{"id":48442,"date":"2024-07-10T10:00:00","date_gmt":"2024-07-10T08:00:00","guid":{"rendered":"https:\/\/www.furious-squad.com\/mastering-agency-metrics-the-ultimate-guide-for-growth-and-efficiency-2\/"},"modified":"2025-05-27T16:28:33","modified_gmt":"2025-05-27T14:28:33","slug":"mastering-agency-metrics-guide","status":"publish","type":"post","link":"https:\/\/www.furious-squad.com\/en\/mastering-agency-metrics-guide\/","title":{"rendered":"11 KPIs to monitor closely to run a profitable agency"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"48442\" class=\"elementor elementor-48442 elementor-43950\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-b0bdbb6 e-flex e-con-boxed e-con e-parent\" data-id=\"b0bdbb6\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d3c420d elementor-widget elementor-widget-text-editor\" data-id=\"d3c420d\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p data-start=\"181\" data-end=\"407\"><span style=\"font-weight: normal;\">You manage an agency. You manage teams, projects, clients, sales, delivery, reporting, billing&#8230; And sometimes you wonder: <em data-start=\"363\" data-end=\"407\">is all this really profitable?<\/em> <\/span><\/p>\n<p data-start=\"409\" data-end=\"565\"><span style=\"font-weight: normal;\">The truth is, many agencies go on instinct. Or blindly. Lack of time, lack of tools, or simply lack of good indicators.  <\/span><\/p>\n<p data-start=\"567\" data-end=\"779\"><span style=\"font-weight: normal;\">So we&#8217;ve decided to make your life easier. Here are the   <\/span><span data-start=\"622\" data-end=\"644\">11 essential KPIs<\/span><span style=\"font-weight: normal;\"> to regain control of your business, ask the right questions&#8230; and get concrete, quantified, actionable answers.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-36e9167 elementor-widget elementor-widget-image\" data-id=\"36e9167\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"800\" height=\"800\" src=\"https:\/\/www.furious-squad.com\/wp-content\/uploads\/2024\/07\/29-1024x1024.png\" class=\"attachment-large size-large wp-image-44004\" alt=\"\" srcset=\"https:\/\/www.furious-squad.com\/wp-content\/uploads\/2024\/07\/29-1024x1024.png 1024w, https:\/\/www.furious-squad.com\/wp-content\/uploads\/2024\/07\/29-300x300.png 300w, https:\/\/www.furious-squad.com\/wp-content\/uploads\/2024\/07\/29-150x150.png 150w, https:\/\/www.furious-squad.com\/wp-content\/uploads\/2024\/07\/29-768x768.png 768w, https:\/\/www.furious-squad.com\/wp-content\/uploads\/2024\/07\/29-24x24.png 24w, https:\/\/www.furious-squad.com\/wp-content\/uploads\/2024\/07\/29-48x48.png 48w, https:\/\/www.furious-squad.com\/wp-content\/uploads\/2024\/07\/29-96x96.png 96w, https:\/\/www.furious-squad.com\/wp-content\/uploads\/2024\/07\/29.png 1080w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c3fe45c elementor-widget elementor-widget-heading\" data-id=\"c3fe45c\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Financial KPIs<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-303c6dd elementor-widget elementor-widget-heading\" data-id=\"303c6dd\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">1. Total sales<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c47723c elementor-widget elementor-widget-text-editor\" data-id=\"c47723c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p data-start=\"823\" data-end=\"904\"><span style=\"font-weight: normal;\" data-start=\"823\" data-end=\"904\">What you take in each month, <\/span><span data-start=\"823\" data-end=\"904\">that&#8217;s the base.<\/span><span style=\"font-weight: normal;\" data-start=\"823\" data-end=\"904\"> But it&#8217;s only the beginning.