Using a weighted sales pipeline to make better resourcing decisions
By Stuart Gallie “…you can’t please all of the people all of the time” Anyone who’s ever worked in resourcing, capacity management or talent deployment within a services business will recognise the words of poet John Lydgate. When allocating people to engagements and projects, “all of the people” can include clients, sales executives, account managers, […]
Why do I need a PSA anyway?
Many businesses reach the point where investing in an accounting package makes much more sense than continuing to manage the firm’s complex finances on a spreadsheet. And the same logic holds true for investing in Professional Services Automation (PSA). When driving improved business performance becomes important and you need to manage your back and front-office activities more effectively, […]
Good governance has never been more important
How your business operates is always important, but it’s particularly critical in more challenging times such as the ones we’re facing at the moment. One of the keys to operating effectively is good governance, underpinned by accurate and relevant management information (MI). Real business impact When you’re battling to stay buoyant in stormy economic times, […]
Using good governance to win ‘good business’
One of the key benefits of establishing good governance is the role it plays in enabling you to win “good” or profitable business that you can successfully deliver. Failure to do so can result in you taking on “bad business”, which could lead to both a loss-making project and, critically, reputational damage if you have taken […]
Finding the professional services automation tool that’s right for your business
Regardless of where you are on your growth journey, at some point your consulting business will hit a roadblock. You may even be there right now. As a start-up you managed everything on spreadsheets and like all good consultancies do, these spreadsheets have grown. Covering everything from sales pipeline to billing to resourcing to holiday […]
Eight steps to a successful business transformation
A regularly quoted statistic is that 70% of business transformations fail. Although there is some debate about the exact percentage, it reflects the fact that making organisation-wide change is challenging. But that doesn’t mean you should shy away from it. Done well it can have a huge positive impact on your business – here we look at how to get it right. What exactly is a […]