Professional services PSA: how to protect billable margins through Salesforce automation

In professional services, margin is lost quietly. Time goes unlogged, scope creeps unbilled, and the shortfall only appears when the month closes. Salesforce PSA automation protects the margin by making utilisation and delivery cost visible while the project is still running. Ignyto delivers Salesforce for professional services as a Summit partner from London, Manchester and Dublin.

Where the margin goes

• Time recorded late, or estimated at the end of the week, so utilisation reporting is always retrospective.
• Change requests delivered on goodwill and never converted into a billable line.
• Resourcing decided in a spreadsheet nobody outside the delivery team can see.
• Project profitability calculated in finance, weeks after the decisions that caused it.

What automation changes

Bring the sold scope, the delivery plan and the time recorded into one place and the numbers stop arguing with each other. Quote to project, project to timesheet, timesheet to invoice. When a project is trending over, the person who can act on it sees it that week rather than at month end.

What we implement

• Opportunity to project handover, so what was sold is what gets scheduled.
• Resource and capacity views by person, skill and week.
• Time capture that is quick enough that consultants actually do it daily.
• Project-level margin reporting against the original estimate.
• Automated invoicing from approved time and milestones.

Quote accuracy comes first

Margin protection starts before delivery. Where pricing and approvals are inconsistent, Salesforce Revenue Cloud brings discipline to the quote, and quote to cash automation removes the manual re-entry between systems.

Ignyto has delivered this for consultancies, legal and advisory firms including Johnson Hana and MMT Digital. Talk to a consultant about protecting your billable margin.