Arkon GroupIndustryBusiness services
For €10–50m services firms in Europe and the US, where the moat is senior relationships and the leakage is rate-card, utilisation and scope.
5 minutes · €0 · No credit card
What we see
Drawn from the engagement shapes, outcome focus and buyer sophistication that recur across consulting, engineering, design and technology services.
Time-and-materials default leaks the value of guaranteed outcomes; outcome-anchored deals command 1.4-1.8x the equivalent T&M envelope.
Same hourly rate spans high-WtP transformation work and price-sensitive cost-cutting work; mix-aware tiering recovers the gap.
Top-of-funnel depends on partner relationships; institutional sales muscle below partner-level is the structural under-build.
One rate-card across geographies — the same fee for Stockholm, Munich and Madrid where WtP and cost base diverge 20-40%.
Senior consultants at 55-65% utilisation; mis-staffing on early-career engagements pulls realised rates 10-15% under list.
Change-order capture sits at 30-45% against a 60-70% benchmark; tooling and change-order discipline close most of the gap.
These patterns aren't universal — your audit reveals which apply to your business.
What the platform does
All seven modules are available; these three move the numbers first for most services firms.
Which markets, segments and geographies to enter organically — scored, ranked, and re-weightable as your priorities move.
Which geographies and service lines to enter next — scored on size, growth and fit, where one rate-card across Stockholm, Munich and Madrid says the map was never drawn.
Who you are for, then the right routes to reach them — a tighter sales motion and accounts that grow beyond the first sale.
Sophistication × outcome-focus segmentation · transformation premium · sales motion mix (relationship + inbound + referral) · senior-relationship moat institutionalisation · account-portfolio coverage.
Willingness-to-pay by segment, then the pricing potential your team is leaving on the table.
Outcome-pricing capture · rate-card geographic calibration · scope-creep change-order discipline · transformation-vs-cost-cutting tiering.
What this looks like in practice
The EBITDA Bridge is Commercial Strategy's reconciliation: every module's contribution lands as a bar, and each bar connects to the data, the mechanism and a confidence flag.
Sample business-services EBITDA Bridge — directional, generated from a representative buyer profile. Your audit produces yours.
Why this, not another tool
Five minutes, €0 — where your commercial system has lift across positioning, pricing, sales motion and account growth.