Scoping, pricing, and estimation guides for technology solution providers
Learn how to estimate and price technology projects and services, forecast capacity and margin across your pipeline, and keep sales, presales, and delivery working from one plan.
Revenue velocity without wrecking delivery, the CEO balancing act
Revenue velocity is the rate closed pipeline becomes recognised revenue without burning delivery. A CEO playbook for measuring and compressing the whole cycle.
17 Apr 2026 • 14 min
How to build a services rate card that survives real deals
Build a services rate card that holds under negotiation. Role granularity, margin bands, region splits, and rebuild triggers that replace an annual review.
16 Apr 2026 • 10 min
Capacity-aware selling, sell what you can actually deliver
Capacity-aware selling puts delivery shape in front of sales before the quote lands. Sell what you can staff, shape what you can't, keep margin intact.
15 Apr 2026 • 10 min
How to price change requests without the margin leak
Change request pricing that protects margin on fixed-price SOWs. A four-step workflow (raise, size, price, approve) that stops silent scope creep.
14 Apr 2026 • 10 min
Professional services CPQ, a category services didn't ask for
Professional services CPQ came from product CPQ vendors, not from services firms. What the category gets right, and the gaps it still leaves.
13 Apr 2026 • 14 min
Statement of work, what belongs in one
What a statement of work is, how it compares to a proposal or MSA, and the nine sections every SOW needs to protect scope, price, and delivery margin.
17 Mar 2026 • 7 min
Capacity planning for technology solution providers
A practical capacity planning guide for technology solution providers. Three-layer demand view, weighted pipeline, named assumptions, scaling rituals.
08 Mar 2026 • 14 min
SOW generation from a priced estimate
SOW generation that keeps scope, price, and schedule in sync: generate a statement of work from your priced estimate, from proposal to signed contract.
12 Feb 2026 • 10 min
Services quoting software, the buyer's guide
Services quoting software, a buyer's guide for systems integrators, consultancies, and MSPs. What the category covers, where adjacent tools fall short, ten shortlist questions.
27 Jan 2026 • 14 min
Estimation platform ROI, a business case for RevOps and CFOs
Build the estimation platform ROI case your CFO will fund. Margin guardrails, pilot plan, and a one-slide summary RevOps leaders can ship this week.
14 Dec 2025 • 5 min
How to discount without losing margin, the trade rule
How to discount without losing margin in B2B services. Trade price for scope, timeline, or terms using a concession menu that protects deal economics.
22 Sep 2025 • 5 min
How to improve service estimate accuracy over time
Learn how to improve estimate accuracy over time by tracking variance, running post-project reviews, and calibrating your service estimation model.
12 Jun 2025 • 4 min
Fixed price vs time and materials vs retainer, how to choose
Fixed price vs time and materials vs retainer. How to pick a pricing model that matches scope uncertainty, keeps the buyer comfortable, and protects margin.
25 Feb 2025 • 5 min
Sales to delivery handover - a practical guide
A practical sales to delivery handover guide for services teams. Keep scope, commercials, and customer expectations aligned from close to kickoff.
13 Nov 2023 • 6 min
How to estimate total cost of ownership for services
Learn how to estimate total cost of ownership for recurring services, model growth, and price quotes that win deals without eroding margin.
03 Nov 2023 • 9 min
Why spreadsheets fail for pricing - an opinion
An opinion piece on why spreadsheets fail for pricing work, and why opinionated estimation software beats endless flexibility for service teams.
29 May 2023 • 2 min
How to price a scope of work in B2B services
A practical guide on how to price a scope of work for B2B services, with steps for keeping scope, timeline and price in sync without blowing margin.
28 Apr 2022 • 4 min