Don’t Be Miserable About Your Billables: A Guide

In professional services, some of the most fundamental discussions revolve around hourly rates, monthly retainers, and project-based fees. Successfully satisfying client needs winds up involving as much conversation around the cost as it does the actual work requested – and as a result, contractual terms must be carefully and meticulously agreed upon before getting started. This makes it especially important to clarify exactly what activities constitute billable vs. non-billable.

Easier said than done, however, as determining what task belongs to which category can present quite a challenge. Following that, the invoicing process must undergo both the sending of bills and receiving payment on a reasonable timeline.

But there is good news: adopting best practices around billables can help make the entire process easier. With a clear understanding of what can be billed to clients and how to best invoice, businesses can streamline operations, improve overall efficiency, and experience higher profitability. Read on to learn three smart strategies to help your business increase billables, decrease non-billables, and navigate project invoicing with confidence moving forward.

But First Things First: What’s Billable, and What’s Not?

Billable hours are not simply “hours worked”, unfortunately. There will always be some percentage of tasks that must be completed, and are not billable. In short: Billable tasks are “pure project work that can be billed back to the client”, like project planning, client communication and meetings (both scheduled and unplanned), research, production work, engineering, and revisions. Non-billable hours comprise the activities your organization would be doing even if the client didn’t exist; such as internal meetings, networking and prospecting for new clients, marketing and advertising, administrative tasks like paperwork, filing, invoicing, and expense tracking, bug fixing or code refactoring, training, and so on.

Sound good? Then let’s move on to those best practices:

1. Invest in quality.

Quality begets quality. But individual employees painstakingly capturing hours in a spreadsheet, Word doc – or even with pen and paper – don’t exactly measure up. Others must still aggregate this data into something meaningful, accounting for differing pay rates and more – and even then, the potential for human error is almost guaranteed. Without precise, real-time project tracking in place, an organization lacks the proper tools for measuring billable hours accurately – ultimately resulting in steadily lost revenue. Investing in a time-tracking software that diligently and promptly records employee hours with ease and convenience is the only way to ensure true quality. The benefits are immediate:

  • Save time and wasted effort by employees and finance personnel when everything associated with time and billing is automated.
  • Understand an employee’s contributions—both to individual projects and the overall health and success of the business—by viewing his or her utilization rate and productivity.
  • Assess the health and status of a project in real-time by watching project progress in comparison to hours spent by employees.
  • Allocate (or reallocate) your best resources based on clients who contribute the most to your revenue.
  • Capture the true cost of projects and utilize the aggregated data to ensure that future project estimates are more accurate.

2. Track everything – including non-billable hours.

Tracking billable hours is an obvious undertaking – but less so are the advantages gleaned by tracking and examining non-billables. By doing so, businesses have the opportunity to discover some interesting trends, in the “big picture” as well as the fine points. With a neat overview of the situation, you can begin to shift priorities and set guidelines for different tasks such as meetings, training, and team activity. For example: How much meeting time is necessary for client projects? How much time should be devoted to training? Does your team work well together? With every insight comes the ability to improve the situation for everyone.

3. Automate.

Administrative duties are never going to be billable tasks, so why not minimize their impact? The best way to achieve that is through automation. An easily deployed, scalable solution can provide everything an organization needs to succeed:

  • Employees can take back the valuable time spent keeping track of their hours and tasks, which means that potential billable hours increase as employee frustration decreases.
  • Managers have real-time visibility into project progress and profitability to date, which allows for adjustments to be made.
  • Finance and billing no longer need to meticulously aggregate disparate sources of data in order to bill clients and are on the same page with the delivery team.
  • Clients receive automated invoices that are consistent and informative. Bonus: clients are less likely to object to project costs when they can clearly see how hours have been allocated.
  • The company benefits from minimizing non-billable hours and from sending invoices right on time every month.

With a software solution that centralizes time capture, eliminates the challenges of a manual system, streamlines billing and invoicing, saves time, improves morale, and delights clients, you’ll wonder how you ever functioned without an automated software solution.


Hungry for more?

Read our EBook, The Ultimate Guide To Billable Versus Non-billable Time for a comprehensive look at managing your billables with ease.  


Sara Longini
Sara Longini
Sara works in Content Marketing and Social Media at Replicon. Replicon provides award-winning products that make it easy to manage your workforce. With complete solution sets for client billing, project costing, and time and attendance management, Replicon enables the capture, administration, and optimization of your most underutilized and important asset: time.
Get started today.
Set up a free trial based on your business needs. Start Free Trial

6 Ways to Simplify Remote Resource Allocation and Why It Matters

When you’re an enterprise operating at a global scale with a team of employees working from home, one of your major concerns is proper resource allocation. When it goes wrong,…Read More

3 Ways to Grow Your Services Firm Profitably

Does your professional services organization deliver? When you provide services to paying customers, how, when, and what you deliver are your top priorities. Think of it this way: if you…Read More

The Future of Project Resource Management in Professional Services

When it comes to PSA, automation is (literally) the name of the game. We turn to machine learning and AI to make our processes easier and cut down on the…Read More

Miscalculating wages by a few cents led to this company paying a six-figure lawsuit

West Marine Products, which operates a chain of retail stores across the United States specializing in boating supply and fishing equipment, recently settled a class action lawsuit involving 707 former…Read More

Employee time tracking is dead

iBeacons, Bluetooth Low Energy, Proximity sensing and the obsolescence of time tracking as we know it. Businesses have to track the time their employees work for a variety of reasons,…Read More

How Sarbanes-Oxley Impacts HR Departments

Ever since the Sarbanes-Oxley Act (SOX) was passed in 2002, following a spate of high-profile corporate scandals, companies have had to take a wide range of precautions to ensure that…Read More
  • Polaris
  • Time & Project Insights
  • Time & Projects Solutions
  • Replicon Products
  • Replicon Users
  • Cloud
  • Corporate
  • Professional Services Management
  • Shared Services Management
  • Time and Attendance Management
  • Customer Feature
  • Time Intelligence
  • Industry News
  • Global Compliance Updates