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I would of say that may be it would be fairer to accept a percentage of the money from each job. 25 - 35% perhaps?
as for contracts where ever you see a contrcator working note the address down and contact the decision maker a few days later , just ask them when the contract is up for renewal and are they happy with the standard of work the current contractor offers.
Alot of decision makers probably dont know you exist until you contact them,they wil be happy to know you are interested in their contract and if they are unhappy with their current contractor they might give you a go.Cheap is not always best,they might be looking for-attention to detail,ability to follow instructions,punctuality etc. Good luck
I think you are missing the point slightly, Ian is getting refunded for fuel and waste but supplies labour and tools. The guy he is working for has taken the trouble to get the work and all the associated risks, charging out at your normal full business rate is being a little mean. It has to be a win / win for all parties.