Choose your executive metrics

Who this is for

Founder led lower middle market companies with 5 to 50 million in annual revenue.

The quick answer

Track revenue, gross margin, EBITDA, cash conversion cycle, pipeline value and win rate, net revenue retention, and on time delivery or service level. Choose the few that predict next quarter results for your model.

The framework in five steps

  1. Start with outcomes
    Growth, profit, and cash.

  2. Pick lead and lag measures
    Pipeline and win rate lead revenue. Cash conversion leads liquidity.

  3. Set targets and bands
    Plan, green band, and red band for each metric.

  4. Assign owners
    One leader owns each metric and the improvement plan.

  5. Review weekly
    Trend, exceptions, and next steps.

Example

A company added cash conversion and win rate by segment to its dashboard. Forecast accuracy improved and cash headroom increased.

Pitfalls and fixes

  • Too many metrics. Keep under ten.

  • Metrics nobody owns. Assign owners.

  • Data that arrives late. Fix the pipeline and the close process

Checklist

  • Ten or fewer metrics

  • Targets and bands set

  • Owners named

  • Weekly review in place

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