TANK AND VESSEL · SPECIALTY · FIXED BY STEP 07

You Finish First and You Get Paid Last

The tank has been holding water for eighteen months, the city loves it, and the owner still has your retainage.

WHY IT'S A TANK AND VESSEL PROBLEM

Trades that finish near the end of a project wait weeks for retention. A tank goes up early and gets tested early because everything built after it depends on it, so the stretch between your last day of work and your last dollar is the longest on the job. You're also funding the next tank's plate package during that same stretch, which is how a shop with good margin still ends up with no cash.

WHAT IT COSTS

The size of it

On a $2.5M tank, 10 percent is $250K held for 18 to 24 months after your crew left the site, financed at your line of credit rate.

OVERHEAD AT $1M to $5M

15%

CFOS target 14% for tank and vessel.

GROSS MARGIN AT $1M to $5M

23%

CFOS target 25.5% for tank and vessel.

NET PROFIT AT $1M to $5M

CFOS target 11.5% for tank and vessel.

Your tank is on site four to ten months. The treatment plant, terminal, or industrial build it belongs to lasts 24 to 36 months, and retention at 5 to 10 percent releases at substantial completion of the whole project, which is a different date than the day your tank passed test. Repaint and rehab work works differently and ends the same way: eight to sixteen weeks of physical work, then the owner's engineer holds retention against a coating warranty that lasts one to three years on an interior lining. Either way your money is stuck behind a clock that only starts once you've demobilized.

WHAT TO DO

Three moves, in order

STEP 01

Before you bid, read the retention clause and find the release trigger. Substantial completion of your scope and of the whole plant are two different dates and two different years.

STEP 02

Ask for early release at tank acceptance or a bond in lieu of retention, and if you get neither, price the cost of waiting into the bid.

STEP 03

Track retention receivable by job with a projected release month, and put those months on the 13-week cash forecast so you stop treating held money as money.

THE FIX

Step 07: Monthly cadence

Weekly bookkeeping, cost to complete, and one CEO report, on the same days every month.

CFOS-07 · CHAPTER 7

The monthly close that takes a contractor 5 hours

What this step changes, what it depends on, and how to tell it's installed.

BENCHMARKS

Tank and vessel by revenue band

All 7 bands are published. The CFOS target is beside the figure up to $10M to $25M, and the 4 bands above that are labelled modeled.

ACROSS EVERY TRADE

Profitable on the P&L, out of cash

Your P&L says you made money and your bank account says you didn't. Neither is wrong.

SAME TRADE

What else costs tank and vessel contractors money

TANK AND VESSEL · CFOS-04

The Plate Quote Expired Before You Won the Job

You bid the tank in March, won it in July, and bought the plate in August against a mill quote that expired in April.

TANK AND VESSEL · CFOS-06

Late Plate Puts a Certified Crew on the Bench

The plate is six weeks late and there's nothing else on that site your welders are allowed to touch.

TANK AND VESSEL · CFOS-01

You Pay for Coupons Before You Bill a Weld

Four welders spent two weeks cutting and testing coupons, and none of that time had a job number behind it.

TANK AND VESSEL · CFOS-08

Year Two Blisters Come Back to a Closed Job

The liner blistered in year two, the utility will only let you drain that tank in a low-demand window, and the job closed out two fiscal years ago.

TANK AND VESSEL · CFOS-04

You Sell in Gallons and Buy in Pounds

Seismic revisions bumped two shell courses, your plate order grew by 25,000 pounds, and the owner still calls it a 500,000-gallon tank.

SAME MECHANISM, OTHER TRADES

The same mechanism in other trades

CIVIL

Your retainage is waiting on 70 percent grass

You finished grading in month three and utilities in month six, and the last 5 to 10 percent of your contract is held behind a seed bed that has to reach 70 percent cover.

CONCRETE

Done in June, Retention Releases When the Building Opens

Footings, foundations, and slab-on-grade are the first real dollar volume on the site, so you bill most of your contract early and then wait on a building you left a year and a half ago.

DEMOLITION

Demo Goes First And Gets Its Retention Back Last

You work five weeks and wait twenty months for the money. Your retention depends on the prime's substantial completion on a building you left before the foundation went in.

QUESTIONS

What tank and vessel owners ask

Tank subcontractor retainage held until plant completion?

The tank has been holding water for eighteen months, the city loves it, and the owner still has your retainage.

What does it cost?

On a $2.5M tank, 10 percent is $250K held for 18 to 24 months after your crew left the site, financed at your line of credit rate.

What do I do first?

Before you bid, read the retention clause and find the release trigger. Substantial completion of your scope and of the whole plant are two different dates and two different years.

What are tank and vessel contractors supposed to be making?

Tank and vessel has 23% gross margin, 15% overhead and 8% net profit after taxes at $1M to $5M. The all-trade average is 7%, so this trade is 1 point above it. The CFOS target is 11.5%.

Which part of the system fixes it?

The step is number 07, monthly cadence. Weekly bookkeeping, cost to complete, and one CEO report, on the same days every month. It comes from chapter 7 of CONTROL: C.F.O.S. Construction Financial Operating System.

OR HAVE IT HANDLED

Everything on this page is something you can install yourself, and CONTROL is the order to do it in. If you would rather buy the finished result, SPM The Construction CFO does this work for tank and vessel contractors as a service. It is a separate firm, Sulphur Prairie Management, LLC, led by the same author.

What a fractional CFO does for tank and vessel contractors

AUTHOR

JOSH LUEBKER

MASTER ELECTRICIAN · 150+ PROJECTS · $2.1B+ MANAGED

Wrote CONTROL, the 8 step system behind these figures. More about the author.