How we work
Every client relationship begins with a conversation and then takes one of three forms: a Decision Sprint, a defined project or a monthly retainer. This page explains each one, what happens in the first 90 days and how we set fees.
The first conversation
The first call lasts 45 minutes. You tell us what is on your mind, and we ask about the business, including revenue, staff, how the books are kept and how you work with your CPA and banker. By the end, we will both know whether we are a good fit. The call is free, and there is no sales pitch at the end. If we are not the right firm for you, we can usually suggest someone who is.
The Decision Sprint
When one question needs an answer quickly, a Decision Sprint gets you there in two to four weeks for a fixed fee. You come away with a written recommendation, the analysis behind it and a plan to carry it out. More on the Decision Sprint
The first 90 days
Retainers and projects both begin by establishing a baseline. First we make sure the numbers can be trusted, and the books often need some work before anything else can be decided. Then we identify the real margin on each line of business, the cash position, what the owner actually takes home and what customers really pay and why. The period ends with a short written list of the decisions the business needs to make this year. This is The Baseline Method in practice.
Retainer relationships
Most clients work with us on a monthly retainer. It includes a standing weekly or biweekly call, the monthly financial review, help with the pricing and customer decisions that come up during the year, and access between calls when something cannot wait. Many retainer clients have been with us for years, and several have brought a second business to us. A retainer makes sense when the company needs financial leadership every week but is not ready for a full-time CFO.
Defined projects
A project has a scope, a deliverable and a fee that we agree on in writing before we begin. Common examples include acquisition advisory and diligence, margin leak reviews, pricing overhauls, retention studies, compensation plans, site feasibility studies, employee handbooks, performance management systems and strategic plans for nonprofit boards. Most projects take four to twelve weeks, and some clients move to a retainer once the baseline is in place.
Who you work with
You work directly with Nunzio Bruno, the firm's founder, on every engagement, and he does the analysis himself. Large firms often sell you a partner and staff the work with junior associates. We believe the senior person should be the one in the numbers, so we built the firm that way.
Fees
Retainers carry a fixed monthly fee based on scope rather than hours, and we quote it before the engagement starts. Projects and Decision Sprints have fixed fees, with the deliverable defined in writing. We never bill for calls, emails or quick questions inside a retainer. If you would like a rough figure before we talk, a retainer for a company with $1M to $10M in revenue usually costs less per year than one mid-level hire, and project fees reflect the size of the decision involved.
What we ask of you
We need access to the books and the people who keep them, a regular meeting time that you protect, and a willingness to hear what the numbers say. The clients who get the most from working with us treat the weekly call like a meeting with their banker. They arrive prepared, and they follow through.
Common questions
How quickly can we start? We can usually begin within two weeks of the first call, depending on the state of your books.
Do you work with companies outside Massachusetts? Yes. Most of our work happens over video and shared documents, and we have clients in Maine, Connecticut and beyond. We meet in person with clients in the Pioneer Valley and the Hartford area.
Do you work with startups? We rarely do, because our work assumes a company with revenue, employees and books. Most of our clients have been in business for several years.
What if my books are a mess? That is more common than you might think, and it is often the first thing we fix. We will tell you on the first call what it will take.