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Why Your $20M Company Is Quietly Burning $3M a Year (And Calling It "Overhead")

Clarity First. Execution Always. Growth That Holds.ThinkQSI delivers a comprehensive, operations-led transformation for organizations under $100M in revenue that need more than advice, they need systems that work.Our approach begins with deep operational clarity and moves decisively into execution, optimization, and scalable growth.This is not a theoretical exercise. It is a structured, phased transformation designed to strengthen the core of your business before you scale it.<h3>Phase I: 360° Operational &amp; Financial Assessment</h3>We start by understanding how your business actually runs; not how it looks on paper.Operational Foundation (Our Core Focus)End-to-end workflow mapping Bottleneck and waste identification Throughput, capacity, and utilization analysis Technology usage and automation gaps Financial &amp; Profitability Review <ul><li>Revenue stream analysis</li><li>Cost structure and margin evaluation</li><li>Cash flow and working capital assessment </li></ul>Business Health &amp; Risk Snapshot <ul><li>Operational risk exposure</li><li>Process dependencies and failure points</li><li>Leadership and decision-flow assessment </li></ul>Deliverable: A clear, prioritized assessment outlining constraints, opportunities, and the highest-impact levers for improvement.<h3>Phase II: Operational Optimization &amp; Execution</h3>This is where ThinkQSI differentiates.We move from insight to action, redesigning how work flows through your organization and implementing practical improvements that show results.Operational Efficiency &amp; Process Redesign <ul><li>Business process re-engineering</li><li>Standardization and simplification</li><li>Automation enablement (where it makes sense) </li></ul>Financial Performance Enhancement <ul><li>Cost reduction without capacity loss</li><li>Pricing and margin optimization</li><li>Vendor and supplier contract review </li></ul>Technology Enablement <ul><li>Practical digital transformation</li><li>ERP, CRM, and workflow optimization</li><li>Reporting and operational dashboards </li></ul>Deliverables:<ul><li>Execution roadmap</li><li>Operational KPI framework</li><li>Live performance tracking dashboards <h3>Phase III: Leadership Alignment &amp; Organizational Strength</h3>Operational systems fail when leadership alignment is weak. We address that directly.</li></ul>Leadership &amp; Team Optimization<ul><li>Role clarity and accountability mapping</li><li>Talent alignment for scale</li><li>Executive coaching and decision frameworks </li></ul>Sales &amp; Customer Experience Enablement&nbsp; <ul><li>Sales process optimization</li><li>Customer experience improvements</li><li>Retention and expansion strategies </li></ul><h3>Phase IV: Scalable Growth &amp; Long-Term Execution </h3>Once the core is strong, we help you grow — deliberately and sustainably.Growth &amp; Expansion Strategy<ul><li>Business model refinement</li><li>Market and competitive positioning</li><li>Partnership and expansion evaluation </li></ul>Enterprise-Wide Digital &amp; Data Enablement <ul><li>Advanced automation and AI integration</li><li>Cybersecurity and data governance</li><li>Continuous performance monitoring </li></ul><h3>Ongoing Performance Oversight </h3><ul><li>Monthly executive reviews</li><li>KPI-driven decision support</li><li>Continuous refinement and adjustment &nbsp; How We Work</li></ul>ThinkQSI leads with operations. We partner where specialization adds value.Our ecosystem supports:<ul><li>Market &amp; competitive positioning</li><li>Compliance and risk mitigation</li><li>Financial structuring and capital strategy</li><li>Sales, customer experience, and growth initiatives </li></ul>You get one integrated roadmap, not disconnected advisors.The Result<ul><li>Stronger operational foundations</li><li>Higher profitability and efficiency</li><li>Clear accountability</li><li>Systems that scale with the business</li><li>Leadership aligned around execution </li></ul>Next StepIf your organization is growing but the systems underneath are strained, it’s time for clarity.Schedule a call to begin your Operational Health Assessment.--- Insights from Anwer Qureishi, Thought Leader &amp; Entrepreneur Ready to accelerate growth? <a data-mce-href="https://calendar.google.com/calendar/u/0/appointments/schedules/AcZssZ3J7RyOVZSPBj351a5O-COqqi8EMvVKM2rZLD0WJMuPbHRzarlsmyDb6pbRbl5WwPA8oMbK4vhi" href="https://calendar.google.com/calendar/u/0/appointments/schedules/AcZssZ3J7RyOVZSPBj351a5O-COqqi8EMvVKM2rZLD0WJMuPbHRzarlsmyDb6pbRbl5WwPA8oMbK4vhi">Schedule a Consultation</a> with Anwer Qureishi, Founder, Q&amp;S International (ThinkQSi).

