Meeting Title: Brainforge Financial Planning Sync Date: 2026-03-25 Meeting participants: Robert Tseng, megan, Megan’s Notetaker
WEBVTT
1 00:00:52.610 ⇒ 00:00:53.930 megan: Hey!
2 00:00:54.660 ⇒ 00:00:55.350 megan: Gotcha.
3 00:00:55.350 ⇒ 00:00:56.740 Robert Tseng: Hey, Megan.
4 00:00:57.420 ⇒ 00:01:07.430 megan: Yeah, I’ve noticed Zoom can… when I was, getting on there, it was like, you can join at 2.20, which was time for yesterday before it moved, you know.
5 00:01:07.680 ⇒ 00:01:08.879 Robert Tseng: Oh, I see.
6 00:01:08.880 ⇒ 00:01:15.369 megan: It’s like, I don’t… sometimes I think it gets confused or, like, yeah, hallucinates on time, which is the.
7 00:01:15.370 ⇒ 00:01:16.000 Robert Tseng: Yeah.
8 00:01:16.220 ⇒ 00:01:17.749 megan: To do right, so…
9 00:01:17.960 ⇒ 00:01:18.690 Robert Tseng: Yeah.
10 00:01:18.690 ⇒ 00:01:19.460 megan: Yeah.
11 00:01:19.720 ⇒ 00:01:22.739 megan: How are you doing? How was the rest of your trip to Panama?
12 00:01:23.080 ⇒ 00:01:29.819 Robert Tseng: It was great. Restful, came back, made some… Made some decisions,
13 00:01:30.040 ⇒ 00:01:34.659 Robert Tseng: just… I guess, like, our…
14 00:01:34.790 ⇒ 00:01:52.510 Robert Tseng: we’re hiring more US-based people now, and so there’s, like, a… we’re considering… I mean, I live in New York right now, but we have, like, 5 people in LA, possibly more, probably up to 7 or 8 within a few months, so… My wife and I are considering moving back to LA, so that’s,
15 00:01:53.180 ⇒ 00:02:02.599 Robert Tseng: I mean, it’s not a done deal yet, but we’ll see, I think. To get up and move, a lot of things have to happen, but that was something I was thinking about.
16 00:02:03.230 ⇒ 00:02:06.559 Robert Tseng: yeah, and then, like, also…
17 00:02:06.560 ⇒ 00:02:07.420 megan: now, right?
18 00:02:07.650 ⇒ 00:02:08.600 Robert Tseng: Yeah, I’m in New York.
19 00:02:08.860 ⇒ 00:02:23.819 megan: Yeah, yeah, it definitely seems like there’s a whole cluster of people. I’ve been talking with Kayla about looking at, like, you know, getting benefits estimates and things, and I was like, oh, a lot of them are, like, literally the same zip code, or within, you know, that LA.
20 00:02:23.820 ⇒ 00:02:27.410 Robert Tseng: They all live from that little… that little area, which I’m familiar with.
21 00:02:27.460 ⇒ 00:02:28.240 megan: Yeah.
22 00:02:28.620 ⇒ 00:02:35.120 Robert Tseng: Yeah, so, I mean, that seems like something we’d be interested in. Yeah, I lived there before,
23 00:02:35.890 ⇒ 00:02:41.020 Robert Tseng: Yeah, I mean, I’m from… I was in that zip code as well, so.
24 00:02:41.020 ⇒ 00:02:41.700 megan: That’s funny.
25 00:02:41.700 ⇒ 00:02:55.079 Robert Tseng: I guess as we add people there, they’re referring other people, and they’re just… everyone’s, like, circle is so small, so… it feels like we’re gonna start driving people just, at least U.S.-based hires, to just Austin or LA.
26 00:02:55.270 ⇒ 00:02:59.069 Robert Tseng: But yeah, so I think that’s probably something coming.
27 00:02:59.280 ⇒ 00:03:10.429 Robert Tseng: And why she’s asking you all these, like, benefits questions, and we’re also, like, evaluating, hey, like, do we go in office, or do we do a setup in office or not? And, so there’s… some of those conversations are happening now.
28 00:03:10.800 ⇒ 00:03:11.520 megan: Yeah.
29 00:03:11.810 ⇒ 00:03:15.439 megan: Well, cool. Do you know if Utan was planning to join, or is this just.
30 00:03:15.440 ⇒ 00:03:29.750 Robert Tseng: We talked about joining, and yeah, this probably won’t take the full hour, because I don’t have it all ready yet, I just want to show you what I’m working on, and then, like, I probably just need, like, another 20 minutes to finish it. So, I may probably just wait until the end of the day to get through it.
31 00:03:30.170 ⇒ 00:03:32.489 megan: Yeah, no problem. That’s,
32 00:03:32.620 ⇒ 00:03:39.050 megan: So, yeah, and I’ve also… I was starting to look ahead, just… just given where we’re at in the time of the month, at March.
33 00:03:39.100 ⇒ 00:03:54.670 megan: And just noticing some, you know, more timing issues. I just really want to figure out how we can, like, not just put together a plan to get out of this ongoing… I mean, this cash cycle’s been for a year plus now at this point, you know, and so it’s like…
34 00:03:54.670 ⇒ 00:04:04.180 megan: I get, you know, like, what we talked about last time we chatted briefly, too, like, we have to invest in order to grow that pipeline, but then…
35 00:04:04.280 ⇒ 00:04:19.610 megan: I think, like, sometimes we get kind of stuck, like, still catching up from 2 months ago, and, like, it’s, yeah, just really want to figure out how we can break that, because, I, I know, I know the pain, so… yeah.
36 00:04:20.130 ⇒ 00:04:33.180 Robert Tseng: Yeah, yeah, definitely top of mind for me. I mean, there’s… there must be other ways that we can… I mean, we can go get a line of credit, that’ll help once we have the C Corp, but also, like, because the C-Corp situation…
37 00:04:33.500 ⇒ 00:04:48.300 Robert Tseng: it’s a bit delayed, like, getting a line of credit would be hard, so we could try invoice factoring. Like, there’s other things that we can do, like, I don’t think we can go and raise growth capital and just use that to pay cash. Like, I mean, that’s not the way that I would want… we are considering raising money.
38 00:04:48.300 ⇒ 00:04:56.069 Robert Tseng: And, like, in the next month, we’re gonna be going to a few conferences, and so, starting with VixelCon in Austin, then we’re gonna go, like.
39 00:04:56.070 ⇒ 00:05:07.449 Robert Tseng: LASF, and then back to New York, so I think there’s a… those… we want to have those conversations for, like, how do we bring in some capital to stabilize some of this cash flow stuff, but…
40 00:05:07.540 ⇒ 00:05:13.960 Robert Tseng: Yeah, at least, like, from my perspective, getting us to 15% EBITDA by… in Q2 is…
41 00:05:14.120 ⇒ 00:05:27.629 Robert Tseng: top priority for me, and so I’ve already put together a plan, and I’ve showed it with the team for, like, what… what adjustments we’re making there. And then as far as, like, cash in, cash out, like, I mean, you… you have a probably better visibility on, like.
