Applying Performance Management to the Professional Services Business

In order to know the absolute value of each client, it is critical to eliminate blind spots, difficult hierarchies, strict reporting time frames, and processed answers.

The only productive way to hold professionals accountable for client contribution is to provide them with quick answers on financial and coincidental data that affect each client's contribution to profitability.

Professional Service organizations invest great amounts of time and money in developing databases to capture billable and non-billable time and expenses associated with each client. The challenge is to associate each client's monthly bill with the activities and costs (transactional and non-transactional) that determine margin contribution.

Growth & Profitability

Increased billings, of course, do not guarantee profitable growth. Bringing together all facts, transactional and coincidental, is the only way to assure control of both your value to clients and their value to your organization.

Measure budget to chargeable performance

All associates better understand strategic objectives if they can see on demand not only the goal, but how they are contributing to it. Salient Interactive Miner™ (SIM) allows direct access by associates of where they can improve both professionally and on behalf of the company.

Analyze margin by client, project, division, staff, and more

Bring together, from any source, any metrics that affect margin and you can see the value added by people, places, things and activities.

Track chargeable hour trends and capacity analyses

Knowing precisely when you need to increase workloads or professional staff means you can provide clients with excellent service while controlling waste and costs.

Gain visibility of job statistics by individuals, clients, divisions and more

Using Salient's powerful built-in analyses tools, you can see where attention is needed on demand, including an executive dashboard that will reveal all of the value points necessary to senior management.

Rank entities and performers—see what’s winning and losing

When you can sort the norm, the winners, and the losers, you can make better decisions.

Identify Cross-Marketing Opportunities

Improve Resource Allocation

Discover opportunities for increasing the types of services across the client base and better distribute resources against those opportunities.