It’s easy to think that if you are busy in your business that you are making money. But that’s not always the case. I really like Jim Collin’s explanation that real growth comes from doing one thing really well instead of trying everything. He compared it to a hedgehog that survives by mastering a single, simple defense, while smarter animals wear themselves out trying new tactics. I see the same thing happen in home service businesses, owners pile on marketing ideas, software, and offers, and Sneaky Leaky quietly drains profit while they are distracted and floundering in half finished efforts. When you understand the Hedgehog Concept and apply it to your business, focus replaces chaos, decisions get easier, and profit stops slipping through the cracks.
The Hedgehog vs. the Fox
In nature, the fox is clever. It comes at the hedgehog with new tricks, ambushes, and schemes. But the hedgehog wins every time. Why? Because it does one thing—curling into a spiky ball—over and over again. It’s simple, repeatable, and effective. The same principle applies to your business. You don’t need to master a dozen different strategies. You need to find your one big thing—the thing you do better than anyone else—and repeat it with consistency.
Why Doing More Creates Less Profit
Most home service businesses do not fail because the owner is lazy or careless. They struggle because they keep adding instead of refining. The Hedgehog Concept shows that piling on more services, tools, and offers does not automatically create growth. In fact, it often creates confusion for your team and customers. Sneaky Leaky loves when businesses chase new ideas without finishing the last one, because money leaks out through wasted time and half used systems. Focus is not about doing less work, it is about making the work you already do actually pay off.
The Three Questions Every Owner Must Answer
Jim Collins explains that the Hedgehog Concept asks you to find the overlap in three key areas:
- What you’re deeply passionate about
What fuels you to get up every day? For some owners, it’s delivering comfort to families, creating safe homes, or building strong communities.
- What you can be the best in the world at
Not just “being a plumber” or “running an HVAC company.” Maybe your strength is lightning-fast service response, installing the cleanest ductwork, or giving customers unmatched peace of mind.
- What drives your economic engine
This isn’t just about revenue—it’s about a sustainable business model. Is it service agreements that create recurring cash flow? High-margin installs? Or add-on products that maximize each service call? Where those three circles overlap—that’s your Hedgehog Concept. That’s your “one big thing.”
Why Being Average Is Expensive
Trying to be everything to everyone is costly, even when revenue looks good on paper. The Hedgehog Concept reminds us that greatness does not come from variety, it comes from consistency. When you offer too many services, pricing gets messy and margins shrink. Sneaky Leaky hides in those extra offerings that feel helpful but never get priced correctly. Choosing to narrow your focus allows you to strengthen systems, train your team better, and deliver a clearer promise to your customers.
Understanding What Really Drives Your Profit
One of the most important parts of the Hedgehog Concept is identifying what actually fuels profit, not just sales. Many home service businesses stay busy while cash stays tight because the wrong work is driving growth. It might be service agreements, a specific install type, or add on services that raise average tickets. When you know what drives your economic engine, you can protect margins and stabilize cash flow. That clarity keeps Sneaky Leaky from draining your bank account through low margin work.
Using Focus As A Decision Filter
Once your Hedgehog Concept is clear, it becomes a filter for everyday decisions. New marketing ideas, pricing changes, hiring plans, and service offerings should all support that core focus. If something does not fit, it is a distraction, even if it sounds exciting. This discipline helps you stop reacting and start leading with intention. Over time, that focus compounds into stronger profits, calmer operations, and a business that feels more in control.
Why Focus Wins Over Hustle Long Term
Hustle gets a lot of praise, but focus is what creates stability. The Hedgehog Concept teaches that sustainable growth comes from doing the right things repeatedly, not constantly chasing the next opportunity. When your business has a clear identity, your team knows what matters and your customers know what to expect. Sneaky Leaky has fewer places to hide when your systems are aligned and intentional. That is how you build a home service business that grows steadily and keeps more of the money it earns.
Diane’s Resources:
Profit Impact Call: https://taxcoach4you.com/profitimpactcall
Profit First Method: https://taxcoach4you.com/profit-first
15 Profit Leaks eBook: https://profitcoach4you.com/profitleaks
Schedule a free Profit Impact Call with me where we’ll go over 12 main areas of your business together and save you $45k!