42 00:05:27.760 ⇒ 00:05:33.609 Robert Tseng: Who, like, what our payment terms are, who’s, like, not paying on time, and stuff like that, and where we’re getting jammed.
43 00:05:33.720 ⇒ 00:05:39.449 Robert Tseng: But anyway, like, we can kind of… at least I’ll… I can share first from, like, my side.
44 00:05:39.470 ⇒ 00:05:51.700 Robert Tseng: So you’ve seen this… you’ve seen this spreadsheet, this is the actual, kind of, like, sales projections. These are, like, the business review. Then this kind of feeds my forecast, which I need to update since I…
45 00:05:51.700 ⇒ 00:06:06.309 Robert Tseng: I was making some metric changes this past week, so what’s missing is, like, this needs to translate over to this tab, in which case you’ll basically have a weekly forecast through the rest… through the next quarter. I don’t really think I’m gonna do it all through the… I mean, I might try to…
46 00:06:06.380 ⇒ 00:06:10.989 Robert Tseng: I’m gonna get at least the rest of the quarter done, and then we can worry about the rest of the year.
47 00:06:11.350 ⇒ 00:06:13.990 Robert Tseng: Yeah. So if you’re thinking about, like, how to…
48 00:06:14.500 ⇒ 00:06:24.899 Robert Tseng: tie, like, your forecast to, like, how I project it from the sales side. Like, I think this is… this tab will be the one where you’ll… you’ll probably pull your numbers from.
49 00:06:24.900 ⇒ 00:06:31.710 megan: I tried to access this earlier, but I think the location must have moved or something, or… .
50 00:06:35.960 ⇒ 00:06:39.590 Robert Tseng: Let me… Thank you.
51 00:06:41.120 ⇒ 00:06:42.110 megan: Perfect.
52 00:06:44.760 ⇒ 00:06:54.100 megan: Yeah, and then I’ll probably just use… I know you’ve got a lot of other top-of-funnel type metrics in there, too, so yeah, I’ll probably just go for that.
53 00:06:54.160 ⇒ 00:07:04.820 megan: forecast, WBR, yeah, the weekly, monthly, quarterly. And then where on that, then, is the monthly breakdown, then, for…
54 00:07:04.950 ⇒ 00:07:07.239 megan: Let’s see…
55 00:07:09.130 ⇒ 00:07:11.240 Robert Tseng: So… I mean, like…
56 00:07:11.240 ⇒ 00:07:13.889 megan: pipeline, so, like, what would be kind of, like, the…
57 00:07:14.160 ⇒ 00:07:23.259 megan: what’s… what’s the assumptions of, like, that kind of trickle down to, like, the revenue, or… or I can, you know, kind of work with something there?
58 00:07:23.660 ⇒ 00:07:28.900 Robert Tseng: Yeah, I guess it’s not in the WVR format yet. So…
59 00:07:30.330 ⇒ 00:07:42.379 Robert Tseng: Okay, well, like, so I’m just, like, working through the actuals here. This is really just, like, goal setting for the team, and then MVR, we have pipeline help. Like, I have close rates, I have contract value,
60 00:07:43.500 ⇒ 00:07:51.260 Robert Tseng: I… need to… I mean, this is pipeline value…
61 00:07:52.850 ⇒ 00:08:06.159 Robert Tseng: Yeah, I think in the forecast, I need to make another section that’s not just pipeline, it’s, like, actually forecasted revenue, but it’s gonna pull from the actual tabs, pretty much. So, yeah, I still need a little bit of time with this, so I’m not ready…
62 00:08:06.160 ⇒ 00:08:24.630 megan: I just wanted to make sure I wasn’t, like, missing something glaringly obvious, but I also can appreciate you’re more focused on growing, you know, the pipeline as big as possible, and we can always, like, figure out conversion metrics for each stage, and kind of, like, filter that down. But…
63 00:08:24.630 ⇒ 00:08:33.229 Robert Tseng: This tab, I had, like, a simplified model that was, like, trying to, like, set… this is how we set, like, our performance targets for this quarter for the sales side.
64 00:08:33.270 ⇒ 00:08:45.750 Robert Tseng: I think we’re hovering around, like, our base case, which is, like, 160K to 170K MRR, so I think this probably holds true. We didn’t end up hitting, like, this was the target that I was aiming at, but…
65 00:08:45.750 ⇒ 00:08:46.140 megan: Yep.
66 00:08:46.140 ⇒ 00:08:54.130 Robert Tseng: Yeah, I’m basically gonna just do a refresh for Q2, so I’m gonna do one that’s just, like, off of…
67 00:08:54.630 ⇒ 00:09:08.199 Robert Tseng: that’s going to come from, like, the actuals that I have here. I’m also going to do a cut that’s just, like, off of these simple assumptions as well. So, yeah, I’m still going to do three scenarios, yeah.
68 00:09:08.200 ⇒ 00:09:21.780 megan: We’re pretty close on… because I think that my… and I’ll show you, my forecast in a second, but yeah, I think I was basing a lot of, things off of 183, kind of around there, which is about in between the base.
69 00:09:21.780 ⇒ 00:09:22.320 Robert Tseng: Yeah.
70 00:09:22.320 ⇒ 00:09:26.270 megan: 3, so… Yeah.
71 00:09:26.900 ⇒ 00:09:40.339 Robert Tseng: Okay, yeah, I’m sure we’re not far off, and what… yeah, like, but I do want to get this in a place where you can actually use it. And then, like, there’s this doc that I can share with you. I kind of share this with the team as well.
72 00:09:40.670 ⇒ 00:09:43.250 Robert Tseng: So…
73 00:09:44.860 ⇒ 00:10:01.750 Robert Tseng: Yeah, I mean, this was kind of off of the… you sent me a few reports, I kind of took the summary and was, like, kind of projecting things out, so there’s a few things, like, independent contractors, this might be an action item for your team, actually. I think this needs to be in…
74 00:10:02.050 ⇒ 00:10:05.479 Robert Tseng: In COGS. Like, I think we’re kind of mis…
75 00:10:05.860 ⇒ 00:10:10.270 Robert Tseng: Reporting, like, the gross… like, the gross margin here, because…
76 00:10:10.390 ⇒ 00:10:21.879 Robert Tseng: This is, like, internal team time for independent contractors. This still needs to be within… I think it should still be within COGS, so I think that’s one category that I want to move out above the line. Yeah.
