This white paper tackles a growing problem which can be
regarded as a side-effect of the current tough operating
climate.
In their efforts to maintain business viability – and keep
staff gainfully employed – some project-oriented businesses can be
tempted to take on projects with narrow profit margins.
They then tend to over-deliver to retain the client’s business
in an aggressively competitive marketplace.
This trend is an entirely understandable, but is not a
sustainable way of doing business.
We discuss here the value of adopting an evidence-driven
approach to understanding which areas of your business and client
base are most/least profitable and using this evidence to:
- Take strategic decisions about your future business
direction
- Model what your ideal client looks like
- Hold meaningful conversations with your clients to build
profitable
relationships with them
- Analyse where internal processes are undermining your
profitability
We refer in the white paper to the experience of IRIS Project
Solutions, whom we thank for their assistance. We will be focusing
on the IRIS Project Solutions which these businesses use.
However, a good quality Professional Services Automation (PSA)
solution should be able to provide similar functionality to the
features outlined here.
 Continue
reading the Getting to grips with Client (un)Profitability
whitepaper
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