360° Operational Assessment & Execution Roadmap

For SMBs in the $10–$100M range, the cloud question has changed. It’s no longer “cloud or not cloud”; it’s “can we predict the bill, explain it to finance, and avoid surprises?”​For years, cloud was sold as a simple promise: lower costs, infinite scale, and no infrastructure headaches. That felt true in the early days, but more SMBs now see a different pattern: cloud bills that spike, line items no one can explain, and volatility that makes CFOs and boards nervous. For SMBs, that kind of surprise is a risk, not a feature.​This isn’t about being anti‑cloud. It’s about being anti‑surprise.<h3>Why SMBs Feel More Cloud Pain</h3>Enterprises can absorb cloud complexity with FinOps teams, negotiated discounts, and platform engineering groups. Most $10–$100M companies can’t. A typical $50M business has:​<ul><li>A lean IT team wearing multiple hats</li><li>Limited visibility into what’s actually driving spend</li><li>Finance leaders who want stability, not a different bill every month </li></ul>When cloud costs jump, it stops being a technical issue and becomes a governance and risk conversation.​<h3>Flexibility vs. Predictability </h3>Public cloud is priced for flexibility first. It excels when workloads are bursty, seasonal, experimental, or hard to forecast.​But many current SMB workloads in the cloud (AI inference, analytics, ERP, and core line‑of‑business apps) are steady, predictable, and always‑on. When long‑lived workloads sit in a variable, metered model without strong governance, cost control and predictability break down.​<h3>The Hidden Costs Behind “Cloud Tax”</h3>The biggest surprises rarely come from compute alone. They come from:<ul><li>Data egress and inter‑region transfer fees</li><li>Storage growth that compounds quietly</li><li>Commitments and reserved capacity that no longer fit</li><li>Vendor lock‑in that makes moving expensive</li><li>Over‑provisioning to paper over latency or performance issues</li><li>Bills finance can’t reconcile cleanly </li></ul>These issues are well‑documented, and they’re solvable with architecture discipline and FinOps practices, but most SMBs don’t have the headcount for enterprise‑style cloud governance. That’s when the “cloud tax” shows up: paying a premium for convenience you’re no longer really getting.​<h3>How AI Changed the Math</h3>AI made this gap sharper. For model training – big, infrequent, high‑intensity jobs – cloud’s elasticity and managed services still win for most SMBs.​Inference is different. Production AI workloads are predictable, 24/7, resource‑intensive, and long‑term. Multiple analyses show that for high, steady utilization, dedicated or colocation infrastructure can beat public cloud on total cost of ownership over a 3–5 year horizon, often by a wide margin. The question is not “AI in the cloud or not,” but “which AI workloads truly benefit from cloud economics, and which belong on dedicated capacity?”​<h3>The Question to Ask Now</h3>The wrong question: “Should we be in the cloud?”The right question: “For each workload, where do we get the best mix of economics, risk, and agility – cloud, on‑prem/colo, or hybrid?”​That reframes the decision from ideology to operating model.<h3>A Simple Lens for $10–$100M Companies</h3>Cloud makes sense when:<ul><li>Workloads are bursty or seasonal</li><li>You’re experimenting or prototyping</li><li>Time‑to‑market matters more than unit cost</li><li>You want less operational overhead</li><li>Usage is genuinely hard to predict </li></ul>On‑prem or colocation makes sense when:<ul><li>Workloads are steady, always‑on, and high‑utilization</li><li>Finance needs tight, 3–5 year cost predictability</li><li>AI inference runs continuously at scale</li><li>Data sensitivity, residency, or compliance are key</li><li>Latency directly affects customer experience </li></ul>Hybrid often wins when:<ul><li>Core systems need stability and performance</li><li>The business still needs room for experimentation</li><li>Finance wants forecastable spend</li><li>IT wants placement flexibility by workload </li></ul>Hybrid “cloud‑smart” strategies - placing each workload where it fits best - are already becoming the default for many growing SMBs and midmarket firms.​This is not going backwards. It’s maturing.