Profitability 101: Turning Sales Wins into Sustainable Growth with Chris Ortega

Revenue looks great on paper—but is it turning into profit you can actually use? I’m joined by Chris Ortega, CEO of Fresh FP&A, to unpack the habits and small decisions that make the difference. We dig into the two numbers every owner should watch each week, the sneaky places profit leaks (and how to plug them), and a few simple cash moves you can start this month to pay yourself, support your team, and fund your next smart bet.Key Takeaways:Track your non-negotiables: cash burn and cash runway. If growth isn’t showing up in cash, it’s time to pay attention—track both every week.Watch the timing: misaligned payment terms—like paying contractors in 45–60 days while clients pay in 90—choke your cash. Renegotiating terms or using card float can shift the cycle.Start with the foundation: people, process, and partnership first. Then scale with tools, performance, and profit optimization. That’s what builds confidence to bet bigger.Sales as Service Challenge — Start Now!Run a margin check. Pick your top 3 clients or projects from last month. Jot down revenue, direct delivery costs, and gross profit %. Circle anything that makes you wince.Pick one lever. Tweak your next proposal or renewal: tighten scope, raise a rate, add a minimum, or cap revisions.BONUS: Start a monthly money recon. Set up a simple spreadsheet. Compare what’s coming in vs. going out—across checking and credit cards.Pro tip: Audit your tech stack. Keep what you use, cancel the rest. Optional: mirror your accounting tool in a quick Google Sheet for a better at-a-glance view.Learn more about Chris:Fresh FP&ALinkedInLinks & Resources:Join us for the next SAS LIVE Office Hours Event!Check out the LinkedIn Lead Generator to learn how to turn simple daily actions into real conversations with potential clients. Grab your 5-Minute Sales Audit for a quick scan to show what’s working, what’s not—and one thing you can improve right away.Have an episode idea? DM me on LinkedIn and let me know!—Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49.As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow.When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.