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Company scorecard

This needs review

The small set of numbers that tell you whether Lumaris is healthy, reviewed at Financial review / Leadership sync. Where a metric is already live in ops-hub, this scorecard names it rather than re-deriving it — the source of truth is ops-hub, this is the "what to look at and why it matters" layer.

TODO: targets below are placeholders based on the pricing calculator's default assumptions (40% gross margin, 20% net margin) — confirm actual firm targets with the principals and replace.

Metric Definition Target Source
Pipeline value (weighted) Sum of open HubSpot deal value × probability TODO ops-hub → Pipeline
Win rate Closed-won deals / (closed-won + closed-lost) over trailing quarter TODO HubSpot
Gross margin (Net Revenue − Direct Costs) / Net Revenue, per project and blended 40% ops-hub → Finance
Net margin (Gross Profit − Overhead − Contingency) / Net Revenue 20% ops-hub → Finance
Utilisation Allocated days / available days per consultant TODO ops-hub → People
Days sales outstanding Average days from invoice to payment TODO Xero
Projects RAG mix Count of projects by Red/Amber/Green 0 Red ops-hub → Projects
Revenue vs forecast Actual invoiced revenue vs plan, monthly TODO ops-hub → Finance

How to use this

  • Directors and Operations roles can see the full table (day rates and margin included, per ops-hub's role model).
  • Delivery leads see everything except margin/day-rate figures — use RAG mix and utilisation as their primary signal.
  • Review at the cadence set in meetings/cadence.md, not ad hoc — a scorecard nobody looks at regularly drifts out of date.