This next series of posts reviews the normal sources of income open to a consulting practice.and discusses the variables likely to affect those sources of income. It aims to improve business performance by improving understanding of and therefore the capacity to manage the various variables involved.
Our discussion begins with an analysis of normal time based charging since this is the way most practices earn their income.
The chapter then reviews a number of ways of increasing returns on particular jobs:
- multiple charging
- the role of cost recovery in ensuring proper returns
- the use of special levies
- and the way in which structured approaches to intellectual property and productisation can be used to improve returns
Note on copyright
This material is copyright Jim Belshaw. It may be reproduced or quoted with due acknowledgement.