A IT professional services was challenged with low billable utilization for one of its resource teams. This was resulting in profitability challenges for the business as well as creating a perception that
The team conducted a detailed review of the Statement of Work (SOW) process and the Project Implementation activities to identify ways to improve billable utilization. Critical changes were implemented by standardizing work estimation processes and modifying the SOW process to introduce pricing controls. Adoption of the new process was driven through engagement of the Practice Leaders and proactively working with Sales to set the client expectation on pricing and work effort earlier in the Sales cycle.
This project successfully increased revenue by $350K and had an ROI of 7.5 months.