Sales Pipeline Visibility
Sales Pipeline Visibility.
Boutique pro serv firms can be lumpy businesses. Matching revenue and expenses with limited forward visibility can be very hard.
Firms should be able to forecast out one year, at a minimum.
Unfortunately, small firms can see out ~4 months, and medium firms can see out only ~7 months. Only large boutiques (100+ employees) can see out 1 year.
Boutique pro serv firms have lots to improve on when it comes to sales forecasting.