When your business feels busy but the numbers don’t back it up, something’s off.

Agencies and consultancies often confuse effort with progress – and today’s guest has the data to prove it.

In this episode of The Handbook, Harv Nagra sits down with fractional CFO and Trimline founder Michael Wark to unpack why so many service businesses hit revenue ceilings, run on thin margins, and stay stuck in that exhausting cycle of over-servicing.

If you’ve ever wondered why more clients and more staff don’t automatically create more profit, this one’s for you.

Here’s what we get into:

• The hidden math behind low profitability – and why over-servicing is usually the real culprit
• Why headcount growth can become an ego metric (and why hiring your way out of inefficiency rarely works)
• How to diagnose your true unit economics and reset your pricing based on reality, not optimism
• The operational signals your business is running harder in place rather than growing
• What healthy, scalable service businesses measure – and the benchmarks Michael looks for in top-performing firms

Whether you’re firefighting day to day or thinking seriously about scaling, Michael brings a clear, practical lens to understanding your numbers and building a healthier business.

Listen to the full episode to hear the data, the patterns, and the playbook that can help you break the cycle. 🎧

Additional Resources:

👉🏽 Follow Michael on LinkedIn: https://www.linkedin.com/in/michael-wark-18627628/

💰 Check out Trimline: https://trimline.co/

📺 Check out Michael’s Youtube channel: https://www.youtube.com/@MichaelWarkTrimlineCFO

👨🏽 Follow Harv on LinkedIn: https://www.linkedin.com/in/harvnagra/

📈 Measure your business maturity and find out how to get to the next level: https://bit.ly/assess-business-maturity

📬 Stay up to date with regular ops insights. Subscribe to The Handbook: The Operations Newsletter: https://www.scoro.com/podcast/#handbook

➡️ This podcast is brought to you by Scoro, where you can manage your projects, resources and finances in a single system. Sign up for a free trial or a demo at https://scoro.com/demo – and for the VIP treatment, tell them Harv sent you.

Ops Quickies – snackable episodes on tech, tools, and systems. 🍿

Flat demand, tighter budgets, squeezed margins. And AI is adding uncertainty on top of it all.

But the real risk? It’s flying blind.

If you don’t know what’s profitable, where time’s going, or what’s around the corner, every decision is a gamble.

In this Quickie, Harv lays out how visibility and control de-risk your business – and why data beats gut feel when markets wobble.

When the foundations are tight, AI becomes an amplifier, not a threat.

If you're wondering how to make your professional service business more resilient, this one's for you.

Most teams treat annual planning like a spreadsheet exercise.

Finance builds the numbers. Everyone else nods along. Then the plan gets filed away until next year.

But real planning isn’t about producing a static budget – it’s about creating a rhythm that connects finance, operations, and delivery all year round.

In this episode of The Handbook: The Ops Podcast, Harv sits down with Adam Cooper, founder of ACC Finance Solutions and host of The Fractional CFO Show, to unpack how finance can become your business’s operating rhythm – one that brings clarity, accountability, and foresight to every decision.

Here’s what we cover:

• How to use finance as your sat nav, not your rear-view mirror
• Building a monthly rhythm that links financials, KPIs, and team accountability
• Creating a planning cycle that goes beyond budgets – with scenarios, reforecasts, and 3 - 5 year goals
• Managing cash flow and runway with discipline (and less stress)
• Why financial storytelling matters – and how it helps the whole business make smarter choices

If your annual planning still feels like a finance ritual, this episode will help you reframe it as an operating plan for the year ahead – one that helps your team navigate, adapt, and grow with confidence.

Additional Resources:

👉🏽 Follow Adam on LinkedIn: https://www.linkedin.com/in/adamfcooper/

💰 Check out ACC Finance Solutions: https://www.accfinancesolutions.com/

🎧 Listen to The Fractional CFO Show: https://www.buzzsprout.com/2275917/episodes

👨🏽 Follow Harv on LinkedIn: https://www.linkedin.com/in/harvnagra/

📈 Measure your business maturity and find out how to get to the next level: https://bit.ly/assess-business-maturity

📬 Stay up to date with regular ops insights. Subscribe to The Handbook: The Operations Newsletter: https://www.scoro.com/podcast/#handbook

➡️ This podcast is brought to you by Scoro, where you can manage your projects, resources and finances in a single system. Sign up for a free trial or a demo at https://scoro.com/demo – and for the VIP treatment, tell them Harv sent you.

AI has stopped being a side project – it’s rewriting the rules of how professional services businesses operate – and – stay competitive.

Luke Alexander, Chief Digital & AI Officer at Four, has led an ambitious AI transformation in his business. From rolling out Microsoft Copilot across 300+ staff to launching client-facing AI services, Luke’s approach to embedding AI is bold, practical, and refreshingly human.

In this episode, Luke and Harv unpack what it really takes to move from AI experiments to AI integration – and the leadership, structure, and mindset that make it work.

