Revenue and cash management for professional services and project businesses: unbilled work, fixed-fee projects that lose money
A services business recognizes revenue as it performs, which for time-and-materials work is as hours are delivered and for fixed-fee projects is usually by an input measure such as cost or hours incurred against the total expected. Unbilled work is a receivable when only the passage of time stands between it and payment and a contract asset when payment depends on something else, such as a milestone (ASC 606-10-45-3, 45-4); billing ahead of performance is a contract liability. US GAAP has no general rule for loss-making contracts: a loss is provided for in advance only where specific guidance requires it, such as construction-, production-, architecture- and engineering-type contracts (ASC 605-35), whereas IFRS requires it for any onerous contract (IAS 37). Utilization, realization and work in progress are the metrics that explain the margin.
Source: FASB ASC 606 (over-time recognition), 606-10-45-3 and 45-4 (contract assets and receivables); ASC 605-35 (anticipated losses, for contracts in its scope); IAS 37; practiceLast revised September 2026General information, not advice