<h3>The Real Risk: Decisions Without a Model</h3>Most SMB cloud problems come from decisions made without a model:<ul><li>Moving everything to cloud by default</li><li>Skipping 3–5 year total cost comparisons across options </li><li>Treating cloud bills as “IT’s problem” instead of a shared business metric </li><li>Ignoring how workloads actually behave over time </li><li>Copying enterprise patterns into SMB environments without the same governance </li></ul>The risk isn’t the cloud itself. It’s committing to the wrong pattern without clear financials, guardrails, or an exit option.​<h3>How ThinkQSi and Our Fractional IT Partners Help</h3>This is exactly where operational leadership and fractional IT expertise meet.ThinkQSi works with SMB owners, CEOs, and CFOs to turn “cloud or not cloud” into a structured, low‑drama decision. Together with our fractional CIO/CTO partners, we run a focused “Cloud &amp; AI Sanity Check” that gives you three things:<ul><li>Clarity on what you have today </li></ul>A rapid view of your current workloads, spend drivers, and where surprises are coming from – including AI, analytics, and core systems.​ <ul><li>Options with real economics attached </li></ul>Side‑by‑side 3–5 year views of cloud, on‑prem/colo, and hybrid for your key workloads, in language finance and the board can use to make decisions.​ <ul><li>A practical roadmap, not a 100‑page strategy </li></ul>A short, actionable plan: which workloads to keep where they are, which to move, and what governance and FinOps “lightweight controls” you need so costs stop being a surprise and start behaving like a normal business expense.​ The outcome: IT can explain the bill, finance can predict it, and leadership can choose the right mix of cloud, on‑prem, and hybrid without guessing. That’s the point where “cloud” stops being a gamble and becomes just another part of a disciplined operating model.Reference:<ul><li>“80% of enterprises overspent on cloud in 2023–2024 (McKinsey)”</li><li>“86% of CIOs plan to repatriate workloads (Barclays)”</li><li>“62% exceeded cloud storage budgets in 2024”</li><li>“46% of European enterprises now run hybrid or repatriated infrastructure”</li></ul>--- Insights from the ThinkQSi Fractional CTO Team This piece was authored by a ThinkQSi's Fractional CTO, evaluating technology not in isolation, but as a core driver of operational efficiency, financial predictability, and long-term scalability for SMBs. Ready to accelerate growth? <a data-mce-href="https://calendar.google.com/calendar/u/0/appointments/schedules/AcZssZ3J7RyOVZSPBj351a5O-COqqi8EMvVKM2rZLD0WJMuPbHRzarlsmyDb6pbRbl5WwPA8oMbK4vhi" href="https://calendar.google.com/calendar/u/0/appointments/schedules/AcZssZ3J7RyOVZSPBj351a5O-COqqi8EMvVKM2rZLD0WJMuPbHRzarlsmyDb6pbRbl5WwPA8oMbK4vhi">Schedule a Consultation</a> with Anwer Qureishi, Founder, Q&amp;S International (ThinkQSi).

The Cloud Question for SMBs: It’s No Longer “Cloud or Not Cloud”

<h3>How I Look at Businesses</h3>Every company I walk into has the same surface story.Busy teams. Smart people. Decent revenue. Constant motion.And underneath that? Confusion, friction, and decisions being made without full visibility.That’s why I operate through what I call the ThinkQSI Lens.It’s not a framework. It’s not a buzzword. It’s a way of seeing.I’ve spent decades inside businesses—healthy ones, broken ones, and everything in between. What I’ve learned is this: most problems aren’t talent problems or effort problems. They’re clarity problems.People are working hard. They’re just working in the dark.<figure id="figure-rxyhxg2srbmj6dv3fm"><img id="rxyhxg2srbmj6dv3fm" src="https://cdn.durable.co/covers/262FD7lzYwvk9TbcyFFSnoyBcgos6Ed08jfpmk6XxCDTkXFxUKKlG5TRmTWPMs07.png" alt="" title="" class="object-cover bg-gray-100 rounded-sm md:rounded-md lg:rounded-lg" style="aspect-ratio: 1/1; object-position: 50% 50%;" data-corners="default" data-aspect="1:1" data-caption="The ThinkQSi Lens" data-positionx="50%" data-positiony="50%" data-fullwidth="false" data-mce-src="https://cdn.durable.co/covers/262FD7lzYwvk9TbcyFFSnoyBcgos6Ed08jfpmk6XxCDTkXFxUKKlG5TRmTWPMs07.png" data-mce-style="aspect-ratio: 1/1; object-position: 50% 50%;"><figcaption class="body-normal text-gray-500 mt-2">The ThinkQSi Lens</figcaption></figure>The ThinkQSI Lens forces one simple discipline: See the business as it actually operates, not how it’s described.<ul><li>Where does work slow down? </li><li>Where do handoffs break? </li><li>Where does accountability blur? </li><li>Where does leadership rely on intuition because the data arrives too late or not at all?