Revenue Management: #6 Revenue Recognition in Professional Services Industry
If you run a consulting firm, agency, or any service-based business, you have a situation where you have signed the contract, maybe even sent the invoice, and have received some initial payments. So, can you consider this as revenue? What if the project spans several months? What if there is a revision or unplanned scope creep in?
How do service-based businesses recognize revenue for time, materials, and milestones?
Revenue Recognition Scenarios in the Professional Services
This can happen to any service-based firm, like legal advisors, consultants, marketing agencies, and IT services providers, as they don't sell physical goods. Instead, they provide time, expertise, and deliverables with different timelines. This means, the revenue is recognized as work is performed and not when the invoices are sent. Here are some of the common scenarios that a service-based company faces:
Time & Material Billing
Many firms work on time and material contracts, where billing is based on hours logged. In contrast, fixed-fee projects promise a set scope for a lump sum. Revenue must be recognized based on the work delivered, not simply how much time has passed or been billed.
Example: A consultant bills $150/hour. If 40 hours are worked in April, $6000 is recognized for that month.
Bundled Services
Like SaaS, A contract might include onboarding, implementation and support. Each has a different timeline and must be recognized separately. Without clear performance obligations, firms risk misstating their revenue.
Example: A network provider sells routers, installs them, and provides support for a one-year period for $50,000. Here, the revenue earned by routers is recognized immediately; revenue from installation will be recognized as and when it is done. However, the revenue for support will be recognised only at the end of the year.
Milestone-Based Deliverables
Some contracts are milestone-based. Even if the client pays upfront or monthly, revenue must be recognized only when the milestone is met. This leads to uneven revenue patterns and complex tracking.
Example: A $20,000 marketing strategy contract has different stages, starting with $500 for discovery, $10,000 for planning, and $5000 at the time of delivery. Revenue aligns with each milestone.
Different Start Date
There can be cases where the client pays upfront for a project that begins after a few weeks. The revenue cannot be considered recognized until the project begins, and it will be deferred until the actual start date.
Example: $10,000 was paid in June for a project that starts in August. The revenue will have to be maintained as a liability/deferred until August.
Scope Changes & Goes for Rework
Projects often evolve with new tasks, changes in timeline, or even the entire deliverable gets changed. These contract modifications require updated revenue allocation and potentially re-recognition of previously booked revenue.
Example: A legal advisory firm signs a six-month contract for $60,000. After two months, the clients expanded the scope by adding training and doubling the reviews from the earlier contract, which required reallocating revenue for the remaining months.
Since service delivery isn't always linear, tracking obligation completion is essential. Manually doing this for a large-scale contract is going to be close to impossible.
Scenario:
A digital consultancy service signs a contract for $60,000 with a client that includes $10,000 worth of an upfront discovery workshop. Additionally, System implementation is planned for $30,000 and will take three months to complete. Technical assistance will be offered at $20,000 for six months.
Zoho Billing for Professional Service Revenue Recognition
Zoho Billing allows professional services firms to configure revenue recognition rules tailored to the contract's stages and services.
For the scenario above, the rule could be set as follows:
| For Discovery Workshop | For Implementation | For Technical Assistance |
Recognition Frequency | Once | Monthly | Monthly |
Recognition Method | Daily | Evenly Distributed | Evenly Distributed |
Recognition Time | Period Start | Period Start | Period Start |
Once configured, Zoho Billing will take care of recognizing the revenue automatically.
It recognizes $10,000 after the discovery sessions are done. For implementation, $10,000 will be recognized per month for the next three months. For technical assistance, $3,333 per month will be recognized, which sums up to $20,000 for the committed six-month period.
Reports in Zoho Billing
If you look at the Revenue Recognition reports after two months in Zoho Billing, you can find,
i) Recognized Revenue Report
Two months into the engagement, the discovery workshop is over, two months of implementation have been delivered, and two months of technical assistance have been rendered.
Component | Recognized Revenue | Description |
Discovery Workshop | $10,000 | Fully recognized |
System Implementation | $20,000 | $10,000/month for two months |
Technical Assistance | $6666 | $3333/month for two months |
Total Recognized | $36,666 | Revenue earned in two months |
ii) Deferred Revenue Report
The remaining revenue in deferred is for pending implementation and assistance services that are to be done.
