Do you push for profit, yet still invest in client service?
Do you support your clients, but want fair payment for what you do?
Do you control your business, but believe in empowering your teams?
We believe you should profit from the work you do:
Perhaps you are a client services Sales Director looking to meet your sales targets for the year.
Perhaps you are a Finance Director looking to improve revenue recognition or convert work-in-progress into cash.
Perhaps you are a Chief Executive looking to influence front-line decisions being made by your client account teams.
We know you hire great teams and expect them to meet their targets. We also know they get caught up in delivery and can miss opportunities to bill. This might not happen everywhere, but in our experience up to three per cent of contracted revenue doesn't get billed: That's an additional three per cent of profit if you've already done the work!
We find the items of revenue that are often missed, for example by busy teams or where targets are already met. We focus on these opportunities, leaving you to focus on client service.
We focus on these opportunities because you have done the work and the profit should all be yours.
As you deliver great projects and services for your clients, or push for the next big sale, we are your fresh pair of eyes.
How we work:
It takes trust to reveal something you might have been expected to do anyway. We know client delivery is hard and will work with you so you and your teams are rewarded for disclosure.
Our methods are designed to find out how the work you have done compares to your contract and billing records. We find out where you can bill under contract but haven't done so to date.
We ask your teams in the field simple, effective questions which combine decades of experience, in the language they understand to glean this vital information:
We encourage service directors to tell us about service performance.
We speak with project directors about project and programme delivery.
We learn from your sales executives and their actions to deliver target revenue.
We listen to your accountants and their opinion on operating margin and profit.
We confer with your treasury to understand how your activities are converted into cash.
What we do:
We just happen to have a great methodology. It is called GLEAN® and is based on successful revenue protection programmes run for one of the major leaders in IT Services and Outsourcing.
It is fast and effective, using tried and tested interview questions and techniques that refine decades of commercial experience to generate a negotiation plan for each missing item. It then helps you track those opportunities to conclusion.
Our proprietary GLEAN® methodology has two simple components:
- The GLEAN® Project Management Pack - this helps you set up the project.
- The GLEAN® Account Review Pack - this helps you find the missing revenue, profit and cash.
GLEAN® builds your expertise in finding revenue opportunities and protecting the cash you have worked so hard to earn. Each account review, will yield specific, measurable, agreed, realisable and time-bound opportunities from your projects and services.
It helps you find out what you need to know because, however good you or your team are, information is rarely shared with sufficient clarity to be able to recognise every opportunity.
The GLEAN® method allows team members to share their perspectives, often of the same events, but with one key purpose: To find the cash!