The KPIs that move the needle
Every KPI is only as good as the system and process behind it. We start there, define your KPIs with leadership, set the plan, and report actual against plan at every level of the business.
Top-level view, with drill-down underneath
Leadership sees the company against plan. Every number opens into the level below it, down to the individual job, so a variance can be traced to its root cause in a few clicks.
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Level 1
Company
Net sales, installs, margin and incident rate against plan.
94%to plan -
Level 2
Market
Which region is driving the gap, and in which metric.
24%South NSLI -
Level 3
Rep, crew or superintendent
Who is above or below target, and by how much.
11%Rep C NSLI -
Level 4
Job
The individual jobs behind the number, straight from your CRM.
9cancelled jobs
Example values from a sample company. Each level opens from the number above it.
Every KPI measured against plan
A number on its own doesn't tell you much. We show each KPI against its plan target, where plan says you should be today, and a run-rate forecast to period end, so leadership sees trouble while there's still time to act.
Cycle time shows your real capacity
Throughput is set by where jobs wait. We break every job into its stages, measure the days in each against your standard, and show which stage is holding volume back.
64 days sale to completion, against a 55-day standard.
- Sold, 5
- Measure, 8
- Ordered, 21
- Ready, 9
- Scheduled, 12
- Installing, 3
- Punch list, 6
What we measure, by the way you build
Sales and production companies
Kitchen, bath, refacing and other high-volume trades
- Performance to planNet sales, installs and revenue against plan, month to date, with a run-rate forecast to month end.
- GSLI and NSLIGross and net sales per lead issued, by market and rep, on the same lead count.
- Lead conversionLead-to-sale conversion at every stage of the funnel, and where volume is lost.
- Cycle time and throughputDays in each stage from sale to completion, by market and crew, so you see where jobs wait and how many you can move through each month.
- Install capacityCrew capacity against install-ready backlog, six weeks forward.
- Installed vs promisedSchedule attainment: what was committed to customers against what was delivered.
- Incident rateReturn trips, remakes and service calls, by root cause, crew and market.
Builders and remodelers
Custom homes, additions and whole-house remodels
- Performance to planStarts, closings, revenue and gross margin against the annual plan.
- Budget by cost codeBudget, committed and actual cost on every job, while there's still time to correct.
- SelectionsOpen owner decisions and the schedule risk each one creates.
- AllowancesAllowance against selection, so every overage is captured as a change order.
- Cycle time by phaseDays per phase on every home against your standard, so you can build more homes a year with the same team.
- ScheduleEvery job from start to closing, against baseline.
- Draws and working capitalDraws billed and collected against costs paid.