Kaustubh Deo and Sam Rosati examine the hard tradeoffs that come with building a service business for durability instead of chasing the highest possible annual earnings. They discuss Q1 planning, seasonality, backlog pressure, pricing strategy, crew utilization, and the operational leverage that shows up when a business adds capacity without adding overhead. Kaustubh walks through how he is thinking about seasonal pricing, commercial work, delegation, and the choice to optimize for a well-run business that can still exist 10 years from now.

They discuss:

Why seasonal pricing may matter more than blanket advice to raise prices
How adding a fourth crew changes margin math, capacity planning, and backlog pressure
The tradeoff between higher annual earnings and a smoother, more durable business
Why owner bottlenecks often remain in HR, accounting, sales meetings, and growth systems
How commercial work, pricing discipline, and delegation can support the path to a five-crew business

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Have SMB questions for Kaustubh and Sam? Email them to kd@sunthra.com and they will answer them on the Pod!

Links:

Kaustubh on Substack - https://bigdealsmallbusiness.substack.com/p/read-me-first

Sam on X - https://x.com/Sam_Rosati

Topics:

(00:00:00) - Intro
(00:03:01) - Listener Questions Grab Bag
(00:04:01) - Why Q1 Feels Brutal
(00:06:06) - Seasonality And Lead Gen
(00:12:30) - Vacation Backlog Problem
(00:13:59) - Recurring Meeting Cleanup
(00:15:08) - Sales Meeting Bottleneck
(00:16:37) - Can AI Replace You?
(00:19:27) - Seasonal Pricing Strategy
(00:31:01) - Scale Vs. Price Hikes
(00:32:19) - Seasonal Layoffs Dilemma
(00:38:50) - Choosing Stability Over Peaks
(00:40:17) - Service Adjacencies Brainstorm
(00:53:24) - Sales Systems And Constraints