Where you, as an entrepreneur, are leaving money on the table
February 2026 - Many entrepreneurs focus on turnover. That is understandable: turnover is visible, tangible and often the first thing that is discussed. But turnover means little without context. The real difference almost always lies in margins, cost structure and cash flow. That is precisely where many entrepreneurs are leaving money on the table without realising it.
Profit margins are not static
Many companies still work with margins that were once logical but are now outdated. Wages, energy, insurance and general overheads have risen structurally in recent years. If you have not adjusted your prices accordingly, your profits will shrink without you immediately noticing.
A small price adjustment can have a big effect. An increase of 1 to 2% may seem negligible to your customer, but it can increase your net profit by several percentage points. Especially in sectors with low margins, this can make the difference between “being busy” and actually working profitably.
Discounts: the silent profit killer
Discounts are often given out of habit or convenience. But they have a much greater impact than most entrepreneurs realise. If your net margin is 10%, a 5% discount means you have to sell almost twice as much to achieve the same result.
Without clear discount rules, profits disappear silently. By determining in advance when a discount is justified and when it is not, you can maintain control over your returns without damaging your customer relationships.
Fixed costs grow faster than you think
Many costs creep into your business without ever being questioned: software subscriptions, licences, maintenance contracts, tools that were once useful but are now hardly ever used. Individually, they seem harmless, but together they add up to a substantial fixed cost.
An annual review of your recurring costs is not an unnecessary luxury. Entrepreneurs who do this on a regular basis often discover savings without having to change anything about how they operate.
Cash flow is not an accounting detail
Profit on paper is one thing, money in the account is another. Slow invoicing or late payments put pressure on your liquidity. This can lead to you having to pre-finance or postpone investments.
Faster invoicing, clear payment terms and consistent follow-up often make more of a difference than an extra sale. Cash flow is not a side issue, but the lifeblood of your business.
So you don't need to make radical changes to earn more. By keeping a close eye on margins, discounts, fixed costs and cash flow, you can often gain more than with spectacular growth plans.
