The Top Line

For many professional service firms, the single largest expense is the cost of sales. That’s because while your firm’s most senior personnel are prospecting for new business—or convincing decision-makers to buy—these highly-compensated professionals are neither available to close other opportunities, or to deliver billable services.

To make matters worse, attracting—and ultimately closing new business–can take anywhere between several months and several years. In fact, sales people, at any organization that sell services, or products, that prospective buyers perceive as a major commitment, find themselves in much the same situation.