Component | Deferred Amount |
System Implementation | $10,000 (one month left) |
Technical Assistance | $13,334 ($3333/month x4) |
Total Deferred | $23,334 |
iii) Revenue Waterfall Report
Month | Discovery Workshop | Implementation | Assistance | Total |
Month 1 | $10,000 | $10,000 | $3,333 | $23,333 |
Month 2 | --- | $10,000 | $3,333 | $13,333 |
Month 3 (upcoming) | --- | $10,000 | $3,333 | $13,333 |
Month 4 (upcoming) | --- | --- | $3,333 | $3,333 |
Month 5 (upcoming) | --- | --- | $3,333 | $3,333 |
Month 6 (upcoming) | --- | --- | $3,333 | $3,333 |
Best Practice for Professional Services Revenue Recognition
- Define Deliverables Clearly: Break work into explicit deliverables/obligations to know how it will be delivered.
- Match Revenue with Service Period: Use time-based or milestone-based rules depending on the service to be recognized.
- Reassess on Scope Changes: The system should be equipped to automatically understand contract changes and recognize scheduled changes when the project terms shift.
- Manual Revenue Recognition: It is best to use Manual Revenue Recognition based on completion for long-term milestone-based projects.
Topic Participants
Hari Hara Sudhan. S
Sticky Posts
Community Learning Series | Digest #5 — September 2020
Dear customers, We're happy to bring you the September edition of our #CommunityDigest! Keep track of your subscription KPIs right from your smartphone: Last month, we enhanced our Android mobile app to help our customers get daily updates on their business health. We got to know from a lot of customers that this has made their job much more easier because they no longer have to keep a reminder to manually check on the previous day's revenue or activations. If you have not downloaded it yet, here'sCommunity Learning Series | Digest #4 - August 2020
Dear customers, We hope you're staying safe and healthy. I'm happy to bring you the fourth edition of our #CommunityDigest with some brand-new updates from us. 1. Daily Business Updates (for Android users) The Zoho Subscriptions Android app has got a cool new update: You can now get a push notification to your smartphone that lets you know how many activations and cancellations have taken place, and what's the net revenue for the previous day. The best part is, you can tell the app when exactly youCommunity Learning Series | Digest #3 - July 2020
Dear customers, We hope you're staying safe and healthy. We're glad to bring you the July edition of our #CommunityDigest. New community members can view our previous newsletters here. This time, we have two major updates and three interesting topics for you: 1. Zoho Subscriptions Developer Community Since the inception of Zoho Subscriptions, our team believed that the recurring billing platform we provide should be able to offer an extensive API library that empowers businesses to automate mostIntroducing: Community Learning Series | Digest #1 - May 2020
Dear customers, We hope you are staying safe and healthy. Helping businesses manage their customer subscriptions more efficiently has always been, and always will be, our goal at Zoho Subscriptions. We strongly believe this is possible if we grow together as a community and share what we know with each other. To nurture this shared learning experience, here is our brand-new Community Learning Series! Welcome to the first edition of our digest! Each edition of our community digest includes guides
Recent Topics
Zoho Wiki or new Zoho Learn
We are currently evaluating if we should move off confluence. At present in Confluence we have multiple levels within our documentation but with learn it looks like you can only have Space - Manual - Chapter Is it possible to have levels below Chapter? Also the same question for the existing wiki, can I have more sub-levels?Fix image at bottom of a page fot automatic proposal creation
I'm working on a proposal document to automate our proposal creation process. So far it works fine, but I experience some problems with an image I want to have fixed at the bottom of the page AND above the footer. This section of the document consistsCan't scroll the page down unless I refresh the page
Hello, This issue has been going on with me and a lot of other users in my organization, we can't scroll down! the scrolling side bar doesn't appear and scrolling down through mouse or keyboard keys doesn't work, it seems that the page just ends in thePrice List
II want to restrict the items to display in sales, quote, etc for which custom rates are added in price list. How I can do the same in Zoho booksLet’s Talk Recruit: Still switching tabs to source?