</li></ul>Until those questions are answered honestly, no strategy matters.I don’t believe in piling on tools, jargon, or theoretical models. If a solution can’t be executed by real people, in real conditions, it doesn’t belong in the room.<ol><li>Clarity always comes first. </li><li>Then structure. </li><li>Then execution.</li></ol>That order is non-negotiable.My work ethic is simple: respect the business, respect the people, and don’t waste time. I don’t sell optimism. I don’t sugarcoat reality. And I don’t disappear after a report is delivered.The goal is not to sound smart. The goal is to make the company run better.When operations are clear, customer experience improves naturally. When leadership has visibility, decisions get faster. When teams understand priorities, momentum returns.That’s the transformation most companies are actually looking for—even if they don’t say it out loud.Through the ThinkQSI Lens, chaos becomes visible. Visibility creates clarity. Clarity enables action.That’s how I work. That’s what clients come to me for. And that’s why they stay.If this perspective resonates, let’s talk.Clarity is always the first move.--- Insights from Anwer Qureishi, Thought Leader &amp; Entrepreneur Ready to accelerate growth? <a data-mce-href="https://calendar.google.com/calendar/u/0/appointments/schedules/AcZssZ3J7RyOVZSPBj351a5O-COqqi8EMvVKM2rZLD0WJMuPbHRzarlsmyDb6pbRbl5WwPA8oMbK4vhi" href="https://calendar.google.com/calendar/u/0/appointments/schedules/AcZssZ3J7RyOVZSPBj351a5O-COqqi8EMvVKM2rZLD0WJMuPbHRzarlsmyDb6pbRbl5WwPA8oMbK4vhi">Schedule a Consultation</a> with Anwer Qureishi, Founder, Q&amp;S International (ThinkQSi).

Founder’s POV: ThinkQSi Lens

<h3>The Challenge</h3>This 20-year-old multi-provider practice was delivering excellent clinical care but operationally, it was stuck in the past. The symptoms were clear:<ul><li>Long patient wait times</li><li>Paper-heavy workflows</li><li>Double-bookings and scheduling chaos</li><li>Underutilized EMR features</li><li>Slow reporting and delayed decision-making</li><li>Revenue leakage from missed billing follow-ups</li><li>Staff operating reactively instead of in sync</li></ul>The providers were seeing 100–150 patients daily, yet still struggling with inefficiency. Changing the EMR wasn’t an option - but transforming how it was used was essential.That’s where ThinkQSi stepped in.<figure id="figure-hzju7dy5aumiw69ule" class=""><img id="hzju7dy5aumiw69ule" src="https://media.gettyimages.com/id/2162895612/photo/a-professional-and-focused-asian-female-doctor-in-scrubs-is-working-and-reading-medical.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=vxJv-BEcXiuPLjf0W-ZIzbBEf3tpgDFyhExnUYjTA9Y=" alt="healthcare technology" class="object-cover bg-gray-100" style="aspect-ratio: 16/9;" data-mce-src="https://media.gettyimages.com/id/2162895612/photo/a-professional-and-focused-asian-female-doctor-in-scrubs-is-working-and-reading-medical.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=vxJv-BEcXiuPLjf0W-ZIzbBEf3tpgDFyhExnUYjTA9Y=" data-mce-style="aspect-ratio: 16/9;"></figure><h3>Our Approach: A Complete Operational Realignment</h3>1. Full Operational AuditWe mapped every workflow — from scheduling to checkout — and identified hidden friction points that had accumulated over two decades of “that’s how we’ve always done it.”We found:<ul><li>Redundant steps</li><li>Unclear handoffs</li><li>Manual tasks that could be automated</li><li>Inefficiencies in clinical documentation workflows</li><li>Reporting processes taking hours instead of seconds </li></ul>This became the foundation for a targeted, sustainable redesign.2. Optimizing the EMR Instead of Replacing ItRather than discarding their investment, we fixed the implementation.We:<ul><li>Reconfigured workflows</li><li>Eliminated unnecessary fields</li><li>Automated clinical and administrative reports</li><li>Set up daily/monthly dashboards for the physicians, CFO, and board</li><li>Coordinated EMR retraining for all staff </li></ul>The physicians finally had visibility into their practice without waiting for anyone to print a report.3. Redesigning Patient ThroughputPatient throughput was the clinic’s biggest bottleneck.We implemented:<ul><li>Digital pre-registration</li><li>Automated intake forms</li><li>Streamlined check-in flows</li><li>A separate workflow for new patients</li><li>Automated payment and receipt processing </li></ul>Result:&nbsp;Most patients now move from arrival → provider in under 15 minutes.