77 00:10:21.880 ⇒ 00:10:39.040 megan: Yeah, so we… we’ve actually been mapping that for January and February for sure, with more granularity, and I can show you exactly, like, it rolls up under independent contractors, but then kind of the next level under that is
78 00:10:39.040 ⇒ 00:10:46.190 megan: Based on how they’re tracking the clockify time, and from an accounting perspective, COGS is directly tied to
79 00:10:46.190 ⇒ 00:10:52.110 megan: anything delivering the actual revenue. So that would really be, like.
80 00:10:52.110 ⇒ 00:11:17.070 megan: you know, the hourly part of the… of, you know, Demi’s time, for example. So we’re kind of assigning a dollar amount to that. So Demi’s a good example, because he’s, like, paid a fixed amount, but we’re looking at, okay, well, of his time, how much was spent directly tied to customers? That part goes in COGS, and then if he’s booked, like, G&A, internal meetings, stand-up, and things like that, that goes into OPEX. So that’s why you
81 00:11:17.070 ⇒ 00:11:25.540 megan: see. And then when we drill down into those people, you’ll see kind of, you know, all of the numbers assigned with all of that, too.
82 00:11:26.990 ⇒ 00:11:31.670 Robert Tseng: Yeah, I mean, I’ve seen those drill downs, and… I mean, Demi may work, like…
83 00:11:33.270 ⇒ 00:11:51.389 Robert Tseng: I mean, I don’t even know what the percentages are, it’s kind of hard. Like, I would say most of it is, like, internal meeting time is all for clients, so… I don’t… like, to me, independent contractors should be, like, if they’re actually working on the business, like, all operating margins should just be, like, purely for the business, and
84 00:11:51.630 ⇒ 00:12:09.080 Robert Tseng: I think for the delivery people, like, we say that some of them are working for the business, because, like, her novice booking time for sales, Demi, I don’t think, books any time to support the business, it’s all for client stuff. So, I… yeah, anyway, I… I’ve…
85 00:12:09.820 ⇒ 00:12:27.200 Robert Tseng: I mean, we could… I… at the end of the day, when I report this out to the team, I’m not saying that our gross margin is 60%. I just… I think… I don’t think that’s… I don’t think that’s right. Like, I think it… at the end of the day, 70… at least 70% of the time in this bucket is from people booking time related to clients. Maybe, like, 30% of it is, like.
86 00:12:27.880 ⇒ 00:12:37.160 Robert Tseng: for internal meetings that, like, purely internal meetings for the business that I… because I had booked through a report before. So, I mean.
87 00:12:37.920 ⇒ 00:12:38.800 Robert Tseng: I think…
88 00:12:39.670 ⇒ 00:12:54.970 Robert Tseng: Either way, that’s… that’s how I… that’s how I would interpret it. Like, if… if that’s, from an accounting perspective, how you want to do it, I just… I don’t… I don’t think our gross margin is actually 60%, and I think if we were to go and talk to investors, like, I don’t… I think they would really press… they would really press us on this.
89 00:12:56.140 ⇒ 00:12:56.570 megan: Yeah.
90 00:12:56.570 ⇒ 00:13:00.660 Robert Tseng: So 60% is really good, and I do want to get there, but I just don’t think we’re actually there.
91 00:13:01.350 ⇒ 00:13:18.879 megan: Yeah, that… that’s fair too, and so there might be a misalignment with how we’ve got Clockify set up to kind of capture that, because you’re right, a lot of the, a lot of the… what’s driving is, kind of ending up in GNA, because it’ll say, like.
92 00:13:18.880 ⇒ 00:13:22.039 megan: You know, anything that’s flagged as, like.
93 00:13:22.040 ⇒ 00:13:40.330 megan: internal meetings, all-hands, one-on-one stand-ups. We don’t really have a sense, basically, like, we’re kind of pulling based on the projects there, and then based on the project, it’s going into G&A or elsewhere, but, like, so I think we would need to have, like.
94 00:13:40.450 ⇒ 00:13:53.509 megan: Something else flagged, or… maybe it’s just as simple as, like, setting up another project, or repurposing one of the existing ones that’s, that’s internal client meetings.
95 00:13:53.700 ⇒ 00:14:05.119 megan: But… or, like, how… how could we name that so it wasn’t, like, confused with sales time, either? But that… that would help, because then we could just kind of, like.
96 00:14:05.120 ⇒ 00:14:16.029 megan: book the, you know, Debbie’s internal meetings, you know, about client activity that isn’t being rebuilt to the client. That’s what I’m hearing you say, right?
97 00:14:17.040 ⇒ 00:14:35.079 Robert Tseng: Yeah, it’s not necessarily billable time to the client, but we are still, like, that’s… yeah, that’s still, like, util… because, you know, as we’re moving people over to full-time, which Ademi is basically a full-time, he’s not, like, a W-2, but we pay him a fixed monthly, like, I care about his utilization, and, like, you know, if he’s spending…
98 00:14:35.210 ⇒ 00:14:47.209 Robert Tseng: and only 60% of his time is, like, billable time with the client, and, like, 40% of it is, like, in internal meetings, like, that to me is a problem. He should be closer to, like, an 80% utilization or something, so… and I can’t see that right now.
99 00:14:47.360 ⇒ 00:14:47.940 Robert Tseng: Yeah.
100 00:14:47.940 ⇒ 00:15:08.289 megan: Yeah, no, that’s good. Well, why don’t I chat with Rico? I think this would be pretty easy to fix, at least for March. January and February, like I said, it’s all kind of, like, bundled in, but if we can at least, like, get it fixed for March and going forward, we can have the team even, like, they could look at what they’ve already booked.
101 00:15:08.290 ⇒ 00:15:14.789 megan: And then just add, like, another… what… what do you think we could call it?
102 00:15:15.050 ⇒ 00:15:21.470 megan: Do you think internal client meetings or internal client non-billable?
103 00:15:22.970 ⇒ 00:15:25.390 megan: Something that wouldn’t be confusing with, like…
104 00:15:25.390 ⇒ 00:15:26.170 Robert Tseng: Yeah.
105 00:15:26.170 ⇒ 00:15:29.770 megan: You know, it’s not prospective client pipeline sales.
106 00:15:30.060 ⇒ 00:15:43.030 megan: And it’s not like, you know, I’m sure there could be, like, more recurring one-on-ones that, you know, they might be speaking with their project managers about a bunch of different updates. Like, that would be, you know.
107 00:15:43.840 ⇒ 00:15:45.479 megan: Yeah, I don’t, I don’t know.
108 00:15:45.480 ⇒ 00:15:58.549 Robert Tseng: I think it’s fair to just… I mean, we… it’s just, like, sales or delivery, like, time. It’s either people are building their time to help us sell, or they’re building our time to help deliver the work.
109 00:15:59.790 ⇒ 00:16:00.970 Robert Tseng: So…
110 00:16:01.890 ⇒ 00:16:08.840 Robert Tseng: I mean, I guess… so, like, I mean, I don’t know what the exact categories should be, but I think delivery should be a category.