Welcome back to the Let’s Talk Recruit series. Let’s talk about how you actually source talent. Do you open multiple job boards every single time a role opens? Run the same keyword searches you ran yesterday? Download, upload, rename, and then do it againKaizen #231 - Embedding Zoho Desk Tickets in Zoho CRM
Hello, CRM Wizards! This week, let us enhance cross-team visibility between Zoho CRM and Zoho Desk. We will use the Zoho Request Client inside a Related List widget to display open Zoho Desk tickets directly within the Contact record in Zoho CRM. ThisIntroducing a smarter, faster, and more flexible charting experience
Hello Zoho Sheet users, We're delighted to share the latest news about a major update to charts in Zoho Sheet! The new version supports dynamic data ranges, granular styling options, faster loading, and other interesting enhancements that allow you toIntroducing Job Alerts
Keeping candidates engaged beyond their first application is one of the most consistent hiring challenges. Many interested candidates simply do not revisit career sites regularly, which can result in missed opportunities and reduced re-applications. ToTask status - completed - other options
I have a dumb question I know i can make custom statuses for the tasks - but is there anyway to make additional "completed" statuses like for instance if i have a task "call back customer" and i leave a vm for them to call back marking it "completed -Bank feed integration First Abu Dhabi Bank (FAB) to Zoho? (UAE)
Hello everyone, Is First Abu Dhabi Bank in the list of banks available for bank feed integration with Zoho Books? Thank you.How to Export Filtered List of Contacts?
This seems like it should be simple, but I'm stymied. I'm trying to export a filtered list of my Contacts for analysis in a spreadsheet. The use case is that I'm an ecom business based in the US. The bulk of our customers are individuals stored as Contacts.Quick Create needs Client Script support
As per the title. We need client scripts to apply at a Quick Create level. We enforce logic on the form to ensure data quality, automate field values, etc. However, all this is lost when a user attempts a "Quick Create". It is disappointing because, fromcan we add product images in Zoho CRM Quote PDF template?
I want to create a quotation format in Zoho CRM similar to the attached PDF, where each product is displayed in a table with rpoduct image I need the product image to appear inside the line items section of the quote. However, while checking the QuoteDoes Zoho Writer have Dropdowns
I want to add a drop down field in Zoho writer. Is this possible?Facturation électronique 2026 - obligation dès le 1er septembre 2026
Bonjour, Je me permets de réagir à divers posts publiés ici et là concernant le projet de E-Invoicing, dans le cadre de la facturation électronique prévue très prochainement. Dans le cadre du passage à la facturation électronique pour les entreprises,Connecting Multiple WooCommerce Stores to a Single Zoho Marketing Automation Account
Is it possible to connect multiple WooCommerce stores to a single Zoho Marketing Automation account?Service Title in Service Report Template Builder
I am currently working on the Service Report Template Builder in Zoho FSM. I have created three separate service report templates for different workflows: Preventive Maintenance Report Requested Service Report Installation Report My issue is that I cannotUpdate: New Security Admin Role
Hello Zoho Directory Admins! This post is to highlight the recent role and permission changes introduced as part of the security enhancements. Previously, Helpdesk Admins had the security permissions and were responsible for managing the security configurationsClient Script | Update #14 - Client Script Support for Quick Create
Hello Everyone! We are back with another exciting and highly awaited update in Client Script! Over the past months, many of you shared your insights and requests, asking for the power to extend Client Script functionality to Quick Create forms. This capabilityI'd like to suggest a feature enhancement for SalesIQ that would greatly improve the user experience across different channels.
Hello Zoho Team, Current Limitation: When I enable the pre-chat form under Brands > Flow Controls to collect the visitor’s name and email, it gets applied globally across all channels, including WhatsApp, Messenger, and Instagram. This doesn't quite alignThe Social Playbook - February edition: Why moment marketing works (and how brands use it)
Imagine the final season of your favorite series is about to drop. Your entire feed is talking about it. Trailers everywhere. Fan theories. Hype at 100%. Now your go-to burger place launches a limited-edition meal box themed around that series—customPDF Attachment Option for Service Reports
Hello Team, I would like to check with you all if there is an option to attach PDF documents to the service reports. When I try to attach a file, the system only allows the following formats: JPEG, JPG, and PNG. Could you please confirm whether PDF attachmentsCliq Bots - Post message to a bot using the command line!