<figure id="figure-h7w2ky9wvgmiw69ule" class=""><img id="h7w2ky9wvgmiw69ule" src="https://media.gettyimages.com/id/2163867926/photo/hospital-doctor-using-spreadsheet-for-billing-codes-on-desktop.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=k-K97SFSL8SLgI-xtacXnEoqBG6Yz4hsqvCazyCXgD8=" alt="healthcare data" class="object-cover bg-gray-100" style="aspect-ratio: 16/9;" data-mce-src="https://media.gettyimages.com/id/2163867926/photo/hospital-doctor-using-spreadsheet-for-billing-codes-on-desktop.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=k-K97SFSL8SLgI-xtacXnEoqBG6Yz4hsqvCazyCXgD8=" data-mce-style="aspect-ratio: 16/9;"></figure>4. Modernizing Communication &amp; CoordinationWe implemented a centralized communication platform that replaced:<ul><li>Sticky notes</li><li>Hallway conversations</li><li>Phone tag</li><li>Manual reminders</li><li>Scheduling updates, task assignments, and patient follow-up coordination all happened in real time.</li></ul>Staff moved from reactive → proactive.5. Strengthening Revenue Cycle PerformanceA review of the billing workflows uncovered:<ul><li>delayed claim submissions</li><li>insufficient denial follow-up</li><li>missed reimbursement opportunities </li></ul>We redesigned the entire RCM workflow and recovered previously lost revenue while preventing leakage going forward.<h3>The Results </h3>Within months:<ul><li>30% reduction in administrative workload</li><li>Significantly faster patient throughput</li><li>Major improvement in staff productivity</li><li>Higher patient satisfaction scores</li><li>Consistent, real-time reporting for leadership</li><li>Recovered revenue and stronger cash flow </li></ul>Operational excellence became the new baseline.<figure id="figure-oejmic863miz8b68m"><img id="oejmic863miz8b68m" src="https://media.gettyimages.com/id/2228735046/photo/online-medical-checklist-and-documentation-system-in-use-by-doctor-modern-healthcare.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=cnrRk4Xp5YahVUkcgYqeibkgX8hLDjvljR2vDrCbskw=" alt="Online medical checklist and documentation system in use by doctor Modern Healthcare Management &amp; Telemedicine Concept" title="Online medical checklist and documentation system in use by doctor Modern Healthcare Management &amp; Telemedicine Concept" class="object-cover bg-gray-100 rounded-sm md:rounded-md lg:rounded-lg" style="aspect-ratio: 16/9; object-position: center center;" data-corners="default" data-aspect="16:9" data-caption="" data-positionx="undefined" data-positiony="undefined" data-fullwidth="false" data-mce-src="https://media.gettyimages.com/id/2228735046/photo/online-medical-checklist-and-documentation-system-in-use-by-doctor-modern-healthcare.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=cnrRk4Xp5YahVUkcgYqeibkgX8hLDjvljR2vDrCbskw=" data-mce-style="aspect-ratio: 16/9; object-position: center center;"></figure><h3>Lessons Learned</h3>Healthcare operations don’t improve by accident. They improve when technology, processes, and people are brought into alignment.ThinkQSI’s structured approach helped this practice modernize without disrupting care — and laid a scalable foundation for the next decade.<h3>Conclusion</h3>ThinkQSI delivered a full clinical operations transformation that reshaped how this healthcare practice works — from intake to checkout, from reporting to billing.The outcome: a smarter, faster, more resilient organization built to deliver exceptional care at scale.--- Insights from Anwer Qureishi, Thought Leader &amp; Entrepreneur Ready to accelerate growth? <a data-mce-href="https://calendar.google.com/calendar/u/0/appointments/schedules/AcZssZ3J7RyOVZSPBj351a5O-COqqi8EMvVKM2rZLD0WJMuPbHRzarlsmyDb6pbRbl5WwPA8oMbK4vhi" href="https://calendar.google.com/calendar/u/0/appointments/schedules/AcZssZ3J7RyOVZSPBj351a5O-COqqi8EMvVKM2rZLD0WJMuPbHRzarlsmyDb6pbRbl5WwPA8oMbK4vhi">Schedule a Consultation</a> with Anwer Qureishi, Founder, Q&amp;S International (ThinkQSi).

Case Study: Transforming a Legacy Healthcare Practice into a Modern, High-Performance Clinic

Business growing in 2026. Business Analysis planning business growth 2026, plan finances, marketing, goals, success and sustainable business development.

