- How We Work
Four stages,
three answers for each.
What I need from you, what I do and what you will have at the end.
- HOW WE GET THERE
Project management is maintained throughout the entire process.
Regular progress updates throughout the project.
What I need from you
The people to interview across all roles involved in the process: those who sell, issue invoices, collect payments and make decisions. The data exports already available from the ERP system. Time from someone in the finance team, preferably dedicated to the project rather than squeezed in between other responsibilities.
What I do
I listen, while also using the exported data to independently check what I am told: customer concentration, seasonality, actual payment collection times and overdue receivables. Where the figures described differ from those calculated, that discrepancy becomes a question.
What you’ll have at the end
A written assessment of how the company currently operates, together with a fixed quotation for all remaining work. Anyone who decides to stop at this stage still keeps that document.
What I need from you
A full day with the Sales Manager and account managers. Time from the finance team to review costs. And a willingness to agree on certain rules, some of which may require difficult decisions: what constitutes a closing date, when an opportunity is declared lost, and what a probability percentage actually means.
What I do
I develop the sales forecasting process together with the Sales team, working directly alongside them. Then I define the cost management process with the finance team. Finally, I establish the rules that translate revenue and costs into cash flow: receipts, payments, overdue amounts and VAT.
What you’ll have at the end
Agreed, documented processes that remain valid even without the tool.
What I need from you
Very little: a few answers, and some patience if the master data needs cleaning up.
What I do
I work remotely. I clean up historical data, map the tool to the fields in your ERP system and build the first version.
What you’ll have at the end
Version 1.0 of the tool, together with a documented list of any incomplete data or information that needs correcting.
What I need from you
A designated person responsible for each spreadsheet, with enough time allocated for their training.
What I do
I fine-tune the tool using the first few months of actual data, train the designated staff, write an operating guide for each spreadsheet and hand everything over to the business owner.
What you’ll have at the end
The tool, the operating guides and people who know how to use it. And no ongoing dependence on me.
- How It Is Purchased
Phase 1 has a fixed scope and fee.
The outcome of Phase 1 is a fixed quotation for all subsequent work. Before the discovery phase, no one, myself included, can provide a reliable estimate. That is why the quotation is issued at the end of Phase 1.