What Successful Painting Contractors Are Doing Differently: Insights From the PCA

Running a painting company is about more than simply getting more jobs. As a company grows, the challenges change. The systems, team, leadership, marketing, and processes that helped you reach your first major milestone may not be enough to get you to the next one.

That was one of the biggest takeaways from a recent conversation with Jill, Executive Director of the Painting Contractors Association (PCA).

The PCA has spent more than a century bringing painting contractors, vendors, and industry professionals together to improve the painting trade. Today, the organization provides training, resources, networking, events, and educational opportunities for contractors at virtually every stage of business.

Here are some of the biggest lessons from the conversation.

The Painting Industry Is Becoming More Collaborative

One of the biggest changes happening in the painting industry is the growing emphasis on collaboration.

Historically, contractors could be hesitant to share their strategies, mistakes, or processes with other businesses. Today, there is a much stronger culture of contractors learning from one another.

Jill believes part of this shift comes from the broader resurgence of the skilled trades and a newer generation of business owners who are accustomed to sharing information and experiences.

The PCA has leaned into that culture by creating opportunities for contractors to connect through conferences, events, and online communities.

The idea is simple: you don't have to figure everything out on your own.

There are other contractors who have already dealt with many of the problems you're facing. Connecting with them can help you find solutions faster and avoid repeating the same mistakes.

What Do Successful Painting Companies Have in Common?

When asked what separates successful painting companies from those that are struggling, Jill pointed to several common characteristics.

1. They Know What They Want Their Business to Become

Not every painting contractor has the same definition of success.

One contractor might want to remain a small owner-operated company that provides a great living for their family. Another might want to build a company doing tens of millions of dollars in annual revenue.

Neither goal is inherently better.

The important thing is knowing what you're actually trying to build.

Successful contractors understand their business model, target customer, goals, and long-term vision. Once you know where you're going, you can start building the systems and team necessary to get there.

2. They Invest in Their Teams

Growing a painting company isn't just about improving the owner.

The strongest companies invest in the people around them as well.

That can include:

• Training

• Leadership development

• Business education

• Estimating

• Project management

• Company culture

• Technical painting skills

The PCA provides resources for everyone from painters learning the fundamentals of the trade to experienced business owners working through advanced business concepts.

And importantly, PCA membership is designed around the company rather than just one individual. That means the resources can benefit the entire team.

When you improve your team, you're creating a business that can grow without requiring the owner to personally handle every problem.

3. They Aren't Afraid to Ask for Help

One of the most important traits of successful business owners is their willingness to admit when they don't have the answer.

Every business eventually runs into problems.

The difference is how the owner responds.

Successful contractors are willing to acknowledge their mistakes, ask questions, recalibrate, and seek advice from people who have already solved similar problems.

That's one of the major benefits of having a strong professional network.

Instead of spending months trying to solve a problem alone, you may be able to find someone who has already experienced the exact same challenge.

Your Next Level Will Require Different Skills

A major theme from the conversation was the idea that what got you here won't necessarily get you there.

Getting a painting company to its first major revenue milestone often requires a tremendous amount of hard work and determination.

But continuing to grow requires something different.

As a company gets larger, the owner may need to shift their focus toward:

• Building a management team

• Creating repeatable systems

• Improving marketing

• Developing company culture

• Hiring and training employees

• Becoming a better leader

• Delegating responsibilities

• Creating accountability

The owner who successfully builds a $1 million company doesn't necessarily need to work twice as hard to build a $2 million company.

Instead, they may need to become a different type of leader.

The problems change as the company grows, which means the solutions have to change too.

Don't Focus Only on the Revenue Number

For painting contractors trying to reach their first million dollars, it can be tempting to obsess over the number itself.

But according to Jill, the better approach is to focus on building a strong business foundation.

Instead of asking only:

"How do I get to $1 million?"

Start asking:

"How do I build a business capable of reaching $1 million?"

That means developing the systems, people, processes, and skills necessary to support the growth.

Revenue becomes a result of the foundation you're building rather than the only thing you're focused on.

You Don't Have to Be an Expert at Everything

Another important lesson is that business owners don't need to become experts in every area of their company.

In fact, trying to become good at everything can keep you from focusing on the things you're already good at.

Jill described the value of finding the "pro tip" — the small piece of knowledge that someone with experience can provide that helps you solve a problem much faster.

Maybe that's an accountant helping you understand a financial issue.

Maybe it's another painting contractor explaining how they structure their sales process.

Maybe it's a consultant helping you solve a marketing problem.

The point is to recognize that there are people who have already spent years developing expertise in areas where you may have limited experience.

Instead of learning everything from scratch, business owners can surround themselves with people who complement their own strengths.

Investing in Yourself Is an Investment in Your Business

Business education and professional development are sometimes viewed as expenses.

But they can also be viewed as investments.

Learning one new strategy, improving one process, or solving one major bottleneck can have an impact far beyond the initial cost of learning it.

The same applies to investing in your team.

Training an employee doesn't simply make that employee better. It can improve the performance of the entire organization.

The mindset shift is moving from:

"How much does this cost?"

to:

"What could this help me accomplish?"

That doesn't mean every expense is automatically worthwhile. It means business owners should consider education, mentorship, training, and professional relationships as potential tools for creating future growth.

The PCA Is Building More Resources for Painting Contractors

The PCA is continuing to expand its educational offerings.

The organization discussed plans for the Painting Contractors Institute, designed to serve as an online learning hub for both members and non-members.

The planned resources include areas such as:

• Painter training

• Business training

• Certificates

• Estimating

• Project management

• Downloadable resources

• Spanish-language educational content

The PCA also hosts multiple events throughout the year focused on different areas of the painting industry, including residential painting, commercial painting, craftsmanship, women in the industry, and Spanish-speaking contractors.

The goal is to give contractors opportunities to learn from people dealing with similar challenges and connect with experts who can help them move forward.

The Painting Industry Is Continuing to Professionalize

The painting industry has changed significantly over the years.

Technology, software, training, marketing systems, and business education are giving contractors more tools than ever before.

At the same time, there continues to be a strong entrepreneurial component to the industry. Starting a painting company remains relatively accessible, allowing people from a wide variety of backgrounds to enter the trade and build businesses of their own.

As some companies grow, consolidation and larger-scale investment may become more common. But there remains a strong presence of independent painting contractors who value their relationships with customers and their teams.

That entrepreneurial spirit is a major part of what makes the painting industry unique.

You Don't Have to Build Your Business Alone

Perhaps the biggest takeaway from the conversation is that growing a painting company doesn't have to be a solo journey.

At every stage of business, there are people who have already faced the challenges you're currently dealing with.

The key is being willing to find them, ask questions, invest in yourself, and learn from their experiences.

Whether that comes through an industry association, a mentor, a consultant, another contractor, or your own team, surrounding yourself with the right people can help you see problems differently and identify opportunities you may have missed.

Your next stage of growth will probably require something different from what got you here.

The sooner you recognize that, the sooner you can start building the systems, team, knowledge, and relationships needed for whatever comes next.