We have all heard of Sales, Billings and Revenue but how much consideration has been given to how and where these are reported and what they are used to managed.
A brick and mortar retailer of shoes knows precisely when they have earned revenue and how much. Recording the sale in the cash register is the sale event and the amount of money in the register determines the sale value. For this retailer the sale event is also the time at which income or revenue has been earned.
For a professional services organisation however it is not quite so simple. A scenario for a Fixed Price services project may go something like this:-
