Gross Profit in a Professional Services Firm: Opening a Dialogue

Plus specific ways to improve in services, marketing, sales, delivery and support.

By August J. Aquila
Price It Right

Accounting firms focus on top-line revenue or net profit. But are they focusing on what really matters?

MORE: Tomorrow’s Leader in 9 Bullet Points | CHECKLIST: 18 Essential Steps to Effective Billing | How to Get Partners to Accept a New Pricing Philosophy | 12 Pricing Factors Beyond Cost | 13 Questions about Providing Value | How to Shift from Production to Marketing Orientation
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Profitable businesses involve more than just selling more products and services to increase revenues. There is an old joke in the retail business: A salesperson tells the manager that they are losing $1 on every shirt they sell. The manager says, “Don’t worry, we can make it up in volume.”