We know our most profitable customer segments.

We actively eliminate low-margin work.

Our services are standardized into clear packages.

Pricing is based on margin targets.

Delivery is repeatable without heavy founder involvement.

Scope creep is controlled with defined boundaries.

We review KPIs weekly.

Quarterly priorities are defined.

Sales metrics are tracked weekly.

Operational KPIs are clearly defined.

Core processes (sales, delivery, billing) are documented.

Process ownership is assigned.

We know our break-even revenue level.

Monthly P&L is delivered within 10 days.

We understand gross margin by service line.

We maintain a rolling 12-month cash forecast.

We know why profit changes month-to-month.

Job/project costing is accurate.

Operations has a clear accountable leader.

Sales has a clear accountable leader.

Finance has a clear owner.

Leaders have defined KPIs.

Leaders can make decisions without founder approval.

We use a CRM with defined stages.

Conversion rates are tracked.

Sales forecasting is data-based.

We generate leads from multiple channels.

Marketing activities are planned quarterly.

Cost per lead and acquisition are tracked.

Hiring is proactive.

Utilization (capacity) rates are tracked.

Growth does not strain delivery.

We model margin before accepting large projects.

Cross-department handoffs are defined.

Onboarding and training are standardized.

Continuous improvement is reviewed regularly.

KPIs metrics clear, understood and optimized.

Values guide hiring and reviews.

Performance expectations are numeric.

Managers coach rather than rescue.

Underperformance is addressed quickly.

A-players occupy critical roles.

Succession plans exist for key roles.

Employees are held accountable

Gross margins are consistent.

Leadership has bandwidth for growth initiatives.

Geographic expansion has been evaluated.

New service lines are margin-tested.

Acquisition criteria are defined.

Strategic partnerships are active & maintained.