A tighter sales cycle is a finance problem as much as a sales problem. David Snyder, CPA, walks through projecting gross profit on each job, absorbing supply-chain cost spikes, and tracking true overhead so a bid is not just a number that wins the work.
Messy books hide which contracts actually make money. Snyder also talks about knowing when to walk away from a low-margin deal, including a GSA example. The fractional CFO role in the sales cycle is to protect margin before the contract is signed.
About David A. Snyder, CPA
David A. Snyder, CPA is a fractional CFO who partners with growing businesses that need senior financial leadership without a full-time executive. Learn more at davidasnydercpa.com.
Citations
Snyder, David A. “How a Fractional CFO Helps the Sales Cycle | David Snyder.” AZBC Collective Cast, Bridge AZ
