Time & Materials

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A framework for being deliberate about where a services firm focuses time and energy
... and a quick post about some common pitfalls in margin reporting
Building Culture In Services BusinessesListen now | ... plus a deep dive into the challenges and benefits of remote-first work
The owners of an IT services business may reach the point where they want to sell the business. Selling any business is an involved process, and it can be further complicated as a company grows and becomes more successful or experiences setbacks. Preparation and planning are…

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Building an effective sales function is critical to the success of professional services companies. Doing so requires answering three key questions…
Last week’s post focused on a technique to forecast revenue from work in a services business where the contracts had already been signed (i.e., “sold…
Almost every services business founder has a story like this: The month just ended. Your instincts were telling you this would be a great month for…
Cognizant announced their 4Q22 and FY22 earnings yesterday. I thought I’d share a few observations and what early-stage services businesses may be able…
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First, a quick programming note: I’ve renamed this newsletter to “Time & Materials”, an homage to the nature of the business I write about most often…
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Two of the most important decisions a services business makes are 1) how it approaches sales and 2) whether it offers one or multiple disciplines of…
Professional services businesses are easy to start (compared to many other businesses) without significant capital and can grow successfully using their…
It's evident that the thing that happens immediately before a business - particularly a startup - dies is that it runs out of cash. What's not apparent…
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Time & Materials

Insights on technology, the business of consulting, and fintech
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