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Description: Measures profit from a client after delivery costs.
Formula: Revenue from Client – Cost of Supporting Client
Interpretation: High = valuable client; Low/negative = unprofitable.
Example: $100K revenue – $70K cost = $30K profit)
Description: Average revenue generated per consultant.
Formula: Total Annual Revenue ÷ Number of Billable Consultants
Interpretation: Higher = better efficiency and resource planning.
Description: Measures if the business is securing more work and operating efficiently.
Formula: (Current Revenue – Previous Revenue) ÷ Previous Revenue × 100
Interpretation: Positive % = growth; negative = decline. Helps forecast growth/decline.
Example: If revenue grew from $10M to $11.5M → (11.5 – 10) ÷ 10 = 15% growth.
Description: % of employee time spent on billable work.
Formula: (Direct Labour Hours ÷ Total Hours Worked) × 100
Interpretation: Target is 80%. Low rates → underutilization, high = efficiency.
Description: Compares sales opportunities against quarterly revenue target.
Formula: Deal Pipeline Value ÷ Quarter Bookings Forecast
Interpretation: Ratio < 1 = pipeline too small to meet targets; >1 = strong position