After the Sale: How Services Companies Get From Deal to Payment (#5 of 6)
Sales closes the deal and moves on. Everything between the signature and the money in the bank lands on ops, usually without anyone deciding it should.
Someone has to price the job and pin down the scope. Someone has to tell delivery what was actually sold, get the invoice out on time, chase it when it’s late, and rebuild the same tracker every month to see what’s been billed, what’s overdue and what slipped through. In most services businesses, that someone is a mix of the founder, an account manager and you, held together by spreadsheets and memory.
Because it’s nobody’s whole job, it breaks quietly. Invoices go out late. Agreed scope changes never get billed. Chasing gets put off because nobody wants to annoy the client. And you end up explaining the cash position to the founder or the board.
This session walks the full journey of a job, from closed deal to cash received. We’ll work out where the hours and days actually go, then open up working automations for pricing, chasing and invoicing, built in Make.com and Airtable.
Session #5 of ON’s RevOps series. It stands on its own, so you don’t need to have seen the others.
Pricing the job, scoping it, chasing the client, getting the invoice out, and rebuilding the same spreadsheet every month to keep track of it all. For most services businesses, that whole stretch runs on manual work.
After this session, you'll be able to:
🔹 Map your own deal-to-cash process stage by stage, and spot the steps nobody clearly owns
🔹 Tell which steps are worth automating now, and which need a decision or an owner before any tool will help
🔹 See exactly how pricing, chasing and invoicing automations are put together, so you can copy them, brief someone to build them, or judge a tool against them
🔹 Understand what changes between a small team, where the founder still sends the invoices, and an enterprise set-up with a dedicated finance function
What to expect
A short presentation on the journey and where time gets lost.
Then Charlie shares his screen and walks through systems he’s built, live, so you see the real set-up rather than slides about it.
The builds are Charlie’s own, so this is a working session rather than a product pitch. Bring your own questions and challenges!
You should join us if you’re:
✅ Run operations in a services, agency or consultancy business, or in a product company where deals come with implementation, onboarding or custom terms
✅ Are the person who gets asked why cash is late, or why an invoice was wrong
✅ Have Airtable, Make.com or similar in your stack and suspect it could be doing a lot more, or you’re about to brief someone to build this
You're unlikely to get much from it if:
❌ Every sale is identical and self-serve, so there’s nothing to price, scope or chase
❌ You want a high-level strategy discussion. This one spends most of its time inside the build.
Each of the RevOps session stands on its own, so you can jump straight in now. If you’d like to catch up anyway, all the recordings are on Disco for ON members.
Meet your speakers
Filip Szczeciński
CEO & Co-Founder @ Sunbay.io
Filip has spent years in the ops trenches, from fixing broken processes at scaling startups to building automation systems that actually stick. Now co-founder of Sunbay.io, he's on a mission to eliminate the gap between "deal closed" and "cash received." A long-time ON Member and extremely helpful voice in the community, he brings a lot of hard-won experience to this series.
An ops leader through and through, Filip previously held roles including Head of Business Operations at CallPage, Head of Operations at HCM Deck, and also led BizOps at Plane. Today, he brings that same systems-first operational mindset into Sunbay.io, helping companies build RevOps foundations that are practical, scalable, and actually stick.]
Charlie Chamberlayne
Charlie Chamberlayne works with ops-heavy startups to build their core operating systems, focusing on workflow automation and integrations across their stack, and deploying AI tooling where it delivers genuine impact.
Together with 🙌
Sunbay.io
Most B2B finance teams still issue invoices manually, chase payments over email, and match bank transfers by hand. Sunbay automates the entire journey from invoice to payment, inside the tools you already use. No manual chasing, no drama.
Sunbay saves you 20+ minutes per invoice. No new tools, no manual chasing, no drama. Interested in learning more? Get in touch with Filip at [filip@sunbay.io] 👋
Please note: This is a co-hosted event between Sunbay and Operations Nation. Attendee information submitted at registration will be shared with both parties for the purposes of running this event. Read Operations Nation's privacy policy and Sunbay's privacy policy.