Case study: Data consultancy
From a tough year to profitable, month after month
The brief in brief
After a year of tough trading, with the economic headwinds set to continue, the directors knew it was time to do things differently.
What I did
First, an honest look at where the business stood.
- Reviewed the past four years of revenue
- Took a forensic look at operating costs
- Analysed utilisation and non-billable time
- Mapped the capability of the current team
- Presented back the findings, insights and recommendations
What we've done together
Then, week by week, putting it into practice.
- Set goals and targets for the year
- Developed new services
- Adjusted charge-out rates
- Created a new approach to building the pipeline
- Strengthened the discipline of forecasting
- Built a new system for timekeeping and project management
- Set up a regular rhythm of business reporting
The outcome
- Consistently profitable, month after month.
- Four of their biggest months in 11 years of trading.
- Decisions based on evidence. Can we afford that? Yes. Do we need to replace the retiring employee just yet? No.
- Emergency funds rebuilt.
- Staff bonuses on track to be paid out.
- Customers new and old. New customers coming on board, past customers coming back, and existing customers spending more.
Anna has helped us find our way out of organic casualness, into a business with real purpose and drive. In 11 years of trading, we’ve had four of our best-ever months in the short time she’s worked with us.
She keeps us disciplined, has helped us set goals that matter, and has written policies that actually mean something. Most of all, we’ve swapped our ‘she’ll be right’ attitude for frighteningly clear honesty. Just brilliant.
David, Technical Director
