Professional Services Hub · Articles
Articles for professional services firms
What we have written for partners and owners of law, engineering, architecture and consulting firms, on lock up, fixed fees, utilisation, pricing and selling the firm. Search them, or choose your kind of firm.
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Professional services articles
The billable hour is cracking: the margin question every IT and management consultancy now faces
AI is quietly compressing the hours behind every consulting engagement while overheads stay fixed. The consultancies protecting margin are the ones repricing before the market forces it on them.
The client transfer test: what actually decides what a law or accounting practice is worth
Two practices with identical billings can sell for very different prices.
The realisation rate most Queensland engineering and architecture firms have never measured
Utilisation tells you how busy the team is. Realisation tells you how much of that work actually becomes revenue.
The utilisation illusion
Most professional services firms measure utilisation like it is the scoreboard. It is not the scoreboard. It should be seen as the temperature gauge.
Engineering consultancies: fixed fee work and the margin it hides
On World Engineering Day, a look at how fixed fee engineering projects quietly lose money when scope creep and overservicing go unmeasured against the original estimate.
Law firms: the gap between hours worked and hours banked
Law firms lose profit in the space between time recorded, time billed and time collected. Partner economics hinge on closing it.
Consulting firms sell hours. The profit lives in the mix.
IT and management consultancies leak profit when they cannot see which engagements and seniority mix actually pay. Effective rate per consultant and project margin tell the real story.
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