Day Operating Plan That Trades Business Owners Swear By

Paul Whitley
Jul 15
3 min read

Get control of your cash, crew, and chaos with this CFO-approved playbook

Running a trades business is no walk in the park. Whether you’re leading a plumbing crew, managing a residential HVAC operation, or building out contracting jobs, you're constantly pulled in ten different directions. From job site emergencies to crew scheduling to figuring out where the money’s going, it’s easy to feel like your business is running you, not the other way around.

That’s where a 90-Day Operating Plan (90-DOP) comes in, not a dusty corporate template, but a tactical, boots-on-the-ground roadmap designed specifically for the trades.

If you're a business owner looking for structure, cash flow clarity, and a team that executes with purpose, this article is for you. This is the same method trusted by fractional CFOs for HVAC companies, plumbing businesses, and contractors nationwide.

The 90-Day Operating Plan That Trades Business Owners Swear By

✅ What is a 90-Day Operating Plan—and Why You Need One

A 90-Day Operating Plan is a short-term, hyper-focused business roadmap. It turns overwhelming goals into manageable weekly actions. And for trades businesses—where the seasons, staffing, and project timelines shift constantly, it creates much-needed agility without losing direction.

This isn’t about over-planning. It’s about operational clarity that aligns your:

Cash flow targets
Sales goals
Labor allocation
Job pipeline
Owner focus

Trades business owners who work with a fractional CFO for HVAC or seek contractor CFO help know this: 90 days is the sweet spot. Long enough to create change. Short enough to stay accountable.

🔧 Step-by-Step: How to Build a 90-Day Plan That Actually Works

1. Start With Your Financial Priorities

Your plan must align with your financial targets. No fluff. Ask:

What revenue must I hit this quarter?
What gross margin is realistic based on labor and materials?
What does breakeven look like over the next 90 days?

A plumber business CFO or contractor-focused finance advisor will typically reverse-engineer your operations from these numbers.

Pro Tip: Break it down into monthly cash targets and include a buffer for unplanned expenses. If you’re flying blind financially, it’s time to bring in CFO-level insights—even if just part-time.

2. Map Out Key Operational Drivers

Ask yourself: What must happen operationally to hit those numbers?

Jobs booked per week
Close rate on estimates
Crew capacity and hours needed
Materials availability and delivery timelines

This keeps your plan rooted in reality, not wishful thinking.

3. Define 3-5 Strategic Priorities

Too many goals = no goals. Keep it tight:

“Hire and onboard 1 new technician”
“Launch local SEO campaign for HVAC leads”
“Clean up QuickBooks and reconcile accounts monthly.”

Each priority should drive your revenue or increase operational efficiency.

4. Break It Down into Weekly Sprints

Divide your quarter into 13 weeks. Each week should include:

1–3 top priorities
A brief team huddle
A quick financial check-in (yes, even 10 minutes helps)
A review of what was done vs. what was planned

This format is what fractional CFOs for HVAC and plumbing business CFOs use with clients to create focus and accountability.

5. Track, Adapt, Repeat

No plan survives contact with the job site. That's why every 90-DOP ends with a review:

Did we hit our cash goals?
What worked?
Where did we stall?
What systems broke?

Then, adjust. This isn’t failure—it’s feedback. Businesses that thrive learn faster than the ones that don’t.

👷‍♂️ Why Trades Businesses Love the 90-Day Plan

Because it works. No more fog. No more “I hope this works” planning.

Just:

✅ Clear priorities

✅ Controlled cash flow

✅ Aligned team execution

✅ Predictable growth

If you’re running a $5M–$15M trades business and are tired of the rollercoaster, this plan can change everything.

✉️ Want Help Building Yours?

We help business owners in the trades get control of their finances and scale with confidence. If you're curious about how a 90-Day Operating Plan would look for your business, Book a free call and we’ll walk you through it.