<h3>Are You Ready for Next Year?</h3>INTRODUCTIONAt ThinkQSi, we help business leaders cut through noise, uncover what’s really holding their company back, and make smarter decisions before problems turn into crises. Our work sits at the intersection of clarity, operations, and execution.These 50 questions are designed to give you an unfiltered look at where your business stands today financially, operationally, culturally, and strategically. Use them to evaluate your year, pressure-test your assumptions, and pinpoint the areas that need attention before the new year begins.This isn’t theory. This is the same lens we use when we diagnose companies and design practical, high-impact solutions that restore stability and accelerate growth.Take your time. Be honest. Let the questions do the work. Your answers will tell you more about your business than any dashboard ever will.<figure id="figure-f7qh1o9adpmiz6de5g"><img id="f7qh1o9adpmiz6de5g" src="https://media.gettyimages.com/id/2215600566/photo/strategic-goals-with-charts-and-graphs-business-planning.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=0mnVtSvCIgfVtYxQRjPB-naSRgYd0Z01z83hhWGXHj0=" alt="Strategic goals with charts and graphs. Business planning." title="Strategic goals with charts and graphs. Business planning." class="object-cover bg-gray-100 rounded-sm md:rounded-md lg:rounded-lg" style="aspect-ratio: 16/9; object-position: center center;" data-corners="default" data-aspect="16:9" data-caption="" data-positionx="undefined" data-positiony="undefined" data-fullwidth="false" data-mce-src="https://media.gettyimages.com/id/2215600566/photo/strategic-goals-with-charts-and-graphs-business-planning.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=0mnVtSvCIgfVtYxQRjPB-naSRgYd0Z01z83hhWGXHj0=" data-mce-style="aspect-ratio: 16/9; object-position: center center;"></figure>SECTION 1 – DIRECTION, CUSTOMERS, AND SALES (12 questions)A. Strategy and Direction (6)1. &nbsp; &nbsp; &nbsp; &nbsp;Did we hit our revenue, margin, and growth targets this year? Where did we overperform or underperform?2. &nbsp; &nbsp; &nbsp; &nbsp;Do we clearly understand why we achieved (or missed) those results beyond “the market” or “the economy”?3. &nbsp; &nbsp; &nbsp; &nbsp;Has our market, customer behavior, or competitive landscape changed in ways our current strategy does not reflect?4. &nbsp; &nbsp; &nbsp; &nbsp;Do our vision and mission still accurately describe who we are, who we serve, and where we’re going or are they just words on a slide?5. &nbsp; &nbsp; &nbsp; &nbsp;What were our three most successful strategic moves this year? What did we learn from them that we must scale next year?6. &nbsp; &nbsp; &nbsp; &nbsp;Which initiatives did not deliver as expected, and what are the underlying reasons (timing, resourcing, ownership, wrong bet)?B. Customers and Revenue (6)7. Did we gain or lose customers this year? Which specific clients did we lose, and do we know exactly why?8. What is our current customer retention rate by key segment, and where is churn or down sell most concerning?9. Where did we succeed in increasing wallet share with existing clients? What did we do differently in those relationships?10. Do we have a structured way to capture customer feedback (surveys, interviews, reviews) and act on it or only react when there’s a problem?11. Which client relationships are at risk going into next year, and what is our concrete plan to stabilize or grow them?12. How many high-potential opportunities did we walk away from or lose because of capacity, price, terms, or internal misalignment?<figure id="figure-ft5o00gv1jomiz6ak1s"><img id="ft5o00gv1jomiz6ak1s" src="https://media.gettyimages.com/id/2205528298/photo/operational-excellence-text-on-wooden-blocks-continuous-improvement-concept.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=eWknTRDUwRn5Ci3WxTS7uUkhJ__LjfyjMV2BmwXAj1I=" alt="Operational Excellence text on wooden blocks. Continuous Improvement concept" title="Operational Excellence text on wooden blocks. Continuous Improvement concept" class="object-cover bg-gray-100 rounded-sm md:rounded-md lg:rounded-lg" style="aspect-ratio: 16/9; object-position: center center;" data-corners="default" data-aspect="16:9" data-caption="" data-positionx="undefined" data-positiony="undefined" data-fullwidth="false" data-mce-src="https://media.gettyimages.com/id/2205528298/photo/operational-excellence-text-on-wooden-blocks-continuous-improvement-concept.