Mike Andes explains how to pick which customers to raise prices on: track jobs that run over budget. If 20% of your jobs exceed their estimated hours, raise prices on that same 20% of customers. The metric tells you exactly who's costing you money.
For recurring jobs. It's important that over the course of a period of time you understand this number because this is the number that's going to determine where you raise prices. How should I raise prices? Who should I raise prices on? How much should I raise it? This number will tell you if on average 20% of your jobs have a higher clocked hours than the budgeted hours because they're taking longer than expected over the course of a year, that's the 20% of customers you should raise your prices on.
