Three Ways to Drive Better Results for Your Professional Services Firm

The utilization of business software applications is helping drive professional services organizations to new levels of profitability, with firms now averaging over 15% net profit*. Helping professional services firms leverage technology to improve results – whether it be at finding business, serving clients, tracking projects, or managing relationships – is a passion of ours at HSO ProServ.  

We want to help firms do better in all phases of their operations, from business pursuits all the way through to project completion and billing. To achieve that goal, we’ve developed a three-part webinar series to cover a list of strategies that professional services firms can employ to drive better results for their clients, their staff, and their bottom line. I’ll be joined by Patrick Connally, National Industry Director – U.S. Professional Services at Microsoft, to discuss strategies you can employ across your own firm that provide maximum impact without increasing headcount.  

Session 1: Find and Win More Work 

With the hyper-competitive nature of the professional services industry, identifying new potential projects – and then winning that work – is not as easy as we might hope. Add in the lengthy and complicated sales cycles often involved in such projects, and you have a challenging environment for developing a healthy project pipeline.  

There are strategies for identifying new opportunities and improving win rates. With the right mix of technology and strategy, your firm can lean on existing relationships to find new work, use pursuit intelligence to increase bid-to-win rates, and develop better pursuit strategies based on opportunity strength indicators.  

In this first session in the series, Patrick and I will dive into several topics related to finding and winning more business, including how to: 

  • Put your firm’s relationships to work to uncover new opportunities and increase win rates  
  • Leverage your firm’s experience and qualifications to create winning proposals    
  • Use pursuit intelligence tools to increase make effective pursuit decisions and increase your bid-to-win ratio 
  • Gain a 360-degree view of your clients, relationships, pursuits, and experience  

Watch the on-demand webinar.

Session 2: Deliver Profitable Projects 

After winning a project, your firm likely has two major goals: delivering the best possible outcome for your clients, and maximizing the revenue earned through the contract. Throughout project delivery, it’s important to optimize project plans and resource allocations, as well as monitor project profitability in real-time.  

SPI’s 2022 Professional Services Maturity Benchmark Report highlighted an 11% increase in billable utilization for firms that adopted a professional services automation solution. In the second session of our series, we’ll address how you can optimize project profitability, including how to:  

  • Develop more accurate project estimates that get your projects off on the right foot   
  • Effectively plan and manage resources to drive on-time delivery   
  • Put project controls back in the hands of your project managers  
  • Leverage real-time insights to drive better utilization and project margin   

Register to attend this session to learn more.  

Session 3: Streamline Time Tracking and Billing 

Accurate time tracking and billing practices are an integral part of doing business. Unfortunately, these crucial tasks are often time-consuming with too many manual steps that can lead to inaccurate hour tracking and billing. Far too often, project managers or finance staff are forced to track down employees to get insight into their hours. This can cause delays in billing and take staff away from more important aspects of their work.  

Automating these processes can significantly improve their accuracy and timeliness. Streamlining these processes can also help reduce the frustration felt by many parts of your organization. Of course, optimizing your time tracking and billing will also help you get paid faster and more accurately, which supports revenue growth. According to the same SPI benchmark study, productivity improvements have directly impacted a firm’s bottom line with project margins climbing 12% in 2021.  

In the final session of our series, we’ll address a range of topics to help you streamline time tracking and billing, including:  

  • Streamlining time and expense capture and approval processes  
  • Increasing timesheet accuracy and easily chasing missing timesheets    
  • Automating the review and approval of client invoices prior to sending them   
  • Improving AR and collection processes  

Register to attend this session to learn more.  

Improve Your Firm’s Goals 

If you are interested in driving better results for your firm, HSO can help. We leverage years of industry experience and a longstanding partnership with Microsoft to help professional services firms tackle even the most difficult challenges. Register for our webinar series today and learn how you can take these actionable insights and turn them into results.  

*Source: SPI’s 2022 Professional Services Maturity Benchmark report 

Gary Mills serves as Senior Vice President of Finance, Planning & Analysis for HSO | ProServ. Gary’s diverse industry background brings a unique perspective to the company, with more than 30 years in corporate finance, banking and commercial real estate.

In his role as CFO of HSO | ProServ, Brian Lounds leverages deep experience implementing Microsoft Dynamics ERP solutions to drive excellence into the organization’s financial and practice management practices. Having worked with Dynamics solutions since 1998, he has a strong understanding of technology solutions and their application
to business initiatives.

Whit McIsaac is CEO of HSO | ProServ and brings over 20 years of leadership experience in the Microsoft Dynamics ecosystem to drive the group’s overall business strategy. Whit was Co-founder and CEO of aec360 and legal360 prior to merging these practices into sa.global, where he served as CEO of the Americas prior to launching HSO | ProServ.

Andy Yeomans brings nearly 20 years of Microsoft Dynamics sales and marketing experience to lead the HSO | ProServ sales organization. Under Andy’s leadership, the organization has shown strong growth and has consistently been recognized by Microsoft as a top performing partner, winning multiple Microsoft Inner Circle and Partner of the Year awards.

Jan Dahl Sorensen’s deep experience with Microsoft Dynamics gives him a unique foundation to guide the HSO | ProServ client success team. As part of the original development team under Damgaard Data, Jan has been working with the Microsoft Dynamics ERP solutions since 1995.

Joe Stuckey is EVP and Director of CRM Product Development for HSO | ProServ, leading the company’s CRM product development efforts across the legal, AEC, consulting, and accounting markets. Joe leverages the power of Microsoft Dynamics and Power Platform technologies to design and develop purpose-built industry solutions.

Paramesh Rajan is VP, Technology at HSO | ProServ. Paramesh has served in many Microsoft Dynamics project and program management roles over the past 20 years, and currently drives the development of the organization’s vertical ERP and HR solutions and outsourced development services.

A highly respected Microsoft Dynamics veteran, Jen Wisemore serves as CAO for HSO | ProServ. Jen was instrumental in the launch of sa.global’s US subsidiary in 2007 and has served in a wide variety of roles within Microsoft Dynamics consultancies across sales, pre-sales, program management, and leadership capacities.

John Aschenbrener is Director of Delivery Services for HSO | ProServ. John brings over 20 years of Microsoft Dynamics project and program management, consulting, and architect experience to his current role where he is responsible for driving PMO standards, methodology, and overall project delivery.

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In his role as Chief Operating Officer, Sean Skiver brings nearly 25 years of broad Microsoft Dynamics experience to provide strategic leadership around product development and client delivery services across the organization’s solutions and industry segments.

Amy Spencer leads the team that is responsible for go-to-market strategies, messaging, and demand generation in the US.

Amy earned a Bachelor of Arts degree in Communications from The College of New Jersey and has 25+ years of experience in marketing management for technology and professional services companies.

As Vice President of Human Resources for HSO, Kristen Ramerini is responsible for initiatives including recruitment, onboarding, professional development/career progression, performance management, culture, and employee retention. Prior to her position with HSO, she worked in human resources and recruiting for Seviroli Foods on Long Island and CCN, Inc. in New York City. She holds an MA in Industrial/Organizational Psychology from Hofstra University and is PHR certified.

Darren Gooding is VP of Delivery for HSO | ProServ, leading the company’s CRM delivery across the legal, AEC, consulting, and accounting markets. Darren applies his 25 years of experience and HSO’s industry focused intellectual property to successfully deliver large-scale, global engagements that ensure customer success.