111 00:16:09.190 ⇒ 00:16:10.290 Robert Tseng: That’s, like…
112 00:16:11.240 ⇒ 00:16:24.479 Robert Tseng: internal client stand-ups, like, anything related to client work is going to be billed under that. Like, our all-hands is probably, like, a G&A, I don’t really know, like, that doesn’t serve a delivery or an internal, or it doesn’t serve delivery or sales.
113 00:16:24.550 ⇒ 00:16:31.509 Robert Tseng: So there probably needs to be a third category, so… but it’s either delivery, sales, or…
114 00:16:35.660 ⇒ 00:16:49.409 Robert Tseng: some… or, like, or it’s not one of those two, or it’s other, and, like, that’s… that’s the catch-all. Like, I want everybody to be thinking their… about their time in that way, where it’s… there aren’t that many categories, it’s just delivery, sales, or something else.
115 00:16:49.700 ⇒ 00:16:56.599 megan: So, but then even within delivery, it’s like we’ve got some time that’s rebillable to clients, some time that’s not, right?
116 00:16:57.920 ⇒ 00:17:02.960 Robert Tseng: Yeah, but, like, the billable time to clients, like, that’s…
117 00:17:06.660 ⇒ 00:17:18.600 Robert Tseng: Oh, that… I mean, but that’s captured in, like, the actual engineering work, that’s captured in, like, client-facing meetings, but internal meeting time for that client is not in that… in that bucket right now, so…
118 00:17:18.609 ⇒ 00:17:26.589 megan: Yeah, that’s what I’m saying, like, we need, like, we would need kind of like a… Separate,
119 00:17:27.079 ⇒ 00:17:36.809 megan: Not billable time, but still related to client work. And then, do we care about, kind of, like, breaking out, like, flagging the client?
120 00:17:37.069 ⇒ 00:17:44.029 megan: work that is unbillable, or do we just want it kind of sectioned all in together?
121 00:17:44.319 ⇒ 00:17:48.649 megan: I can think through that. Let me chat with Rico,
122 00:17:48.779 ⇒ 00:17:50.909 megan: But I think we could get this…
123 00:17:51.879 ⇒ 00:18:01.789 megan: Yeah, I think we could get some more discipline around that. I just need to bounce some of this past him based on, like, how he sees people booking time.
124 00:18:01.960 ⇒ 00:18:02.600 Robert Tseng: Yeah.
125 00:18:03.430 ⇒ 00:18:05.080 megan: So, but that’s a good call-out.
126 00:18:06.600 ⇒ 00:18:07.280 Robert Tseng: Okay.
127 00:18:07.990 ⇒ 00:18:16.820 Robert Tseng: Yeah, and then regarding, like, the 15% EBITDA, like, some things, like, yeah, I think we’re… we want to continue to grow revenue, like, we’ve…
128 00:18:16.820 ⇒ 00:18:30.870 Robert Tseng: We’ve, made some adjustments to the sales team, so people, like, the staff, the personnel is changing there. And… yeah, I mean, from, like, that IC category, I think people are spending a lot of time in internal meetings, so we are making some moves to cut that.
129 00:18:30.930 ⇒ 00:18:36.229 Robert Tseng: Yeah, I think you’re working with Kayla on, like, the personnel costs, like, there’s…
130 00:18:36.360 ⇒ 00:18:55.310 Robert Tseng: as far as, like, benefits that we’re offering, I think healthcare is, like, the first thing that… we have a couple of W-2 conversions that we’re doing, and then I think healthcare… getting out of that healthcare stipend thing is kind of what we’re trying to do this quarter. So that might kind of delay the full… I mean, I don’t know what our fringe…
131 00:18:55.990 ⇒ 00:18:58.679 Robert Tseng: I don’t… well, because I think this is something we need to…
132 00:18:59.090 ⇒ 00:19:03.110 Robert Tseng: Like, our benefits, what we’re calling benefits package, because…
133 00:19:03.330 ⇒ 00:19:15.130 Robert Tseng: Yeah, as we’re negotiating total compensation now, people are always like, okay, there’s the base, and then we have some bonus structure that we have in place, and then there’s the… there’s the fringe benefits. Like, I don’t really know what it is per person. I think I…
134 00:19:16.130 ⇒ 00:19:24.220 Robert Tseng: I estimated, it looks like it’s… on our dock, it’s, like, maybe 13 to 15K per person. I don’t know if that’s actually true.
135 00:19:24.330 ⇒ 00:19:30.730 Robert Tseng: So there’s something around there. And then,
136 00:19:31.360 ⇒ 00:19:35.799 Robert Tseng: Yeah, I guess we… we also… we’re just making… we just made some changes on the…
137 00:19:37.330 ⇒ 00:19:54.480 Robert Tseng: on the pers… like, personnel that are not, client-facing. So, yeah, I think those are all the moves that we’re making to get to 15%. So, yeah, I mean, I think this is… this stuff kind of explains everything that I had thought through,
138 00:19:55.650 ⇒ 00:19:58.069 Robert Tseng: Let me see what else,
139 00:19:58.180 ⇒ 00:20:12.609 Robert Tseng: Yeah, so we’re, like, 23% independent contractor. I expect that to kind of drop, like, 10%. Personnel costs will increase by a few percentage points. G&A costs, if we do add an office, would increase, and then we have to do, like, more,
140 00:20:13.080 ⇒ 00:20:23.270 Robert Tseng: we have to pay more fees because of the W-2. And then I expect our travel budget to go up, because we are going to be hitting more conferences and doing more business travel.
141 00:20:23.380 ⇒ 00:20:28.099 Robert Tseng: So yeah, I think those are some of the things that I see coming in Q2.
142 00:20:28.310 ⇒ 00:20:34.019 Robert Tseng: But yeah, I think all the assumptions are kind of baked into this as well.
143 00:20:34.210 ⇒ 00:20:37.089 Robert Tseng: And, yeah, I think the rest are just, like.
144 00:20:37.310 ⇒ 00:20:44.730 Robert Tseng: different cuts of the same report that you sent me, that was just a little bit easier for my team to look through.
145 00:20:45.540 ⇒ 00:21:01.019 Robert Tseng: Yeah, so I think that’s… that’s pretty much what this doc entails. It’s, like, the strategy for how we’re gonna get to 15% EBITDA. Yeah, so between that and kind of, like, the sales forecast for Q2, I think that should…
146 00:21:01.140 ⇒ 00:21:06.340 Robert Tseng: That should help with, kind of budgeting.
147 00:21:07.110 ⇒ 00:21:15.330 megan: Yeah, that’ll definitely help. So let me know when you have the sales stuff sorted out, and I can…
148 00:21:15.460 ⇒ 00:21:27.679 megan: Put it in the top line and, also use some of those percentage estimates that you’re, like, your target percentage estimates, and see if we’re actually, like, how far off we might be.
