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

Start with outcomes
Growth, profit, and cash.
Pick lead and lag measures
Pipeline and win rate lead revenue. Cash conversion leads liquidity.
Set targets and bands
Plan, green band, and red band for each metric.
Assign owners
One leader owns each metric and the improvement plan.
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