Finding Harmony: The Art of Aligning Staffing with Revenue 

May 7, 2024

One of the most intricate dances businesses perform is balancing staffing with revenue in the Custom Integration industry. It’s a delicate equilibrium, where tipping too far on either side can have significant consequences. Many CI businesses face the dilemma of either being overstaffed, leading to increased overhead, or understaffed, hindering growth potential. The key lies in understanding how to align your team’s size with your revenue goals effectively.


  1. Understanding Your Business Cycle:

Every business has its cycle – busy periods and slow ones. It’s crucial to analyze these trends to predict staffing needs accurately. During peak times, consider temporary hires or contractors to manage the workload without committing to long-term expenses.  The biggest challenge in CI is the fact that your production team is often “laying in the bed” that your sales team made for them months or years ago.  Understanding the dynamic between sales performance today and production needs tomorrow is crucial.

  1. Efficiency Before Expansion:

Before hiring more staff, evaluate the efficiency of your current team. Sometimes, the answer lies in better resource allocation or process optimization rather than increasing headcount.  How can you utilize outside resources to take things off your team’s plate?  Can you use couriers or delivery drivers versus having your team come to the office for items?  Did you know that Instacart delivers from Home Depot now?

  1. Investing in the Right Areas:

Determine which areas of your business generate the most revenue and gross margin. Prioritize staffing in these high-impact areas to maximize returns.  A technician doing service work is often less profitable per hour than project work that includes high margin equipment.  Prioritize service work that does not interfere with projects, when you don’t have a dedicated service team.  When there is a true emergency you need to charge accordingly, all other service providers do!

  1. Continuous Monitoring and Adjustment:

The alignment of staffing and revenue is not a one-time task. It requires ongoing monitoring and adjustment. Regularly review your staffing levels in relation to revenue and be prepared to make changes as necessary.  The best way is to have the metrics on hand to forecast your needs well in advance.  Check in with the VITAL team to learn more about how this is done!


Balancing staffing with revenue is more science than art. It requires a deep understanding of your business metrics, the market, and the ability to adapt quickly. Remember, the goal is not just to grow, but to grow smartly.

Tailored Metrics for Your Business

Ever tried comparing your success metrics with a friend’s, only to end up confused? The VITAL Method sets standard industry practices in accounting, productivity, project management, leadership, bid management, and warranty support.

In our view, business excellence involves systematic approaches, accountability, and keeping a close eye on the numbers. Wondering how to weave these practices into your business? We’ve got you covered.

Embark on Your Data-Driven Journey

Ready to make informed decisions for your custom integration business? Schedule a free 15-minute call with a VITAL Guide – your first step towards a future where your business decisions are rooted in practical data and strategic insights. Dive into the VITAL Method and transform your business today.


Matt & the team


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