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=eWknTRDUwRn5Ci3WxTS7uUkhJ__LjfyjMV2BmwXAj1I=" data-mce-style="aspect-ratio: 16/9; object-position: center center;"></figure>SECTION 2 – EXECUTION, PEOPLE, AND PROJECTS (14 questions)A. Sales and Delivery Alignment (6)13. Is our sales process clearly defined, documented, and followed from lead to close to handoff?14. Do sales, operations, and delivery regularly review pipeline and capacity together, or do they work in silos?15. How often do deals fail, stall, or shrink because we cannot deliver on time, to scope, or at the promised quality?16. Are salespeople telling us why they can’t close certain deals (pricing, product gaps, lead quality, delivery reputation) and are we listening?17. Do we differentiate clearly between business development, sales/closing, and account management roles? Are those responsibilities staffed and measured appropriately?18. When was the last time senior leaders or the owner personally met with top clients to hear their perspective on our performance?B. Operations and Project Management (5)19. Do we have a central view of all key projects and initiatives—owners, timelines, risks, and status or is information scattered across teams?20. Do we have a Project Management Office (even part-time or fractional) to track, prioritize, and de-risk projects across the company?21. Where did operational bottlenecks, rework, or quality issues lead to missed deadlines, margin erosion, or unhappy clients this year?22. How often did we say “yes” to work we were not fully equipped to deliver—and what did that cost us in time, money, or reputation?23. What 2–3 process improvements would remove the most friction for our teams and customers next year?C. People, Talent, and Culture (3)24. What was our employee retention rate this year, and are we losing the right people or the wrong ones?25. Where did we struggle to hire or keep the talent we needed, and what reasons did candidates or employees give us (comp, culture, role clarity, growth)?26. Are there ongoing conflicts or disconnects between teams or departments? What are the common themes behind those clashes (priorities, incentives, communication, leadership)?<figure id="figure-kmta8r3temiz651pe"><img id="kmta8r3temiz651pe" src="https://media.gettyimages.com/id/2044520038/photo/two-young-women-learning-financial-investing-through-internet-on-tablet.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=1q-4baMwB-EppQoiDX2kuXiDUZICodCBE9faQdRIV78=" alt="Two young women learning financial investing through internet on tablet" title="Two young women learning financial investing through internet on tablet" class="object-cover bg-gray-100 rounded-sm md:rounded-md lg:rounded-lg" style="aspect-ratio: 16/9; object-position: center center;" data-corners="default" data-aspect="16:9" data-caption="" data-positionx="undefined" data-positiony="undefined" data-fullwidth="false" data-mce-src="https://media.gettyimages.com/id/2044520038/photo/two-young-women-learning-financial-investing-through-internet-on-tablet.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=1q-4baMwB-EppQoiDX2kuXiDUZICodCBE9faQdRIV78=" data-mce-style="aspect-ratio: 16/9; object-position: center center;"></figure>SECTION 3 – MONEY, RISK, AND VISIBILITY (12 questions)A. Finance and Budget (6)27. Did we have a clear budget for this year, and did we meet, exceed, or miss it in revenue, costs, and profit?28. Where did we consistently overspend or underspend, and what does that tell us about our planning accuracy?29. Do we have regular visibility into cash flow, not just P&amp;L. How many times were we surprised by cash constraints this year?30. Are next year’s revenue and profit targets grounded in pipeline, capacity, and market reality or are they wishful thinking?31. Can we identify our most profitable clients, products, and services and our least profitable ones?32. Where did we invest this year (tools, people, marketing, vendors), and what ROI did we actually see?B. Contracts, Vendors, and Risk (6)33. Do we have a central, up-to-date list of all client contracts with key terms, pricing, and renewal dates?34. Which client contracts are up for renewal in the next 3–6 months, and do we have a plan to retain, renegotiate, or expand them?35. On the vendor side, where are we overpaying, under-utilizing services, or stuck in auto-renewals we no longer need?36. When was the last time someone systematically reviewed contract terms (SLAs, penalties, auto-renewals, price escalators, data/privacy provisions)?37. Are there legal, compliance, or data security risks embedded in our current contracts or operations that leadership may not fully see?38. Where are we most exposed if a key client, vendor, or partner changes terms or walks away next year?<figure id="figure-x5kh4y30bmiz60fzd"><img id="x5kh4y30bmiz60fzd" src="https://media.gettyimages.com/id/2164971197/photo/creative-development-success.