Here’s what we dive into:
• How Four operationalized AI across teams (and why fluency beats training)

• The three categories of AI value – assistive, automated, and transformative

• Why senior leadership buy-in is the single biggest success factor

• How to overcome the “AI shame” still holding some teams back

• The impact of AI on agency structures, staffing, and the future of junior roles

If you’re still just experimenting with AI – but haven’t figured out how to truly embed it into the way you operate, this episode shows what that next stage looks like in practice — and what it demands from leadership.

Additional Resources:

👉🏽 Follow Luke on LinkedIn: https://www.linkedin.com/in/lukealexander/

4️⃣ Check out Four’s website: https://www.four.agency/

👨🏽 Follow Harv on LinkedIn: https://www.linkedin.com/in/harvnagra/

📈 Measure your business maturity and find out how to get to the next level: https://bit.ly/assess-business-maturity

📬 Stay up to date with regular ops insights. Subscribe to The Handbook: The Operations Newsletter: https://www.scoro.com/podcast/#handbook

➡️ This podcast is brought to you by Scoro, where you can manage your projects, resources and finances in a single system. Sign up for a free trial or a demo at https://scoro.com/demo – and for the VIP treatment, tell them Harv sent you.

Ops Quickies – snackable episodes on tech, tools, and systems. 🍿

So many acronyms, but what do they mean!?

This one’s for anyone wondering: what’s the difference between a PSA and an ERP? And which one does your business actually need?

Harv breaks down how both systems bring your operations together – but are built for completely different worlds.

ERPs power product-based businesses with inventory, supply chains, and manufacturing.

PSAs, like Scoro, are built for service businesses that sell time and expertise.

If you’ve ever been told you “need an ERP” – this one’s worth a listen before you sign anything.

And if you’ve got a question about ops tech, PSAs, or Scoro, drop Harv a message on LinkedIn. He might just turn it into the next Quickie.

Ops Quickies – snackable episodes on tech, tools, and systems. 🍿

This one’s for anyone curious about the next big shift in how AI connects with the tools you already use: MCP. Model context protocol.

Harv breaks down what it is (a universal connector for AI), why it matters for ops leaders, and how it could turn your favourite LLM into the control center for your business systems.

He also shares how Scoro’s new MCP server unlocks practical (and pretty mind-blowing) use cases – like summarising client meetings straight into Scoro tasks, or pulling insights across Scoro, Slack, Gmail, and other tools in one prompt.

MCP is brand new, but it’s going to change how we work. Tune in to get ahead of the curve.

Ops isn’t just about keeping the lights on anymore.

As Aušrinė Keršanskaitė, co-founder of Operations Nation, puts it – today’s ops leaders are expected to drive growth, protect culture, and build resilience. And if you’ve ever felt like the “glue” holding everything together without always getting recognition, this one will hit home.

In this episode of The Handbook: The Operations Podcast, Aušrinė joins Harv to talk about the evolution of operations, the community she’s built for ops leaders everywhere, and what it takes to step into leadership with confidence.

Here’s what we get into:

• How so many of us “fall into” operations without a playbook – and how to build one for yourself
• The loneliness of ops roles, and why communities like Operations Nation matter
• Traits that define a brilliant ops leader today – from resilience to influence over execution
• How startups’ scrappy mindset can sharpen your approach to tooling, automation, and scaling
• The real opportunity with AI in ops (hint: it’s not about replacing your team)

Whether you’re a COO, head of ops, or still figuring out your path – this conversation is packed with lessons on how to elevate your role and find support along the way.

Additional Resources:

👉🏽 Follow Aušrinė on LinkedIn: https://www.linkedin.com/in/ausrine/

💡 Check out Operations Nation: https://operationsnation.com/

📣 Get your tickets for cONference 2025 in London (£30 off with code SCORO): https://luma.com/onconference2025

📚 The ON COO Course: https://operationsnation.com/resources/coo-resources

👨🏽 Follow Harv on LinkedIn: https://www.linkedin.com/in/harvnagra/

📈 Measure your business maturity and find out how to get to the next level: https://bit.ly/assess-business-maturity

📬 Stay up to date with regular ops insights. Subscribe to The Handbook: The Operations Newsletter: https://www.scoro.com/podcast/#handbook

➡️ This podcast is brought to you by Scoro, where you can manage your projects, resources and finances in a single system. Sign up for a free trial or a demo at https://scoro.com/demo – and for the VIP treatment, tell them Harv sent you.

Ops Quickies – snackable episodes on tech, tools, and systems. 🍿

This one’s for anyone who’s ever looked at their jumble of spreadsheets and apps and thought: “Is this normal?”

Harv explains why the state of your tech stack is actually a mirror of your business maturity – from The Chaotic Era where everything’s buried in spreadsheets and copy-paste is your main 'process', through The Stable Era where processes click into place, and up to The Data-Driven Era where your systems finally give you a clear view of the road ahead.

He also shares the headcount milestone where cracks really start to show if you don’t have a PSA like Scoro in place.

Not sure where you stand? Take Harv’s Business Maturity Quiz (3 minutes, 25 questions) at https://bit.ly/assess-business-maturity and see how your setup stacks up.

And if you know someone stuck in spreadsheet purgatory, send this episode their way.