Driving productivity whilst taking your team with you

Wednesday 8 January 2025

Online

Most consultancies do an excellent job winning work and delivering excellent outcomes for their clients… but what about everything in between? How often do you get to the end of the project and either:

1. spend too little time reviewing the project profitability because you’re on to the next project? Or
2. lament the fact that the project wasn’t as profitable as hoped but put it down to the unique circumstances of that client?

What we do know is that only 30% of firms track their delivery margin by client (Consultancy Benchpress 2023), so the vast majority are working for days, weeks and months for happy customers… but with little idea of whether the project will achieve the target margin.

One of the solutions could be effective time tracking, however this is a divisive subject in professional services. There are so many arguments against time tracking: “It doesn’t fit with our culture” / “Don’t you trust me?” / “What if I need to spend more time with a client” / “It hampers innovation and entrepreneurial thinking”.

This workshop, hosted by our friends at CMap, will explore:

• the best-practise approach to minimising the gap between margin-as-delivered vs. margin-as-sold
• which KPIs to focus on when, to get a grip on maximising your project profitability
• the importance of profit transparency across the team
• an overview of the key meetings and reports you need, to avoid the operations black hole (including purpose, structure, frequency and agenda templates)
• the case for time tracking, including tried and tested ways to get your team engaged in the idea
• overcoming the three classic implementation challenges
• any questions you have upon completion of the operations maturity assessment (open to TCGN members)

If you are struggling to deliver high margins that flow through to your P&L, or perhaps you are concerned about whether to use time tracking or how to make it work, this workshop is for you.