Service Business KPIs: The 21 Numbers Worth Tracking
Service business KPIs you can read in five minutes: seven weekly, seven monthly, seven quarterly numbers, plus how to pick the one number that matters most.
LER ▸Cash Conversion Cycle: Why Profitable Firms Run Out of Cash
Cash conversion cycle explained for service firms: why a profitable quarter still leaves the bank empty, and seven levers that pull client cash forward.
LER ▸Services to Platform Transition: Planning the Revenue Dip
Services to platform transition means revenue dips on purpose. See the cash math, the three risky moments and the dashboard that says hold or reverse.
LER ▸Practitioner Network Quality: Why Growth Erodes It
Practitioner network quality collapses when a certification business grows too fast. See the four stages of the spiral and the systems that stop it early.
LER ▸Relationship Selling Fails in Complex Consulting Deals
Relationship selling feels safe, yet Dixon and Adamson found it is the most common profile among underperformers in complex B2B deals. Here is the fix.
LER ▸Assessment Debrief Call: A 30 Minute Script That Closes
Assessment debrief call: the 30 minutes after a client sees their score decide whether the diagnostic earns money. Three jobs turn a score into a signed deal.
LER ▸Referral Fees for Partners Can Kill Your Network
Referral fees for partners look smart but turn a trusted community into a marketplace. See how commissions break trust and what to build in their place.
LER ▸Launch a Certification Program That Fills Before It Opens
Launch a certification program with a waitlist, not a vacancy. Learn the demand arithmetic, from 100 times soft signals to 25 spots, before enrollment opens.
LER ▸Big Domino Belief: Replace Ten Rebuttals With One Idea
Big domino belief from Russell Brunson, applied to consulting sales. Find the one belief that makes price, timing and doubt fall, then build assets around it.
LER ▸Alternatives to Discounting When Clients Push Back on Price
Alternatives to discounting that protect your fee: reshape the deal, change the comparison and add value. Plus the exact words that defend a premium price.
LER ▸Free vs Paid Assessment: Where to Draw the Free Line
Free vs paid assessment: where should the free results end? Six dials set the line, and placing it well is worth about 20 percent of revenue by Hermann Simon.
LER ▸Productize Consulting Services: Name It, Price It, Write It
Productize consulting services before you license a methodology. Turn your best work into a named, fixed price documented offer that opens the way to a platform
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