Continuously review, optimize your P&L

• Have a Plan
• Try to renegotiate the deal, terms
• Review P&L, Annotations Report and ask for a Model (from Finance Team) that reflects true invoice amounts and true Loaded Costs and Contribution, Account Margins for EACH MEMBER on the team
• Annual Rate increases, COLA language, understand when and how you can invoke those contractually
• MSA – renegotiate on terms e.g. payment terms, termination, cost of living, rate increases
• Rotate, Rebalance team seniority e.g. rotate senior folks out who’ve matured, but don’t jeopardize delivery, balance the model to make it “diamond” shape e.g. Seniors, more Mid-Level, less Juniors
• Remove shadows and non-billable resources, or make those valuable resources billable
• Bill for non-billable resources (e.g. PMs, DMs), etc.
• Move to lower cost delivery locations
• Switch to Monthly Rates
• Validate EVERY invoice EVERY month, EVERY line item
• Validate EVERY Rate for resources
• Remove unnecessary ISP, DSP flags in CRM and UPSA, they drive up bench and BU cost
• Level Up resource after promotion, don’t leave them on old rates
• Don’t forget to invoice for overtime
• Do you have any Un-billed, Unrecognized Revenue issues to improve?
• For long term Onshore Trips to US use onsite Rates
• Review and approve all Travel Expenses. Reduce unnecessary travel, team buildings, etc.
• Avoid Non-billable expenses, e.g. trips for offshore if non-billable
• Start Projects Earlier to have more runrate runway during the year
• Onboard in parallel especially if onboarding is non-billable
• Escalate Staffing to close open positions
• Ask Why? E.g. Why they need additional resources, there might be a bigger opportunity
• Plus 1+ ask what else does customer need. e.g. if they need 1 more expert, see if there is one more to add. Example: they’re looking for Developer resources, why not ask about Digital, QA, DevOps, Support Needs and add additional team members
• Try to Bill as close to NORM hours every month (T&M projects).
• Training – If people take training, that should be after hours on their own time, not reducing billable time
• Evaluate if any past contractual concessions can be remove that are no longer applicable e.g. remove / expire discounts