A software company can pay its salesperson on deals signed, because someone else looks after the customer. Consulting firms rarely work that way. The client partner who wins the first project sells to that client for years and keeps it profitable, so if you're working out how to structure a sales incentive plan, it has to pay for both.
PSA software with built-in CRM, or a separate CRM? For consulting firms, one system usually wins. Here's why.
Most CRM features are built for sales teams that consulting firms don't have. See which CRM features consulting firms actually need, and which ones they’re paying for and never use.
Choosing a CRM for your consulting firm? Here's what actually matters. From tracking the bids you have out to what happens once a job is won.
Learn what client lifetime value (CLV/LTV) means, how to calculate it, and why it matters for consulting and professional services firms.
Learn how to develop junior consultants through project work in the AI era by building judgment, ownership, feedback, and client-ready skills.
PSA vs ERP: what each does, where they differ, and how to choose the right one for your consulting firm. A clear, honest guide for SMB services leaders.
PSA software and project management software solve different problems. Here's where the line sits, and how to tell which one your consulting firm needs.
Mark Orttung (Projectworks CEO) and Dominique Rennell (Projectworks CCO) are joined by Christophe Delaire, the CEO of Marshall Day Acoustics, to discuss what good differentiation looks like at different stages. Marshall Day Acoustics is a one-of-a-kind acoustics consultancy with a global team of experts working everywhere from concert halls to wind farms.
Client concentration risk can compress your valuation and put your firm at risk. Learn what it is, how to calculate it, and how to reduce it.
Learn how EBITDA multiples work for consulting firms, what the realistic benchmarks are, and the six factors that move your multiple up or down.
What is your consulting firm actually worth? Allen Debes and Mark Orttung have bought and sold more than 10 consulting firms between them. In this episode, they break down how buyers arrive at a number, what moves your multiple, and why exit preparation starts earlier than most founders think.
A software company can pay its salesperson on deals signed, because someone else looks after the customer. Consulting firms rarely work that way. The client partner who wins the first project sells to that client for years and keeps it profitable, so if you're working out how to structure a sales incentive plan, it has to pay for both.
PSA software with built-in CRM, or a separate CRM? For consulting firms, one system usually wins. Here's why.
Most CRM features are built for sales teams that consulting firms don't have. See which CRM features consulting firms actually need, and which ones they’re paying for and never use.