149 00:21:27.990 ⇒ 00:21:33.739 megan: From where we are, and maybe that could inform if anything else needed to be adjusted.
150 00:21:34.100 ⇒ 00:21:34.860 Robert Tseng: Yeah.
151 00:21:36.060 ⇒ 00:21:43.770 megan: So, okay, I can… I can show you just some of the gaps that I’m seeing.
152 00:21:44.330 ⇒ 00:21:51.020 megan: Let me kind of… I’ve got, like, 3 different things that need to kind of, like…
153 00:21:51.130 ⇒ 00:21:53.609 megan: Bounce between to kind of show you.
154 00:21:53.610 ⇒ 00:21:54.530 Robert Tseng: Okay.
155 00:21:54.530 ⇒ 00:21:59.590 megan: So… So keep in mind, like, and I,
156 00:21:59.760 ⇒ 00:22:14.940 megan: It seems like you’re pretty proficient with how accounting works with, like, accrual versus cash reporting, so, I don’t think I need to over-explain anything there, but if anything I do say is confusing, then just, you know, let me know.
157 00:22:14.970 ⇒ 00:22:22.609 megan: Okay. So, I’m gonna share and just kind of start with, like, the revenue that I’m pulling for March so far.
158 00:22:24.460 ⇒ 00:22:39.660 megan: is… so we have, like, that 180 is kind of what we’ve been building, a loose-ish plan, but we don’t have, like, a fully baked budget yet. We’re still kind of, like, working towards that. So, so this is in the financial models forecast doc.
159 00:22:39.710 ⇒ 00:22:45.520 megan: Based on the revenue that we have that’s going to be recognized in March.
160 00:22:45.650 ⇒ 00:22:54.559 megan: looks like we’re coming in about $117,000. So this is based off of invoices that have already gone out, or that are scheduled to go out.
161 00:22:54.680 ⇒ 00:23:04.520 megan: And then… we have, like… I know Element is looking at, like, a more sizable renewal.
162 00:23:04.520 ⇒ 00:23:21.219 megan: And, and this is just contracted, so this doesn’t have anything that you might have in, like, a close-in pipeline that’s about to sign, or, like, new names. And, you know, just because we’re less than a week away till the end of March, I was using this 117 amount.
163 00:23:21.950 ⇒ 00:23:25.710 megan: For sales forecasting…
164 00:23:26.100 ⇒ 00:23:41.359 megan: And then I also went ahead and pulled out of Clockify. So kind of what you alluded to as well, we’ve got some people that are on fixed-rate contract, so this is everything in Clockify, so this includes everybody except UTAM.
165 00:23:41.420 ⇒ 00:23:56.990 megan: So based on this team, we’ve got about $57,000 in fixed costs, and yes, that gets proportioned out based on internal time, sales, or what the specific capacity is, but
166 00:23:56.990 ⇒ 00:24:05.519 megan: fixed rate nonetheless, and then, additional… based on the time that was booked, and I can’t say for certain, like.
167 00:24:05.550 ⇒ 00:24:18.610 megan: you know, for some of these, this is as of yesterday. So, as of yesterday, based on what was in Clockify, for all the hourly, we had another 34,000, 35,000.
168 00:24:19.010 ⇒ 00:24:26.269 megan: so right now, total team time, excluding new Tom and software and all the other costs right there,
169 00:24:26.420 ⇒ 00:24:29.659 megan: $92,000 for everything that’s in Clockify.
170 00:24:29.960 ⇒ 00:24:46.830 megan: So, funny enough, that was, now, keep in mind, this goes… this is as of yesterday, so some people, you know, might not have been done booking last week, or, you know, whatever, whatever it is, so…
171 00:24:46.830 ⇒ 00:25:03.930 megan: So these were the amounts that we had for, like, the total independent contractors, the total sales, and total COGS, which is just the, billable COGS only. So, to our earlier point, some of, like, the internal client
172 00:25:03.930 ⇒ 00:25:14.200 megan: work is probably, you know, getting parked here in this G&A category, but I’ll work with RICO on that for March forward.
173 00:25:14.200 ⇒ 00:25:25.240 megan: So anyway, like, what we had kind of in, like, the current plan was about this $91,000, which is kind of funny. It’s, like, almost exactly where we are as of.
174 00:25:25.240 ⇒ 00:25:25.570 Robert Tseng: -
175 00:25:25.570 ⇒ 00:25:34.839 megan: with a week to go. So we’ve got a whole week of hourly, like, I’m not concerned about the fixed rate, like, their amounts are gonna be what they are regardless.
176 00:25:34.920 ⇒ 00:25:48.700 megan: So I just kind of did, you know, some of the hourly, divide by 3, it ends up being about, like, what a weekly rate would be. So I’m coming up with, like, if we’re continuing at the same pace.
177 00:25:48.700 ⇒ 00:25:55.619 megan: With, you know, the hourly time that’s already been booked, then we probably have another 12,000
178 00:25:55.630 ⇒ 00:25:58.810 megan: to go. On top of that.
179 00:25:59.080 ⇒ 00:26:02.460 megan: So just the team time here alone is 1.03.
180 00:26:02.820 ⇒ 00:26:08.640 megan: So, maybe I’ll pause there before I move on, and keep in mind this is just for March.
181 00:26:09.040 ⇒ 00:26:09.680 Robert Tseng: Yeah.
182 00:26:10.200 ⇒ 00:26:14.059 megan: So, are you good with that logic so far?
183 00:26:14.370 ⇒ 00:26:15.579 Robert Tseng: Yeah, yeah, that makes sense.
184 00:26:15.770 ⇒ 00:26:20.069 megan: Cool. So then if I go to…
185 00:26:20.130 ⇒ 00:26:36.709 megan: To Fathom, and then here is where, like, you can see I didn’t change anything for April forward, is all that 183 that we had talked about. I did change March, just based on the 117 that we’re pretty confident is going to be the case.
186 00:26:36.810 ⇒ 00:26:51.150 megan: And then I added in kind of like the placeholder here, the… that extra $11,550 in March. Now, it’s not due for payout until April, but we’re still capturing it in March.
187 00:26:51.380 ⇒ 00:27:07.150 megan: So pretty much have just plugged in those numbers based on the revenue, the team expense we’ve already got booked, and then adding that 12K. And then we’ve got, you know, personnel expenses here is where we’ve got, you know, payroll taxes and wages.
188 00:27:07.150 ⇒ 00:27:14.410 megan: Which would… which is… let’s see… see, we’ve got you added in here.
189 00:27:14.440 ⇒ 00:27:18.549 megan: for April, yeah. And then…
190 00:27:18.590 ⇒ 00:27:24.829 megan: Which, you know, impacts taxes a little bit, so we’ve got… so we’ve got that already factored in.