<\/span><\/p>\n<p data-start=\"906\" data-end=\"1035\"><span style=\"font-weight: normal;\">Rising sales are always reassuring. But beware: a single figure never tells the whole story. <\/span><\/p>\n<p data-start=\"1037\" data-end=\"1063\"><span style=\"font-weight: normal;\" data-start=\"1037\" data-end=\"1063\">What to follow:<\/span><\/p>\n<ul data-start=\"1064\" data-end=\"1187\">\n<li data-start=\"1064\" data-end=\"1092\">\n<p data-start=\"1066\" data-end=\"1092\"><span style=\"font-weight: normal;\">By month, quarter, year<\/span><\/p>\n<\/li>\n<li data-start=\"1064\" data-end=\"1092\">\n<p data-start=\"1066\" data-end=\"1092\"><span style=\"font-weight: normal; background-color: rgba(255, 255, 255, 0); text-align: var(--text-align);\">By type of offer or project<\/span><\/p>\n<\/li>\n<li data-start=\"1125\" data-end=\"1187\">\n<p data-start=\"1127\" data-end=\"1187\"><span style=\"font-weight: normal;\">By comparing with N-1 (to anticipate seasonal troughs)<\/span><\/p>\n<\/li>\n<\/ul>\n<p data-start=\"1189\" data-end=\"1281\"><span style=\"font-weight: normal;\"><span data-start=\"1189\" data-end=\"1203\">The pitfall:<\/span> resting on good sales while <a href=\"https:\/\/www.furious-squad.com\/en\/understanding-and-calculating-margin\/\">margins<\/a> plummet. Stay clear-headed. <\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-56acfc0 elementor-widget elementor-widget-heading\" data-id=\"56acfc0\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">2. Sales per employee<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d666c03 elementor-widget elementor-widget-text-editor\" data-id=\"d666c03\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p data-start=\"1336\" data-end=\"1415\"><span style=\"font-weight: normal;\" data-start=\"1336\" data-end=\"1415\">A good indicator of your collective efficiency. And of your future margins. <\/span><\/p><p data-start=\"1417\" data-end=\"1539\"><span style=\"font-weight: normal;\">It&#8217;s simple: if your sales don&#8217;t grow in proportion to your workforce, you dilute your profitability.<\/span><\/p><p data-start=\"1541\" data-end=\"1618\"><span style=\"font-weight: normal;\"><span data-start=\"1541\" data-end=\"1566\">How to calculate it :<br \/><\/span><br data-start=\"1566\" data-end=\"1569\" \/><\/span><\/p><ul><li data-start=\"1541\" data-end=\"1618\"><span style=\"font-weight: normal;\">Total sales \u00f7 number of productive employees<\/span><\/li><\/ul><p data-start=\"1620\" data-end=\"1807\"><span style=\"font-weight: normal;\"><span data-start=\"1620\" data-end=\"1633\"><br \/>To aim for:<\/span> between \u20ac100,000 and \u20ac130,000 per year per employee in an <\/span><a style=\"font-weight: normal;\" href=\"https:\/\/www.furious-squad.com\/en\/profitable-organized-agencies\/\">agency<\/a>.<span style=\"font-weight: normal;\"><br data-start=\"1721\" data-end=\"1724\" \/><span data-start=\"1724\" data-end=\"1740\"><br \/>Below that?<\/span> It&#8217;s time to review your pricing, your workload or your projects.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-683820a elementor-widget elementor-widget-heading\" data-id=\"683820a\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">  Gross margin<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a47bc4d elementor-widget elementor-widget-text-editor\" data-id=\"a47bc4d\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">The figure that turns a \u201cbeautiful project\u201d into a \u201creal profit driver\u201d.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It measures what you earn after paying the people who deliver the project, but before fixed costs. In short, it&#8217;s the operating margin. