Roofing Contractor Business Plan: How 7-Figure Roofers Plan for Profit and Predictable Growth

In the roofing industry, consistent profit doesn’t happen by accident. Every roofing company that scales past $1MM has one thing in common. 

A clear, actionable business plan.

During a recent web class, Contractor Evolution host Danny Kerr teamed up with Ryan Groth, CEO of Sales Transformation Group, and Walter Roos, owner of Top Notch Roofing, to unpack how to build a roofing contractor business plan that fuels predictable profit, strong culture, and year-round growth.

This guide will walk you through the key lessons shared in that session — and show you how to create a roofing business plan that actually works.
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Why Every Roofing Contractor Needs a Business Plan

Without a structured business plan, roofing companies often run into familiar issues: inconsistent cash flow, overworked owners, and teams that feel disconnected from company goals.

A roofing business plan solves those problems by helping you:

• Set clear financial targets for the year
  
• Translate those targets into specific, actionable steps
  
• Hold your team accountable to measurable outcomes
  

Step 1: Start With Your Vision and Goals

Every strong roofing business plan starts with clarity about what success looks like. Ask yourself:

• How much profit do I want to generate this year?
  
• What kind of company do I want to build — a high-volume team or a boutique, high-margin business?
  
• What mix of roofing services will drive the best margins?
  

Walter Roos shared how his company, Top Notch Roofing, used Breakthrough Academy’s Annual Planning Framework to clarify their next stage of growth:

“Once we had a plan, we stopped chasing every lead. We built a home crew of installers and job site supervisors, refined our sales process, and started focusing on higher-quality work.”

This clarity allowed Walter’s team to increase confidence, improve customer service, and reduce chaos — all key outcomes of an effective roofing contractor business plan.

Step 2: Build Realistic Profit Targets

A common mistake roofing contractors make is setting goals without a financial roadmap. Danny Kerr recommends starting with your desired net profit margin, then building your plan backward.

Here’s how:

1. Set your revenue goal based on past performance and capacity.
   
2. Identify your fixed and variable costs (materials, labor, equipment, insurance).
   
3. Define your target profit (use these benchmarks to understand what “good” looks like)
   
4. Work backward to determine how many jobs and at what price point you need to hit that goal.
   

This “workback” process forms the backbone of a realistic roofing business plan. It keeps your team focused on the right kind of work, rather than just chasing MORE work.

Step 3: Analyze Your Market and Competition

In order to scale your roofing business, it’s critical to understand your market.

Include a competitive analysis in your business plan that covers:

• Types of roofing services offered in your area (residential, commercial, metal roofing, etc.)
  
• Pricing trends and average job size
  
• The biggest competitors and what differentiates you
  
• Local building regulations and licensing requirements
  

Understanding where you stand helps you create a unique value proposition, whether that’s superior workmanship, fast turnaround, or industry-leading warranty coverage.

Step 4: Plan for Risk and Compliance

Roofing is one of the most regulated and high-liability industries in construction. Your business plan should clearly outline your risk management strategy, including:

• General liability insurance — to protect against property damage or injury claims.
  
• Professional liability insurance — for errors, design mistakes, or project oversights.
  
• Workers’ compensation — essential for teams working at height.
  
• Choosing the right business structure — such as a limited liability company (LLC) or sole proprietorship, depending on your risk tolerance and tax situation.
  

Including these details not only safeguards your roofing company but also reassures clients that you operate professionally.

Step 5: Map Out Operations and Systems

Once your goals and finances are clear, your next step is building the operational systems to achieve them.

This part of your roofing business plan should include:

• Scheduling and production systems — to avoid bottlenecks during peak season.
  
• Sales process — to improve lead conversion and forecast revenue.
  
• Customer service systems — to turn every potential customer into a long-term referral source.
  
• Technology stack — from CRM software to project management tools.
  

Walter Roos credits systemization as one of the biggest changes in his company’s success:

Step 6: Break Big Goals Into Bite-Sized Milestones

Most roofing business plans fail not because the goals are wrong, but because they feel too big.

Instead of writing a big annual goal (although big picture thinking is important too) and leaving it at that, break each annual goal into 90-day milestones, each tied to clear metrics.

For example:

• Q1: Finalize your team structure and pricing strategy
  
• Q2: Launch marketing for summer installs
  
• Q3: Improve job site efficiency and train your crew leads
  
• Q4: Review performance and plan for next year
  

This rhythm creates team cohesion and accountability. Instead of vague annual goals that end up in the “goal graveyard,” your crew can see steady progress throughout the year.

Step 7: Track and Adjust

A roofing business plan isn’t a one-time document. It’s a living roadmap.

Build in regular check-ins to review:

• Monthly revenue and job margins
  
• Overhead expenses
  
• Team productivity and safety metrics
  
• Customer feedback
  

This allows you to pivot early when something’s off track long before it becomes a problem.

Step 8: Focus on Leadership and Team Buy-In

Finally, remember that no plan will succeed without your team’s buy-in.

Share your roofing business plan with your key staff and explain why each goal matters. When your installers, estimators, and admin team understand how their work connects to profit and customer satisfaction, motivation skyrockets.

This people-first approach doesn’t just drive performance — it builds culture. The best roofing companies aren’t just profitable; they’re places where people want to work.

Example: Top Notch Roofing’s Breakthrough

Before joining Breakthrough Academy, Walter Roos and his partner Marcel were working long hours and reacting to daily chaos.
After applying the BTA Annual Planning Framework, they:

• Clarified their next growth stage.
  
• Created a home crew of dedicated installers.
  
• Refined their sales process.
  
• Implemented better tracking and accountability.
  

The result? More confidence, less stress, and a roofing company positioned for long-term success.

The One-Page Roofing Business Plan Template

One of the simplest ways to organize all this is through a one-page roofing business plan.
This template includes:

1. Vision and core goals.
   
2. Revenue and profit targets.
   
3. Key metrics (sales, production, margins).
   
4. Quarterly initiatives.
   
5. Accountability owners.
   

Breakthrough Academy provides this framework to all participants of the web class. The same one used by 1,900+ leading contractors.

Final Thoughts: Don’t Leave 2026 to Chance

If you want to start or grow a roofing company that’s profitable, systemized, and less stressful, your roofing contractor business plan is the foundation.

As Danny Kerr said during the session, “Planning doesn’t have to be complicated. But skipping it costs you way more than the time it takes to do it right.”

This shoulder season, take the time to create a great plan: one that sets clear financial targets, outlines your growth strategy, and gives your team the direction they crave.

Want to see exactly how $10MM roofers plan their year?

Watch the full session with Danny Kerr, Ryan Groth, and Walter Roos to learn:

• How to build a one-page 365-day roofing business plan,
  
• Create predictable sales 12 months a year, and
  
• Add over $168,000 to your net profit WITHOUT working more hours.