191 00:27:25.150 ⇒ 00:27:41.939 megan: And then if I can… if I go to the roadmap, I can show you all the things that are factored in. So, you know, Tom there, you, as of, April, that additional team plug, and then here’s kind of the catch-up of all of the past due expenses.
192 00:27:42.020 ⇒ 00:27:58.720 megan: This is, like, pretty much everything that’s in RAMP that wasn’t paid out by the end of February. And then as part of, you know, with you coming over in April as an FTE, then we’ve also got the Eden going direct, which I know we’ve already been talking about, so…
193 00:27:59.440 ⇒ 00:28:08.870 megan: So that’s all for April. I’ve also got some placeholders here for the payoff of the credit card balances, because those are…
194 00:28:08.870 ⇒ 00:28:33.799 megan: The way the financials are kind of set up based on the forecast is, like, all that software spend. We’re assuming it’s, you know, paid out as if the credit card is caught up, which is fine for future expenses, but as you… as you know, like, every month, you know, we’re… oh, okay, we gotta throw an extra couple thousand at this because it’s maxed out, so it’s like, at some point, we’ll need to pay down those credit card balances, so I’ve modeled
195 00:28:33.800 ⇒ 00:28:35.570 megan: modeled that out as well.
196 00:28:35.810 ⇒ 00:28:36.440 Robert Tseng: Yeah.
197 00:28:36.440 ⇒ 00:28:53.439 megan: in May. So this is where I’m just kind of dumping in all the inputs, and then we can move things around, because, you know, to me, like, that’s something that can kind of be moved with. What’s not in here is the FTE conversions we were talking about.
198 00:28:54.410 ⇒ 00:29:05.029 megan: So, because we still, you know, need… I was just talking with JustWorks earlier today about, like, benefits estimates and what they need from us to get that. So that will be coming.
199 00:29:05.260 ⇒ 00:29:08.789 megan: But then we kind of, like, go through all of that.
200 00:29:08.960 ⇒ 00:29:16.589 megan: We’ve got, like, kind of a fully loaded month, so, that’s really where we start to see that 117 revenue.
201 00:29:16.690 ⇒ 00:29:32.990 megan: And then all the various team expenses. Right now, I’ve just got $1,000 per month in marketing commissions, but I think with your… if you’ve got better estimates, we can use a different percentage going forward. I just need a placeholder for something.
202 00:29:32.990 ⇒ 00:29:34.009 Robert Tseng: Yeah, that’s fair.
203 00:29:34.010 ⇒ 00:29:38.010 megan: And then, so based on where I’m currently seeing.
204 00:29:38.080 ⇒ 00:29:50.980 megan: with revenue coming in at 117, obviously, you know, we’ve been kind of planning for the 180, so a lot of that kind of translates, trickles downward. So right now, based on
205 00:29:50.980 ⇒ 00:30:02.720 megan: all of that, coming up with a negative, number for March of negative 23 for profit, and then the cash, like, that’s really where, you know, we can…
206 00:30:02.820 ⇒ 00:30:07.990 megan: Move some things around and start to get a little bit… like, we can…
207 00:30:08.430 ⇒ 00:30:23.260 megan: we can hold off on paying off these credit card balances, for example, so that helps. You know, we’ve still got them in here, we can turn them back on and move them around. Some of this, too, is, like, the…
208 00:30:23.270 ⇒ 00:30:29.459 megan: Team expenses for, you know, anything that was current, like…
209 00:30:29.610 ⇒ 00:30:37.690 megan: You know, we probably won’t be able to catch up on all of these expenses, so it’s kind of a matter…
210 00:30:37.820 ⇒ 00:30:41.319 megan: Of prioritizing, and you see the cash on hand here.
211 00:30:41.560 ⇒ 00:30:54.500 megan: we, you know, it’s kind of what we’ve been doing, which I know you’re aware of, too, is just kind of, like, managing to the cash that we have available in order to make payments, to kind of see how it’s like, well, we can
212 00:30:54.920 ⇒ 00:31:05.000 megan: kind of limp along, but then, then as we get into, like, April and beyond, we’re kind of back to that 183,000
213 00:31:05.040 ⇒ 00:31:16.209 megan: And then, you know, we’ve got all of the percentage estimates, which I need to update these based on your target numbers, so that we can see what those,
214 00:31:16.310 ⇒ 00:31:18.970 megan: Like, what the long-term impact would be.
215 00:31:19.160 ⇒ 00:31:25.319 megan: And then I can flag anything that needs to be adjusted, or if we need to recategorize anything.
216 00:31:25.510 ⇒ 00:31:34.629 megan: But that’s kind of what I’m seeing right now as we’re going into March, and then going forward. No surprise, it’s all driven by sales, so…
217 00:31:34.780 ⇒ 00:31:38.770 megan: No pressure. Yeah. But.
218 00:31:38.960 ⇒ 00:31:51.550 Robert Tseng: Yeah, I think 117 feels low. I feel like we’re not capturing a few things that should be coming in, so I just want to make sure that we have those invoices going out this month as well. Or, like, yeah, so…
219 00:31:52.480 ⇒ 00:32:01.140 Robert Tseng: like, I… I… I saw, like, Eden… Eden AI should be… another,
220 00:32:02.750 ⇒ 00:32:04.520 Robert Tseng: What did we say it was?
221 00:32:05.280 ⇒ 00:32:07.580 megan: Eden AI here, yeah.
222 00:32:08.920 ⇒ 00:32:13.040 Robert Tseng: Yeah, like, that should be… I wanna say that’s, like.
223 00:32:13.280 ⇒ 00:32:19.520 Robert Tseng: 30K, like, build this month, like, I… I’m surprised that I didn’t see that in there.
224 00:32:20.070 ⇒ 00:32:30.529 Robert Tseng: maybe it’s, like, 16K this, this, like, it’s, like, 16K to start, and then 16K at the end, and then it… and then, yeah, so, like, I… I don’t really… I didn’t see that in there.
225 00:32:30.530 ⇒ 00:32:30.970 megan: Yeah.
226 00:32:30.970 ⇒ 00:32:35.380 Robert Tseng: And then… Yeah, a minute and… yeah.
227 00:32:35.380 ⇒ 00:32:36.320 megan: either…
228 00:32:36.780 ⇒ 00:32:42.080 Robert Tseng: MinuteMD, the 10K, should… we should build that now, as well.
229 00:32:42.880 ⇒ 00:32:50.929 megan: That one… is that one done? It looked like it was… it was, invoiced up front, and then the remaining at the end.
230 00:32:50.930 ⇒ 00:33:03.679 Robert Tseng: We said we would do it after Phase 0, I think, or whatever, Phase 1, which we already cleared that, so we’re in… I don’t… I don’t know, I don’t… I was reading it earlier, I don’t think we said it needed to be billed at completion.