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Key thresholds :<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">60%: top<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">40 to 60%: correct<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">&lt;40%: caution, danger<\/span><span style=\"font-weight: 400;\">\n<p><\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Systematically tracked by project. It&#8217;s your best field performance radar. <\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2fc11d9 elementor-widget elementor-widget-heading\" data-id=\"2fc11d9\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Available cash<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-293518e elementor-widget elementor-widget-text-editor\" data-id=\"293518e\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p data-start=\"5633\" data-end=\"5686\"><span style=\"font-weight: normal;\" data-start=\"5633\" data-end=\"5686\">The most basic KPI&#8230; but also the most vital.<\/span><\/p>\n<p data-start=\"5688\" data-end=\"5862\"><span style=\"font-weight: normal;\">We&#8217;re talking about your real <a href=\"https:\/\/www.furious-squad.com\/en\/branch-financial-management-aiming-for-profitability\/\">cash flow<\/a>. The kind that lets you sleep soundly (or not). The kind that absorbs unforeseen events, late payments and slumps in activity.  <\/span><\/p>\n<p data-start=\"5864\" data-end=\"5878\"><span style=\"font-weight: normal;\" data-start=\"5864\" data-end=\"5878\">To be continued:<\/span><\/p>\n<ul data-start=\"5879\" data-end=\"6025\">\n<li data-start=\"5879\" data-end=\"5923\">\n<p data-start=\"5881\" data-end=\"5923\"><span style=\"font-weight: normal;\">Weekly, not quarterly<\/span><\/p>\n<\/li>\n<li data-start=\"5924\" data-end=\"5957\">\n<p data-start=\"5926\" data-end=\"5957\"><span style=\"font-weight: normal;\">With an easy-to-read dashboard<\/span><\/p>\n<\/li>\n<li data-start=\"5958\" data-end=\"6025\">\n<p data-start=\"5960\" data-end=\"6025\"><span style=\"font-weight: normal;\">Projected (current cash + remaining cash &#8211; future expenses)<\/span><\/p>\n<\/li>\n<\/ul>\n<p data-start=\"6027\" data-end=\"6131\"><span style=\"font-weight: normal;\"><span data-start=\"6027\" data-end=\"6040\">Tip:<\/span> also monitor your <a href=\"https:\/\/www.furious-squad.com\/en\/proactive-financial-management-anticipate-peak-periods\/\">WCR<\/a> (working capital requirement) to anticipate future tensions.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-1617ec4 e-flex e-con-boxed e-con e-parent\" data-id=\"1617ec4\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-0d0c633 elementor-widget elementor-widget-heading\" data-id=\"0d0c633\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Operational KPIs<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b352c60 elementor-widget elementor-widget-heading\" data-id=\"b352c60\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Occupancy rate (or load)<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1e5e842 elementor-widget elementor-widget-text-editor\" data-id=\"1e5e842\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p data-start=\"1855\" data-end=\"1920\"><span style=\"font-weight: normal;\" data-start=\"1855\" data-end=\"1920\">A busy schedule, yes. But not at any price. <\/span><\/p>\n<p data-start=\"1922\" data-end=\"2078\"><span style=\"font-weight: normal;\">This KPI measures time actually sold versus time available.