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=LnY7y0j2Nt-43_U9QHESClAaHPtyKReHxL8DQuZ9JzA=" alt="Creative development success" title="Creative development success" class="object-cover bg-gray-100 rounded-sm md:rounded-md lg:rounded-lg" style="aspect-ratio: 16/9; object-position: center center;" data-corners="default" data-aspect="16:9" data-caption="" data-positionx="undefined" data-positiony="undefined" data-fullwidth="false" data-mce-src="https://media.gettyimages.com/id/2164971197/photo/creative-development-success.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=LnY7y0j2Nt-43_U9QHESClAaHPtyKReHxL8DQuZ9JzA=" data-mce-style="aspect-ratio: 16/9; object-position: center center;"></figure>SECTION 4 – BRAND, SYSTEMS, AND NEXT YEAR’S PLAN (12 questions)A. Marketing, Brand, and Communication (5)39. Does our current website, marketing collateral, and messaging accurately reflect who we are today and who we want to be next year?40. Is our online presence (website, LinkedIn, other platforms) active, consistent, and aligned with our positioning or outdated and neglected?41. Who owns our communication strategy (internal and external), and is it coordinated across leadership, sales, and marketing?42. Are we measuring the effectiveness of marketing (leads, conversion, cost per lead/acquisition), or just tracking activity and impressions?43. When was the last time we refreshed case studies, client stories, or proof points that support our credibility with new prospects?B. Systems, Data, and Reporting (4)44. As founder/CEO, do you receive simple, timely reports on the few metrics that matter most—or do you have to chase information?45. Are core systems (CRM, finance, project management, HR) integrated enough to provide a single version of the truth, or are teams working from disconnected spreadsheets?46. What key business questions can we not answer quickly today, such as “Where do we lose margin?” or “Which clients are truly profitable?”47. Where are manual processes or shadow systems creating risk, duplication, or delays?C. Next Year’s Focus and Q1 Plan (3)48. Based on everything we’ve learned this year, what are the 3–5 things we must do differently next year to change our trajectory?49. What are our non-negotiable priorities for Q1 and what will we deliberately postpone or stop doing to create capacity for them?50. Who will own turning these answers into a concrete 12‑month plan with clear accountabilities, timelines, and a cadence to review progress?<figure id="figure-ff6nmijc7qmiz5zamx"><img id="ff6nmijc7qmiz5zamx" src="https://media.gettyimages.com/id/2200456961/photo/whats-your-next-step.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=D_1fDRR-5M92MqvQWTGkXrkdUgRknC20KU1PLb5X9Jk=" alt="Whats Your Next Step?" title="Whats Your Next Step?" class="object-cover bg-gray-100 rounded-sm md:rounded-md lg:rounded-lg" style="aspect-ratio: 16/9; object-position: center center;" data-corners="default" data-aspect="16:9" data-caption="" data-positionx="undefined" data-positiony="undefined" data-fullwidth="false" data-mce-src="https://media.gettyimages.com/id/2200456961/photo/whats-your-next-step.jpg?b=1&amp;s=2048x2048&amp;w=0&amp;k=20&amp;c=D_1fDRR-5M92MqvQWTGkXrkdUgRknC20KU1PLb5X9Jk=" data-mce-style="aspect-ratio: 16/9; object-position: center center;"></figure>NEXT STEPSIf this checklist surfaced gaps, concerns, or opportunities you want to explore, let’s talk.ThinkQSi works directly with founders and executives who want clarity, operational discipline, and real progress not noise, not buzzwords, not more chaos.Whether you need help diagnosing your operations, improving processes, planning for next year, or deciding your next strategic move, we’re here to support you.You don’t have to solve everything alone. A conversation might be the most valuable step you take before the year ends.PS: If you like to receive a copy of the checklist in pdf format, please <a data-mce-href="https://thinkqsi.com/contact" href="https://thinkqsi.com/contact">message</a> us.&nbsp;--- Insights from Anwer Qureishi, Thought Leader &amp; Entrepreneur Ready to accelerate growth? <a data-mce-href="https://calendar.google.com/calendar/u/0/appointments/schedules/AcZssZ3J7RyOVZSPBj351a5O-COqqi8EMvVKM2rZLD0WJMuPbHRzarlsmyDb6pbRbl5WwPA8oMbK4vhi" href="https://calendar.google.com/calendar/u/0/appointments/schedules/AcZssZ3J7RyOVZSPBj351a5O-COqqi8EMvVKM2rZLD0WJMuPbHRzarlsmyDb6pbRbl5WwPA8oMbK4vhi">Schedule a Consultation</a> with Anwer Qureishi, Founder, Q&amp;S International (ThinkQSi).

50 Questions Every SMB Should Answer Before Next Year

ThinkQSi

Q&S International | ThinkQSi is a business advisory, transformation and growth partner committed to turning complexity into clarity.
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50 Questions Every SMB Should Answer Before Next Year