Why Tracking Time Matters More Than You Think. I recently spoke with a buyer of professional service firms. I asked him: “What’s one thing you think sellers must have perfected for you to purchase them at a premium price?” He didn’t hesitate.
Ouch.
Frustrated and anxious, she asked me: what does it take?
Only four things, I told her. Do this and I guarantee it won’t happen next time.
Most firms have hours, days, weeks even – of non-billable time unceremoniously dumped into “admin” every month… or worse, not even recorded at all (but we’ve talked about that before!).That could be $100’s of thousands of dollars of time on genuine, useful & essential “admin”… or not. Mostly likely “not” to be honest.
Nobody wants to waste time selling to a customer that’s going to do nothing. But by acknowledging inaction as a competitor, you can better position yourself to close.
Take a closer look at the environmental factors and relationships that impact the sale of your firm.