<br data-start=\"1994\" data-end=\"1997\">Too low = under-utilization. Too high = risk of burn-out and drop in quality. <\/span><\/p>\n<p data-start=\"2080\" data-end=\"2179\"><span style=\"font-weight: normal;\"><span data-start=\"2080\" data-end=\"2100\">Health target:<\/span> between 75% and 85%<br data-start=\"2119\" data-end=\"2122\"><span data-start=\"2122\" data-end=\"2136\">To be monitored:<\/span> by employee, by team, by week<\/span><\/p>\n<p data-start=\"2181\" data-end=\"2305\"><span style=\"font-weight: normal;\"><span data-start=\"2181\" data-end=\"2201\">The right reflex:<\/span> cross-reference with the project margin rate. A busy employee who is poorly assigned remains unprofitable. <\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-50fb4ec elementor-widget elementor-widget-heading\" data-id=\"50fb4ec\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Profitability per customer<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-430eed2 elementor-widget elementor-widget-text-editor\" data-id=\"430eed2\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p data-start=\"3287\" data-end=\"3355\"><span style=\"font-weight: normal;\" data-start=\"3287\" data-end=\"3355\">Because a good customer isn&#8217;t just a name on a slide.<\/span><\/p>\n<p data-start=\"3357\" data-end=\"3490\"><span style=\"font-weight: normal;\">Some customers monopolize your best talents for a meager margin. Others challenge you little but pay off handsomely. <\/span><\/p>\n<p data-start=\"3492\" data-end=\"3506\"><span style=\"font-weight: normal;\" data-start=\"3492\" data-end=\"3506\">Analyze :<\/span><\/p>\n<ul data-start=\"3507\" data-end=\"3596\">\n<li data-start=\"3507\" data-end=\"3533\">\n<p data-start=\"3509\" data-end=\"3533\"><span style=\"font-weight: normal;\">Time spent vs. sales generated<\/span><\/p>\n<\/li>\n<li data-start=\"3534\" data-end=\"3556\">\n<p data-start=\"3536\" data-end=\"3556\"><span style=\"font-weight: normal;\">Overall margin rate<\/span><\/p>\n<\/li>\n<li data-start=\"3557\" data-end=\"3596\">\n<p data-start=\"3559\" data-end=\"3596\"><span style=\"font-weight: normal;\">Cost of reminders, meetings, unforeseen events<\/span><\/p>\n<\/li>\n<\/ul>\n<p data-start=\"3598\" data-end=\"3710\"><span style=\"font-weight: normal;\"><span data-start=\"3598\" data-end=\"3619\">Concrete action:<\/span> categorize your customers (A-B-C) to prioritize your energy where it really pays off.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-e1d61a5 e-flex e-con-boxed e-con e-parent\" data-id=\"e1d61a5\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-78f714f elementor-widget elementor-widget-heading\" data-id=\"78f714f\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Project management KPIs<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-49136bc elementor-widget elementor-widget-heading\" data-id=\"49136bc\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Profitability by project<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f4a9250 elementor-widget elementor-widget-text-editor\" data-id=\"f4a9250\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p data-start=\"2781\" data-end=\"2854\"><span style=\"font-weight: normal;\">Spoiler: it&#8217;s not always the most visible that pays off.<\/span><\/p>\n<p data-start=\"2856\" data-end=\"3022\"><span style=\"font-weight: normal;\">A highly visible project may require weeks of work for a modest return. Conversely, a discreet but well-defined project can be highly profitable. <\/span><\/p>\n<p data-start=\"3024\" data-end=\"3037\"><span style=\"font-weight: normal;\">Measure :<\/span><\/p>\n<ul data-start=\"3038\" data-end=\"3134\">\n<li data-start=\"3038\" data-end=\"3062\">\n<p data-start=\"3040\" data-end=\"3062\"><span style=\"font-weight: normal;\">Sales vs. actual time spent<\/span><\/p>\n<\/li>\n<li data-start=\"3038\" data-end=\"3062\">\n<p data-start=\"3040\" data-end=\"3062\"><span style=\"font-weight: normal;\">Cost of resources mobilized<\/span><\/p>\n<\/li>\n<li data-start=\"3063\" data-end=\"3095\">\n<p data-start=\"3065\" data-end=\"3095\"><span style=\"font-weight: normal;\">Variances between budget and actual<\/span><\/p>\n<\/li>\n<\/ul>\n<p data-start=\"3136\" data-end=\"3246\"><span style=\"font-weight: normal;\">Objective: to identify champion projects&#8230; and those that should never be accepted again without reviewing their scope.