Professional Services
Research Report
Pulling the Cost Lever
How to Use the TSIA Professional Services Compensation Study to Benchmark and Improve Your Business
Bo Di Muccio
Bo Di Muccio
Distinguished VP, Professional Services Research
February 3, 2021

This paper provides an overview of the TSIA PS Compensation Study and a description of the key aspects of the study that can be leveraged by PS organizations to understand how their cost structures compare to industry benchmarks. TSIA has the deepest and broadest benchmark data available anywhere on the labor cost side of the professional services business model. At the time of writing, we are getting ready to launch the 2021 version of our PS Compensation Study. The study is truly a huge wealth of data and a unique source of guidance on many different aspects of labor cost. As such, the study gives TSIA members the tools to answer critical questions about their businesses: Are your overall compensation policies competitive? Are your professionals more or less “leveraged” than those of your peers? Are you paying competitive salaries to your professional staff? Is your organization top heavy? Are you creating incentives that are driving the right business goals, and in a way that is consistent with your peers? Are your professionals engaging in revenue-generating activity at the same levels as the industry overall?
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