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Representative scenario
B2B services · Revenue €1.45 m · 12 employees · 7-month engagement
Growing revenue does not necessarily mean creating value. Analysis by client and by service makes it possible to identify activities that absorb margin and to act on pricing, hours, mix and contracts.
The financial problem
In a services business the main cost is people’s hours, and hours do not appear on the invoice. The accounts said the company was growing; they did not say which clients and which services were paying for that growth and which were consuming it. Without accounting by line, every commercial decision — a renewal, a discount, an extra service included “as a courtesy” — was taken in the dark.
The starting point
The tools we put in place
Before and after
| Indicator | Before | After |
|---|---|---|
| Average contribution margin | 31.5% | 36.2% |
| EBITDA margin | 5.9% | 9.1% |
| EBITDA in value | €85,550 | €131,950 |
| Revenue at insufficient margins | around 18% | renegotiated or dropped |
| Profitability by client and by service | not measured | monthly |
The scenarios shown are for illustrative purposes and are built on recurring dynamics in SMEs. The economic figures are examples and do not represent a promise of results.
What this case teaches
Revenue is a measure of volume, not of value. Until margins can be read by client and by service, growing may mean working harder to earn the same — or less.
01 — Method
The four-phase path that supports expansion, reorganisation and business crisis, to make your company competitive, organised and ready for sustainable growth — or for building the value that a future exit requires.
Discover the Method02 — Services
The offer for business owners and SMEs: from outsourced financial leadership to management control, from business crisis to budgeting and business planning.
See all services03 — Case studies
Starting point, what we did and the result in three representative scenarios: cash, margins and the sustainability of an investment.
See a scenarioLet’s talk
If you recognised yourself in this starting point, the first step is always the same: an honest picture of the numbers. Write to me to arrange a first, confidential and exploratory conversation.