If you had read our post on how to post a message to a channel in a simple one-line command, then this sure is a piece of cake for you guys! For those of you, who are reading this for the first time, don't worry! Just read on. This post is all about how【Zoho CRM】営業日のロジックに関するアップデート
ユーザーの皆さま、こんにちは。コミュニティチームの中野です。 今回は「Zoho CRM アップデート情報」の中から、営業日のロジックに関するアップデートをご紹介します。 本アップデートにより、ワークフローにおける営業日の計算方法が改善されました。 週末などの非営業日にワークフローのトリガーが発生した場合でも、 「+0」「+1」「+2 営業日」といった設定が、意図どおりに正確に動作するようになりました。 営業日に基づくワークフローでは、日付項目を基準に「何営業日後に処理を実行するか」を指定します。Merged cells are unmerging automatically
Hello, I have been using Zoho sheets from last 1 year. But from last week facing a issue in merged cells. While editing all merged cells in a sheet became unmerged. I merged it again, but it again unmerged. In my half an hour work I have to do this 3-4Introducing Built-in Telephony in Zoho Recruit
We’re excited to introduce Built-in Telephony in Zoho Recruit, designed to make recruiter–candidate communication faster, simpler, and fully traceable. These capabilities help you reduce app switching, handle inbound calls efficiently, and keep everyJust want email and office for personal use
I am unclear as how to how I would have just a personal email (already do have it and love it) and get to use docs, notebook, workdrive etc. In other words mostly everything I had a google. I find gocs can be free with 5gb and so can mail with 5gb. AreUnable to change the "credentials of login user" option when creating a connection
I want to create a new Desk connection where the parameter to use 'credentials of login user' is set to YES. I'm able to create a new connection but am never given the option to change this parameter. Is this a restriction of my user profile, and if so,Show backordered items on packing slip
Is it possible to show a column on the Packing Slip that shows number of backordered items when a PO is only partially filled? I would also like to see the Backordered column appear on POs after you receive items if you didn't get ALL of the items or partial amounts of items. And lastly, it would be nice to have the option of turning on the Backordered column for invoices if you only invoice for a partial order. -TomZoho Sheet for Desktop
Does Zoho plans to develop a Desktop version of Sheet that installs on the computer like was done with Writer?Zoho CRM Community Digest - January 2026 | Part 1
The new year is already in motion, and the Zoho CRM Community has been buzzing with steady updates and thoughtful conversations. In this edition, we’ve pulled together the key product enhancements, Kaizen learnings, and helpful discussions from the firstZoho CRM Feature Requests - SMS and Emails to Custom Modules & Time Zone Form Field
TLDR: Add Date/Time/Timezone form field, and be able to turn off auto timezone feature. Allow for Zoho Voices CRM SMS Extension to be able to be added to custom modules, and cases. Create a feature that tracks emails by tracking the email chain, ratherIntroducing Bigin's Add-in for Microsoft Outlook
Hello Everyone, Email is an important way to communicate with customers and prospects. If you use Outlook.com for emails and Bigin as your CRM, the Outlook Add-in helps you connect them easily so you can see your Bigin contact details right inside Outlook.com.Ask the Expert – Zoho One Admin Track : une session dédiée aux administrateurs Zoho One
Vous administrez Zoho One et vous vous posez des questions sur la configuration, la gestion des utilisateurs, la sécurité ou encore l’optimisation de votre back-office ? Bonne nouvelle : une session Ask the Expert – Zoho One Admin Track arrive bientôt,Zoho Commerce
Hi, I have zoho one and use Zoho Books. I am very interested in Zoho Commerce , especially with how all is integrated but have a question. I do not want my store to show prices for customers that are not log in. Is there a way to hide the prices if notHow to Associate Zoho Projects in Zoho CRM
Hi I need script for associating projects in zoho projects to particular Account in zoho CRM side. It can be done manually but I need the automation for this process. There are no api regarding associating a project in zoho crm account. Need assistanceAdd Claude in Zoho Cliq
Let’s add a real AI assistant powered by Claude to your workspace this week, that your team can chat with, ask questions, and act on conversations to run AI actions on. This guide walks you through exactly how to do it, step by step, with all the codeNeed to set workflow or journey wait time (time delay) in minutes, not hours
Minimum wait time for both Campaigns workflows and Marketing Automation journeys is one hour. I need one or the other to be set to several minutes (fraction of the hour). I tried to solve this by entering a fraction but the wait time data type is an integerEditing Item Group to add Image
I did not have the image of the product when the Item Group was created. Now I have the product image, and would like to associate/add to the Item Group. However the Item Group Edit functionality does not show/allow adding/changing image. Please helZoho Books - France
L’équipe de Zoho France reçoit régulièrement des questions sur la conformité de ses applications de finances (Zoho Books/ Zoho Invoice) pour le marché français. Voici quelques points pour clarifier la question : Zoho Books est un logiciel de comptabilitéNext Page