Project and Service Automation Software Insights Blog

Complex Service Quotes That Go with Your Complex Products

Posted by Mark Engelberg on Aug 11, 2017 8:27:28 AM

If your business provides services as part of your business model, you’re always quoting a variety of services related to the complex products you manufacture or resell. While standard CRM functionality almost always includes basic quoting capabilities within a sales opportunity function, it rarely has more than a high-level capability to produce complex service quotes - like quoting a quantity multiplied by a price for each item, regardless of whether it’s a product or a service. Moreover, CRM certainly won’t provide the logic and dependencies necessary to make intricate quoting processes automated, repeatable, and error-free so your sales reps and professionals can produce estimates and quotes quickly and accurately … every time.


Asset Management and Tracking within Your Project Management System

Posted by Mark Engelberg on Aug 4, 2017 10:46:18 AM

To provide services for assets (machinery, for example) owned by their customers, service organizations often use outdated systems that force them to deliver, install, repair, and/or provide parts for those assets using separate tools or spreadsheets. From computer software or hardware to machinery, electronics, swimming pools, restaurant equipment, trucks, or other heavy-duty equipment, customer assets span a wide range of types and involve quantities or changes that may fluctuate frequently. The ability for a service provider to accurately track those assets directly affects delivering efficient and profitable services that the customer has paid for and ensures that assets not covered under a contract aren’t serviced inadvertently, leading to a loss.


Use Subcontractors on Projects? Make it Seamless for Your Customers

Posted by Mark Engelberg on Jul 28, 2017 1:15:06 PM

If your professional service organization (PSO) is like most, you leverage a substantial number of subcontractors to deliver successful projects. The more seamlessly you incorporate subcontractors into everything you do, the better your customer relationships will be.

In this post, we describe how the right project management system will help you bill and manage subcontractors on projects and improve customer relationships.



How to Improve Employee Utilization to Maximize Profits with PSA

Posted by Mark Engelberg on Jul 20, 2017 9:57:11 AM

A professional service organization’s greatest asset is people – and also the most expensive. When utilized effectively by using more than just statistics, they become the biggest differentiator between profits and losses, right down to the project level. Despite this being easily understood and accepted, organizations that use standard project management tools that aren’t integrated with their CRM system really don’t have all the multiple parameters of information that make the best utilization choices. In a nutshell, that’s because doing work that doesn’t take the customer into account when doing work assignments, misses the mark.

In this post, we explain how financially aware PSA plus CRM integration optimizes your resource allocation and maximizes your profitability.


The Benefits of Mobile Service Management on Your Phone

Posted by Mark Engelberg on Jul 14, 2017 4:07:36 PM

Today, performing work while ‘on the move’ via mobile devices like laptops, smartphones, and tablets are common, and companies have embraced the mobile revolution by adopting enterprise business systems that integrate with mobile-based enhancements and add-on modules.

In this post, we discuss the benefits of bringing full-featured mobile service management into your organization via integration with your CRM system.


Are You Tired of Write-offs?

Posted by Mark Engelberg on Jul 7, 2017 12:06:58 PM

Professional services organizations (PSOs) manage a great deal of complexity to deliver successful projects on time and within scope, and they deserve payment for completed jobs. Many PSOs, however, fail to fully complete the final stage of their projects: the billing. Because they’re moving fast to please customers, they often overlook the finer details of billing, which leads to inaccurate invoices, late billing, and a rise in write-offs. The good news is this: if your billing is set up correctly and done quickly, you can drastically reduce your write-offs.


How Long Does It Take to Get from Quote to Cash?

Posted by Mark Engelberg on Jun 30, 2017 9:21:07 AM

The quote to cash process is problematic in ways that negatively affect profitability. As you incorporate a more complex set of services or product-service combinations into your offerings, there are a growing number of information disconnects that can occur; each one poses a threat of revenue leakage or failure to optimize offerings and deliverables.

In this post, we discuss the five high-level challenges that negatively affect the process of going from quote to cash.


Turning a Sale into a Project

Posted by Mark Engelberg on Jun 26, 2017 1:44:08 PM

The mantra of ‘under promise, over deliver’ often falls to the wayside to professional services organizations (PSOs) whose salespeople are prone to promising the world to prospective clients to win a deal – but this doesn’t have to be the case. PSOs with a systematic way to scope, deliver, and manage projects can turn a salesperson’s promises into successful projects on a consistent basis.


Do You Need to Know Who's Available When You Quote a Deal?

Posted by Mark Engelberg on Jun 16, 2017 9:22:19 AM

If your company is like most growing professional services organizations, you’re keenly aware of the juggling act that takes place when quoting new business opportunities. You want to quote the optimal timing (start date and completion date) and the right price to suit your profitability targets, but you aren’t 100% confident that the people you need for the project will be available when you need them. Perhaps they’re currently working on multiple projects plus two that are running beyond their projected completion dates or maybe they need some downtime and just booked vacations in far-off lands. Or have other work commitments not related to projects at all.


How Many Services Dollars are You Not Billing?

Posted by Mark Engelberg on Jun 8, 2017 12:01:35 PM

If your project service automation (PSA) system doesn't automatically adjust billing based on contract terms, you’re probably under-billing and losing money. To remedy this situation, you need to end your reliance on multiple, manual inputs and optimize your contract management processes.

This post explains how to maximize services dollars with a simple tweak to your PSA and CRM systems.