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origination

2 insights

A rising curve showing hours of delivered work needing replacement per hour of remaining selling capacity, climbing from one to one at 50 percent partner utilization to four to one at 80 percent and nine to one at 90 percent.

Your Selling Capacity Is Whatever Delivery Did Not Consume. That Is Why the Firm Oscillates.

In a professional services firm the person who sells is the person who delivers, so business development is a residual rather than a budget. The arithmetic of that residual explains a revenue cycle most firms blame on the market.
Professional Services OpsBusiness Case & ROI
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Bullet bars showing an overall credit approval rate of 79.5 percent and a small ticket approval rate of 80.7 percent, each against the full population of applications received.

Approval Rates Near 80 Percent Mean Four in Five Applications Become Work. Volume Is at a Record.

Equipment finance approval rates reached 79.5 percent in June, and 80.7 percent on small ticket. With 2026 volume forecast at the highest level since the survey began in 2006, the constraint is cost per file, not credit appetite.
Specialty FinanceBusiness Case & ROI
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