231 00:33:04.180 ⇒ 00:33:08.279 megan: We’ve got it flagged for the next invoice date of April 1st, so…
232 00:33:08.280 ⇒ 00:33:13.449 Robert Tseng: Oh, okay. All right, well, fine, I guess that’s… I’m just trying to see how do we get the cash in faster.
233 00:33:14.110 ⇒ 00:33:14.840 Robert Tseng: Damn.
234 00:33:14.840 ⇒ 00:33:19.600 megan: I mean, if we… if we can bring that in, then, I mean, every little bit helps. I’ll look at the.
235 00:33:19.600 ⇒ 00:33:29.249 Robert Tseng: Yeah, we can. It’s, Phase 0 already finished. Remaining 10K shall be due upon completion of Phase 0. So that completed last week, so we should just go and get that now.
236 00:33:29.530 ⇒ 00:33:31.740 megan: Okay, sounds good.
237 00:33:32.320 ⇒ 00:33:35.260 megan: I’ll flag this, and then I’ll check with…
238 00:33:35.650 ⇒ 00:33:39.570 megan: I’ll check with Kelly on this Eden AI one, too.
239 00:33:39.870 ⇒ 00:33:40.530 Robert Tseng: Yeah.
240 00:33:41.500 ⇒ 00:33:45.109 Robert Tseng: Other than that…
241 00:33:45.110 ⇒ 00:33:58.159 megan: That one, that one is an hourly rate, so we won’t be able to bill for that, until the end of March, but we can estimate it for revenue purposes, though.
242 00:33:58.360 ⇒ 00:34:00.550 Robert Tseng: Oh, shoot, yeah, okay.
243 00:34:00.550 ⇒ 00:34:02.620 megan: Which is okay, so it looks.
244 00:34:02.620 ⇒ 00:34:06.459 Robert Tseng: Yeah, I forgot we did hourly. That was the ultimate deal. Okay.
245 00:34:06.460 ⇒ 00:34:12.829 megan: Are they sticking to that, like, 15 per… per week? 15 hours per week?
246 00:34:12.830 ⇒ 00:34:13.889 Robert Tseng: Yeah…
247 00:34:15.840 ⇒ 00:34:25.120 Robert Tseng: But we should send… it’s not… it’s not gonna be the same invoice that comes in through Pungo. I tried to get them to go direct, with Brainforge. So, however we build for the…
248 00:34:25.560 ⇒ 00:34:34.840 Robert Tseng: there’s, like, a Remo deal that also went… that’s basically paid out by Eden as well. They’re the same… all the same client. Like, it’d probably be the same billing mechanism as that, yeah.
249 00:34:35.670 ⇒ 00:34:41.730 megan: Yeah, and I think that Eden, or the Remo 100K, that’s already been invoiced.
250 00:34:42.969 ⇒ 00:34:43.889 Robert Tseng: Yeah.
251 00:34:44.480 ⇒ 00:34:44.940 megan: We’re…
252 00:34:44.940 ⇒ 00:34:51.130 Robert Tseng: I don’t think they paid out the last phase yet. I think they’re paying it out this week, supposedly. I just talked to them, so…
253 00:34:51.130 ⇒ 00:34:52.870 megan: Okay, that would help.
254 00:34:53.670 ⇒ 00:35:00.110 megan: So, okay, I’ll look at what’s, if that MinuteMD one is good to go out, then…
255 00:35:00.110 ⇒ 00:35:07.630 Robert Tseng: Yeah, if Surf is on our, kind of, like, payout, he should be paid less. Like, his thing is directly tied to,
256 00:35:07.950 ⇒ 00:35:09.949 Robert Tseng: Remo’s outcome, so…
257 00:35:10.350 ⇒ 00:35:19.879 Robert Tseng: if he is, like… I don’t know if he’s… in the money going out, if he’s on your list to be paid out, I think he should just be delayed until the remote thing goes through.
258 00:35:20.780 ⇒ 00:35:25.960 megan: He’s… so he’s kind of in that estimate for COGS, so…
259 00:35:26.260 ⇒ 00:35:27.130 Robert Tseng: Oh, okay.
260 00:35:27.130 ⇒ 00:35:30.300 megan: explicit line item, but it’s kind of like an implied, like, this…
261 00:35:30.300 ⇒ 00:35:30.750 Robert Tseng: Okay, okay.
262 00:35:30.750 ⇒ 00:35:49.130 megan: for this month gets paid out the following month. Okay. So it’s… you’re right, it’s indirectly captured. Once he sends us an invoice and we have that in RAMP, then… then we’ll kind of be able to, like, put a more specific, payment target date on it. But you’re right.
263 00:35:49.130 ⇒ 00:35:49.720 Robert Tseng: Yeah.
264 00:35:49.720 ⇒ 00:35:55.590 megan: That one is… the longer they take to pay that, then the longer we take to pay him, too, so…
265 00:35:56.050 ⇒ 00:35:56.770 Robert Tseng: Yeah.
266 00:35:57.990 ⇒ 00:36:04.990 megan: So, I think that will help. So, let me see if I add back in… Once.
267 00:36:04.990 ⇒ 00:36:07.340 Robert Tseng: I think April should be good. I could say, like.
268 00:36:08.000 ⇒ 00:36:20.059 Robert Tseng: I mean, I don’t know if this is… if you want me to just, like… I mean, these… I guess they’re not… they’re not… they’re not over the line yet, so, I mean, these are all forecast numbers, so it’s just monopoly money until the deal is signed, but… Yeah.
269 00:36:20.100 ⇒ 00:36:28.910 Robert Tseng: But yeah, I mean, we do have a few other deals that should be closing in the next couple weeks. ABC not renewing was what
270 00:36:29.950 ⇒ 00:36:32.590 Robert Tseng: really hurt us this month. Ugh.
271 00:36:32.820 ⇒ 00:36:33.580 megan: Yeah.
272 00:36:34.020 ⇒ 00:36:35.810 Robert Tseng: Painful to see, yeah. Okay.
273 00:36:35.810 ⇒ 00:36:38.900 megan: Are they, like, on pause, or just, like…
274 00:36:38.900 ⇒ 00:36:40.580 Robert Tseng: I think… I don’t think they’re coming back.
275 00:36:40.920 ⇒ 00:36:42.590 megan: Okay, that’s too bad.
276 00:36:42.910 ⇒ 00:36:49.329 Robert Tseng: Yeah, because we… I mean, there’s certain deals that we just spend so much money on just to renew it, and then we don’t win them, and it’s…
277 00:36:49.540 ⇒ 00:36:50.300 Robert Tseng: Yeah.
278 00:36:50.810 ⇒ 00:37:08.510 Robert Tseng: That was one where we staffed up too early before the deal came through. Same with Element. That should have… that 90K should have started this month, but now it’s still not over the line. We’re… UTAM’s coming to New York next week, because we’re gonna try to close it then. But, I mean, they’ve… yeah.
