Zespół Cafe Finance Group

Financial Experts

A full calendar ≠ a full bank account

Why „customer, customer, customer” isn’t enough for your business to make money.
Because the truth about your business model lies in your wallet, not in your meeting calendar.

 

  1. The Crowded Reception Syndrome
    The phone’s constantly ringing, your inbox is overflowing – sounds like every entrepreneur’s dream.
    Until you check your bank account and realize your balance is playing hide-and-seek with your nerves.
    This paradox has a name: revenue without profitability.
    Most common symptoms:
SymptomeWhat’s It Actually Mean?How it work
„I can always get something for free – the client will appreciate it.”You’re working for free.Overtime, frustration, lack of funds for development.
„The price has to be competitive.”That means lower than common sense would suggest.The margin is shrinking faster than snow in March.
„A lot of clients = big profits.”Sounds logical, but it usually ends up the other way around.”Chaos, lack of capacity, rising costs.

 

  1. Do the Math Before You Cut the Price

Many CEOs treat the price list like a holiday sale — the cheaper, the better. The problem is, customers come for value, not a bargain.

 

A Quick Test of Price Courage

 

  1. Did the client accept your offer in less than 3 seconds?
  2. Did you feel a warm glow in your chest and a chill around your Excel sheet at the same time?
    If yes,  you’re priced too low.

Why is this dangerous? Because a low price attracts people looking for a low price. And they can squeeze a discount right out of your facial expressions.

 

  1. Not All Clients Are Equal — The ABCs of Profitability

Instead of saying “all clients are important to me,” do an ABC segmentation:

  • A – Premium clients: high margin, low service costs, regular orders.
  • B – Reliable clients: average margin, fair payment terms, predictable.
  • C – Sponge clients: low profit, high drama, “urgent” deadlines.

80% of your problems come from group C. Cut out 20% of them, and you’ll get your weekends back – no laptop needed.

 

  1. Less Is More (Profit-Wise)

The harsh truth: not every client is worth having. Sometimes it’s better to serve ten good payers than fifty cheapskates.

 

Breakup Checklist:

  • Is the project margin dropping below your pain threshold?

  • Is the order blocking your team from better-paying projects?

  • Has the client ever asked, “Can we do this cheaper?” (for the fifth time)?

If you answered “yes” three times, you know what to do. Politely, but firmly. Brew that espresso and say adios.

 

 

  1. From Revenue to Profit — Three Levers
    LeverHow to get startedThe Financial Impact
    PriceRaise your rates by 10–15% for new clients.Immediate boost in profit margins.
    ProcessUse offer templates and automate your follow-ups.Shorter sales cycle and lower service costs.
    Services Mix Add a high-margin product, like paid “express” consultations.Higher average revenue per client — without increasing your workload.

     

  2. KPIs: Your Glasses for Counting Money
    You have two options: trust your gut or trust Excel. The latter lies less often. Track these key metrics monthly:

    • CAC (Cost of Acquisition) – Are you spending more to acquire a customer than they bring in?
    • CLV (Customer Lifetime Value) – How much profit do you make from a customer over their lifetime?.
    • Gross Margin per Hour – How much does each hour of your team’s work actually earn?

    When the numbers start screaming that something’s going wrong, you’ll hear them long before your accountant starts mourning at year-end.

     

    1. The Recipe for a Healthy Service Business

    1. Profit before scale – First prove you’re making money, then scale traffic or operations.

    2. Subscription models – Stable cash flow and predictable revenue.

    3. Smart upselling – Your client already trusts you, so offer a “plus” version — no discounts needed.

    4. Outsource the chaos – Delegate what you don’t need to do in-house (accounting, IT, HR).

    In Summary: Profit is a High-Performance Sport

    A full calendar is just the warm-up. The real win is cash in the bank — money you can invest, pay out as dividends, or spend on a weekend at the Sofitel Grand Sopot (highly recommended).

    Don’t be afraid of higher prices, bold segmentation, or cutting off C-level clients. Your business runs on profit — not on the number of invoices you send.

     

    Your Turn – Take Action Now!

    1. Open Excel and do a profit reality check — calculate your margin per client.

    2. Identify your three least profitable clients — and ask yourself if you really want to keep them.

    3. Share your insights in the comments on LinkedIn or under this article — let’s inspire each other!

      Got questions? Want to dig into your numbers? Reach out to us — at Cafe Finance Group, we love turning theory into practice (and profit).

     

    The Cafe Finance Group Team

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