More clients and capability.
WHAT CONSTRAINS GROWTH
Consultant capacity Working capital Supplier relationships and credit Reputation
WHY CONSULTANT CAPACITY BINDS
Bookings require time, and complex ones require a great deal.
WHAT TO IMPROVE FIRST
Revenue per booking Repeat rate Time per booking
WHY
They increase revenue without additional staff.
WHAT TO ESTABLISH
Which bookings are worth taking.
WHAT TO CONSIDER DECLINING
Complex low-value bookings that consume disproportionate time.
WHAT SPECIALISATION PROVIDES
Higher value and less price comparison.
WHAT MOVING INTO OPERATING PROVIDES
Margin on the product rather than commission.
WHAT IT REQUIRES
Capital commitment Operational capability Risk on unsold capacity
WHAT TO TEST FIRST
Small departures before committing to capacity.
WHAT CORPORATE ACCOUNTS PROVIDE
Volume and predictability.
WHAT THEY REQUIRE
Service levels, reporting and credit.
WHAT TO ESTABLISH
Whether the margin supports the service required.
WHAT TO DOCUMENT BEFORE GROWING
Booking procedures and checks Supplier terms Emergency procedures Client records
WHY
They are what allow consistency without you.
WHAT TO MEASURE
Bookings, margin, errors, complaints and repeat rate.
WHAT TO PROTECT
Accuracy and reachability, which is why clients use an agent at all.