279 00:37:08.650 ⇒ 00:37:12.000 Robert Tseng: Or, that we’re… we’re in a pinch on those two, for sure.
280 00:37:12.300 ⇒ 00:37:13.180 megan: Yeah.
281 00:37:13.180 ⇒ 00:37:13.770 Robert Tseng: Ugh.
282 00:37:13.770 ⇒ 00:37:14.390 megan: Yeah, bummer.
283 00:37:14.390 ⇒ 00:37:14.940 Robert Tseng: Okay.
284 00:37:16.560 ⇒ 00:37:18.350 Robert Tseng: Okay, well, anyway.
285 00:37:18.580 ⇒ 00:37:19.110 megan: One thing I…
286 00:37:19.110 ⇒ 00:37:23.550 Robert Tseng: It’s like we’ll survive, I don’t know. Oh my goodness, this is so…
287 00:37:23.670 ⇒ 00:37:28.350 Robert Tseng: Anxiety, so much… yeah, this is really gonna be anxiety.
288 00:37:28.690 ⇒ 00:37:38.360 megan: It’s, yeah, it’s gonna be… it’s gonna be a little tight until we really hit that groove. You know, kind of look at the, like.
289 00:37:38.800 ⇒ 00:37:50.299 megan: the most aggressive of, you know, kind of payoff of all of these things. Oh, this is not even… that was not even being used. But yeah, it’s like…
290 00:37:50.640 ⇒ 00:37:56.919 Robert Tseng: I haven’t even submitted any expenses from my side in this calendar year. I’ll wait, it’s fine, but…
291 00:37:56.920 ⇒ 00:38:09.190 megan: Well, we do want to capture it, even if it’s, you know, slow to be paid out, because we really do need to get that full financial picture, so if you… if you could send over your Q1, just so we can start tracking it.
292 00:38:09.190 ⇒ 00:38:09.730 Robert Tseng: Okay.
293 00:38:09.730 ⇒ 00:38:19.860 megan: It’s like, I don’t want, you know, you to forget about it, or us to… I don’t want there to be, like, ambiguity, and you’ve done quarterly in the past, so let’s kind of stick with that, because,
294 00:38:19.860 ⇒ 00:38:20.450 Robert Tseng: Yeah.
295 00:38:20.690 ⇒ 00:38:27.660 megan: Because it’s like, those payments owed to you, like, they’re… they’re sitting in here somewhere, you know, but they are accounted for.
296 00:38:27.660 ⇒ 00:38:28.220 Robert Tseng: Yeah.
297 00:38:28.630 ⇒ 00:38:32.049 megan: But, yeah, if I kind of look at, like, if we were…
298 00:38:32.390 ⇒ 00:38:43.559 megan: if we were… if we were to pay off all the debt and pay everybody, like, this month, you know, we’re kind of coming up with, like, a $35K shortfall.
299 00:38:43.730 ⇒ 00:39:02.190 megan: Obviously, we’re not going to do that, so if I’m kind of looking at, like, you know, push out the credit card a little, then we’re closer to, like, an 11K shortfall. And then that’s when we start kind of playing around with, like, the payables, and it’s like, okay, now we can kind of
300 00:39:02.340 ⇒ 00:39:05.389 megan: Live to fight through April,
301 00:39:05.730 ⇒ 00:39:11.519 megan: And then if we just decide to kind of, like, hold off on all of those credit card payments, then…
302 00:39:11.830 ⇒ 00:39:23.880 megan: we’re looking pretty good by the summer, but again, there’s no FTE conversions factored in here, or the added expense for benefits. Definitely nothing for the office, none of that’s even factored in, so… Yeah.
303 00:39:24.020 ⇒ 00:39:32.380 megan: I can start… I’ll look at the doc you sent, and I can, kind of set those up as, like, things that we can toggle on and off and move, just so that
304 00:39:32.380 ⇒ 00:39:47.429 megan: you know, we can have a plan to work towards, but yeah, it’s very much top-line driven, and consistent with prior months. We’re kind of… we’re heading into April, already kind of carrying February’s baggage, and, you know, it’s just kind of been…
305 00:39:47.430 ⇒ 00:40:02.150 megan: About, like, 2 months behind. So until we really get that, like, two to three continuous months of, like, solid net profit accrual basis that… to help, like, dig out, then, you know, it’s gonna continue being kind of tight.
306 00:40:02.430 ⇒ 00:40:12.240 megan: Until… until the summer, or… or until we have, like, those $250K months that really starts to break through the ceiling, and, like, that’s another scenario, too, but…
307 00:40:12.240 ⇒ 00:40:12.870 Robert Tseng: Yeah.
308 00:40:13.060 ⇒ 00:40:14.719 megan: Pretty much where we’re at right now.
309 00:40:15.270 ⇒ 00:40:15.880 Robert Tseng: Okay.
310 00:40:17.790 ⇒ 00:40:32.899 Robert Tseng: Okay, yeah, I do have to hop to another call, but, yeah, I think this is good to look at. If there’s… I’ll get you those forecasts, I mean, I think by the end of the week is probably what I’m targeting, so… Perfect.
311 00:40:33.270 ⇒ 00:40:33.830 Robert Tseng: Yeah.
312 00:40:33.980 ⇒ 00:40:50.010 megan: like, this level of review with forecast, I was thinking, too, that, you know, might make sense, I know we’ve got kind of, like, a mid-month, some of our people that get paid, paid twice a month. We’ve got some clients that get billed out twice a month.
313 00:40:50.010 ⇒ 00:41:04.760 megan: So, if we wanted to set up, like, kind of a recurring forecast, basically, we could go through exactly this. It’s like, hey, we’re coming up on the end of the month, this is where we think, based on what we’re seeing, we’re gonna end, what, you know, needs to be adjusted for next month, what can we pull in?
314 00:41:04.760 ⇒ 00:41:13.269 megan: We could set up, like, a recurring around, like, the 18th of each month, if you want, just to have it on the calendar? What do you think?
315 00:41:13.470 ⇒ 00:41:14.720 Robert Tseng: Yeah, let’s do that.
316 00:41:14.940 ⇒ 00:41:15.690 megan: Okay.
317 00:41:16.360 ⇒ 00:41:27.909 megan: Sounds good. I’ll throw something out there for us, and and then we can always move it around as needed, but I appreciate having the standing time. It just kind of keeps us both working towards the same thing, so…
318 00:41:28.070 ⇒ 00:41:31.390 Robert Tseng: Yeah. Okay, cool. Thanks, Megan.
319 00:41:31.600 ⇒ 00:41:33.759 megan: Yeah, great catching up, talk to you soon.
320 00:41:33.760 ⇒ 00:41:34.620 Robert Tseng: Talk to you later. Bye.