Margin traps “margin traps are those invisible errors that eat away at your profits at every stage of a project. They lurk in the pre-salesThis can seriously compromise your profitability. The worst part? You often don’t realize it until it’s too late.
In this article, discover the 5 main traps to avoid to protect your margins and maximize every project… and stay to the end to discover the bonus trap.
Ready to keep control of your profits?
Trapdoor #1: Pre-sales, the hidden abyss
What you don't see coming
The pre-sales stage is where agencies often drown. We spend hours preparing proposals, meeting prospects, creating quotations… without always realizing what we’re doing. actual cost. The problem is that all this time invested is not measured. How many hours do teams spend on a tender, with no guarantee that it will turn into a customer? We often gamble without knowing how many prospects will end up signing.
How can it be leveraged?
The key is to quantify every minute spent in pre-sales. Accurately track the time and resources invested, and link this to the probability of signing. If you spend too much time on a prospect with little chance of converting, you’re eating into your margin with no return on investment.
Tip: Filter your prospects from the outset to focus only on those with real potential. Set up a tool to measure these costs – like Furious, which optimizes resource management and reduces the risk of loss.
Pitfall no. 2: Project profitability
Don't rely on billing alone
Many agencies believe that the profitability of a project comes down to invoicing. Once the contract is signed and the invoices sent out, they believe that everything is in order. But the reality is quite different. You can’t rely on this figure alone. Visit hidden costs – actual time spent, unplanned purchases and overheads – must be taken into account to get the full picture of profitability. If you only look at invoicing, you don’t see the margin leakage behind it.
How to see more clearly?
To have a true vision of profitability, it is necessary to integrate the notion of gross margin. Follow the total project costNot just what you’ve invoiced. You need to calculate what it’s really costing you: the time spent by your teams, purchases, and even the administrative costs involved in managing the project. With this method, you’ll know exactly whether your project is really profitable, or whether it’s about to cost you more than you expected.
Our advice:
Don’t settle for gross billing. Keep track of all costs associated with each project and adjust your management in real time. A tool like Furious can help you see the big picture, and adjust course if you find that unforeseen costs are jeopardizing your profitability.
Trapdoor #3: Managing "star" customers... toxic
What you don't understand
It’s tempting to focus on “star” customers who bring high visibility and large-scale projects. But sometimes these customers can become a financial burden. They often ask for excessive deliveriesimpose payment terms and consume disproportionate resources. In the end, although their business volume may be high, their actual profitability may be very low, or even negative.
How to avoid drift?
The key here is to prioritize profitability over brand awareness. Don’t let yourself be seduced by a “star” customer if it impacts your margin. This means you have to know how to negotiate clear conditions These include payment deadlines, scope of deliverables, and respect for your processes. Sometimes you have to be prepared to say no to a customer, no matter how difficult it may seem. By treating customers according to their real profitability, you avoid eating into your margin under the pretext of visibility.
Our advice:
Don’t be blinded by volume. Always assess the real profitability of every customer, even the most influential. Furious enables you to track profitability, calculate the impact of customers on your resources and better negotiate terms.
Pitfall no. 4: Overly short-termist planning
What you don't understand
Short-term management is a trap for many agencies. If you manage teams on a day-to-day basis, with no medium-term vision, you expose yourself to unforeseen surchargesunforeseen lack of resources and constant stress. This approach prevents you from anticipating the real needs of your projects, and in the long term, it generates additional, unplanned costs. You end up reacting rather than acting proactively.
How do you switch to strategic management?
To avoid this drift, it is crucial tohave a 3-month vision (or even more, ideally). This allows you to better anticipate periods of over-activity or under-resourcing, and avoid last-minute management. You’ll be able to allocate the right resources at the right time and avoid emergency costs. More precise planning also enables us to better manage external needs, such as subcontracting, and avoid costly mistakes.
Our advice:
Invest time in longer-term planning. Don’t limit yourself to a weekly visionInstead, switch to quarterly planning. Furious gives you visibility up to 6 months in advance, allowing you to remain flexible while controlling your long-term costs.
Trapdoor n°5: Billing latency...
...and cash flow in short supply
Late invoicing and collection collection delays are classic errors that jeopardize the financial health of an agency. More often than not, slow invoicing is due to a lack of coordination between operational teams and accounting. As a result, cash flow becomes fragile, and cash are blocked for months. Meanwhile, you continue to pay resources and suppliers.
How can we streamline the process?
Automating payment reminders and invoicing is essential to avoid this pitfall. The aim is to shorten the time between delivery of a project and dispatch of the invoice. It is also important to set up clear processes between the production and accounting teams, so that there are no latencies. . By automating this process, you free up time to concentrate on high value-added projects, while improving your cash flow management.
Our advice:
Don’t wait until the end of the month to issue your invoices. Invoice as soon as the job is delivered and use tools like Furious to automate reminders and monitor cash flow in real time. So you can reduce latency and guarantee cash flow to keep your projects on track.
Pitfall 6: Lack of control over employee contributions
What you don't understand
You have talented employees, but how do you know who really contributes to profitability of your projects? Many agencies are unaware of the exact impact of each member on their margins. This can lead to mismanagement of resources, where certain people are over- or undervalued in their contribution to profitability. The result is hidden costs that slowly erode margins.
How do you measure the impact of each employee?
The solution lies in the use of internal KPIs. Track individual performance and its impact on profitability. This allows you to see who’s generating value. which, on the contrary, can be a drag on profitability. By evaluating employees on the basis of precise performance criteria, rather than just time spent, you can adjust the allocation of resources and avoid abuses.
Our advice:
Implementing clear KPIs enables you to better allocate resources and maintain profitability. Use a tool like Furious to track each employee’s impact on the margin and make informed decisions on work allocations and team management.
Stay in control of your profitability
By avoiding these six margin traps, you take total control of your projects. From pre-sales to invoicing, every stage becomes a lever for maximize your profits. You reduce hidden costs, increase the profitability of every project, and make strategic decisions with confidence.
By acting on these levers, you not only optimize your immediate profitability, but also lay a solid foundation for sustainable growth.
To do this, you need a tool that gives you total visibility, enables you to anticipate risks and make informed decisions in real time. And that’s exactly what Furious delivers. Thanks to its advanced functionalities, you can measure, adjust and optimize your projects to guarantee profitability at every stage.
Ready to move up a gear?
Request a personalized demo and discover how our tool can transform your project management and maximize your profits.
