If you want your teams in ops, sales, and finance to act and feel more like owners of the business, one way to do this is grant them more...

Most companies I work with offer dozens or more types of services and/or multiple types of technologies, often performed or licensed...

A key reason I focus so much on keeping cost rates current is because I find so many companies only update their pricing as often as they...

Signs that point to your pricing profitability estimates being off base: wide divergence from P&L profitability outdated cost basis...

Fortunately, most pricing tools at least try to estimate profitability. Unfortunately, most do so incorrectly. What has surprised me the...

This will be the first of several thoughts focused on why it's critically important to know the profitability of your pricing....

Service providers need to think carefully before simply adding new technology fees to their pricing. Is the technology truly mandatory, ...

Everyone loves revenue growth, but growth destroys value if your business has poor ROIC. Eliminating underpricing, and negotiating...

ASC606 revenue accounting is probably the worst accounting standards release in my lifetime. Complaining about it doesn't help anything,...

If you have an excellent sales and marketing team, strong repeat business, reputable product and service, but poor progress on winning...

Consider including a contractual obligation on the part of the client to promptly deliver POs where required by them for payment. At...

Know how your client operates regarding POs and stay ahead of their requirements. Increasingly AP systems are tied to PO systems and...

Service providers make money through providing services, not currency arbitrage- so it's usually good business practice to structure...

It's far more cost effective to hedge currency exchange risk through your customer contracts than through a bank. How to do it.

In certain time-sensitive change order situations, you may need to take the pricing "offline" (out of the pricing tool) to turn things...

Working out of scope puts your customer at significant risk, in more ways than you may realize: in highly regulated industries you could...

Although working out of scope for free is one of the fastest ways to ruin for service providers, the top destroyers of service providers...

I say that Change Orders are a brutal but necessary business because one of the fastest ways to get your financial butt kicked as a...

First in a series of thoughts on a topic that can make or break service and technology providers- scope change. As the former "change...

Late fee notifications are often more effective than other remedies. A/P teams don’t want late fees on their books at year-end. No legal...

Develop pricing tools that are good at pricing. If it can help give you information and integrations for your project management,...

Critical items I find companies are often missing or misusing in their cost rate calculations: bonus eligibility per role 2,080-hour...

If a customer requires you to submit your pricing in their format, send your format and use your format in the contract too. Your pricing...

Most outsourcing consultants charge by the hour, so it's no surprise you have to answer dozens of barely relevant RFI questions and...