Author Archives: Paul McCann

Uncategorised

Why We’re Already Counting Down to ScaleCon 2027

Posted on by Paul McCann
ScaleCon 2027
05
Oct

We just got back from ScaleCon 2026 in San Diego, and if you weren’t there, you missed something rare in this industry: a conference built […]

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Uncategorised

Scope Creep, the Silent Margin Killer

Posted on by Paul McCann
scope creep gross margin
25
Sep

Post five in our series on gross margin compression looks at one of the most deadly killers of margin: scope creep.  Most IT service providers […]

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Advisory

When to Walk Away: The Cost of Keeping the Wrong Clients

Posted on by Paul McCann
wrong client gross margin
18
Sep

In our growing list of reasons for gross margin compression, the last post covered grading your clients based on how much they demand from your […]

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Advisory

Not All Revenue Is Equal: Why Client Grading Matters for Your Margin

Posted on by Paul McCann
client grading service gross margin
09
Sep

 Most owners never stop to measure the profitability by client for their entire business.  Even when they do, it is usually narrowly defined by time […]

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Advisory, Benchmarking

Your Tool Stack Keeps Getting More Expensive. Does Your Pricing?

Posted on by Paul McCann
software costs service gross margin
14
Aug

The second component of managing your service gross margin is what sits inside your cost of goods sold. Your margin is simply the difference between […]

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Advisory, Pricing

Are You Pricing to Win the Deal or Pricing to Hit the Margin?

Posted on by Paul McCann
service gross margin
22
Jul

Now that you have gone through the work of calculating an accurate service gross margin, structured your chart of accounts, and included a fully absorbed […]

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Taxes

Your Office Snack Budget Just Got More Expensive

Posted on by Paul McCann
employer meal deduction 2026
26
Jun

The coffee station, the breakroom drinks, the team lunch you “DoorDashed” on deadline day. Starting January 1, 2026, none of that is deductible anymore.  This […]

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Advisory, Taxes

The Pass-Through Entity Tax Election: Why Your Business Should Be Paying State Taxes, Not You

Posted on by Paul McCann
Pass-Through Entity Tax
12
Jun

Every year, business owners hand the IRS more money than they need to. Not because the law requires it, but because they have not made […]

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Advisory, Benchmarking

How to Stop Your Hardware Sales from Wrecking Your Benchmarking Margins

Posted on by Paul McCann
MSP hardware revenue COGS
03
Jun

How to align hardware revenue and COGS so your quarterly financials tell the real story.    You sold a $40,000 server in Q3. The client signed the agreement; […]

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Advisory

Are your books correct?

Posted on by Paul McCann
Are your books correct
15
May

Your Accounting Records Are Probably Wrong. Here’s How to Know for Sure.  There is a conversation that happens every April in accountants’ offices across the […]

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