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4aa6568 elementor-widget elementor-widget-heading\" data-id=\"4aa6568\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Breakdown of projects by type<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0a51495 elementor-widget elementor-widget-text-editor\" data-id=\"0a51495\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p data-start=\"4731\" data-end=\"4792\"><span style=\"font-weight: normal;\" data-start=\"4731\" data-end=\"4792\">An unbalanced portfolio is a house of cards.<\/span><\/p>\n<p data-start=\"4794\" data-end=\"4929\"><span style=\"font-weight: normal;\">Too many complex packages? Too many small, low-margin projects? Too many repeat business but no new customers? Analyze your mix.   <\/span><\/p>\n<p data-start=\"4931\" data-end=\"4943\"><span style=\"font-weight: normal;\" data-start=\"4931\" data-end=\"4943\">Follow us :<\/span><\/p>\n<ul data-start=\"4944\" data-end=\"5062\">\n<li data-start=\"4944\" data-end=\"4981\">\n<p data-start=\"4946\" data-end=\"4981\"><span style=\"font-weight: normal;\">% recurring vs. one-shot projects<\/span><\/p>\n<\/li>\n<li data-start=\"4944\" data-end=\"4981\">\n<p data-start=\"4946\" data-end=\"4981\"><span style=\"font-weight: normal; background-color: rgba(255, 255, 255, 0); text-align: var(--text-align);\">% of fixed-price projects vs.<\/span><\/p>\n<\/li>\n<li data-start=\"5018\" data-end=\"5062\">\n<p data-start=\"5020\" data-end=\"5062\"><span style=\"font-weight: normal;\">% strategic vs. opportunistic customers<\/span><\/p>\n<\/li>\n<\/ul>\n<p data-start=\"5064\" data-end=\"5181\"><span style=\"font-weight: normal;\"><span data-start=\"5064\" data-end=\"5088\">Why it&#8217;s key:<\/span> because the stability of your agency depends as much on your projects as on your cash flow.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-97076d7 elementor-widget elementor-widget-heading\" data-id=\"97076d7\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Remainder to be billed<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-429eccd elementor-widget elementor-widget-text-editor\" data-id=\"429eccd\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p data-start=\"5217\" data-end=\"5281\"><span style=\"font-weight: normal;\" data-start=\"5217\" data-end=\"5281\">All work deserves to be paid for. But you still have to bill for it. <\/span><\/p>\n<p data-start=\"5283\" data-end=\"5428\"><span style=\"font-weight: normal;\">Sometimes&#8230; too much time passes between the end of a project and the sending of an invoice. The \u201cRemainder to be invoiced\u201d indicator alerts you to forgotten work-in-progress. <\/span><\/p>\n<p data-start=\"5430\" data-end=\"5459\"><span style=\"font-weight: normal;\" data-start=\"5430\" data-end=\"5459\">To be followed each week:<\/span><\/p>\n<ul data-start=\"5460\" data-end=\"5515\">\n<li data-start=\"5460\" data-end=\"5472\">\n<p data-start=\"5462\" data-end=\"5472\"><span style=\"font-weight: normal;\">By customer<\/span><\/p>\n<\/li>\n<li data-start=\"5460\" data-end=\"5472\">\n<p data-start=\"5462\" data-end=\"5472\"><span style=\"font-weight: normal;\">By <a href=\"https:\/\/www.furious-squad.com\/en\/team-and-project-management-tool\/\">project manager<\/a><\/span><\/p>\n<\/li>\n<li data-start=\"5494\" data-end=\"5515\">\n<p data-start=\"5496\" data-end=\"5515\"><span style=\"font-weight: normal;\">By mission type<\/span><\/p>\n<\/li>\n<\/ul>\n<p data-start=\"5517\" data-end=\"5598\"><span style=\"font-weight: normal;\"><span data-start=\"5517\" data-end=\"5536\">A simple reminder:<\/span> an unbilled job completed = one month less cash.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-92828fc e-flex e-con-boxed e-con e-parent\" data-id=\"92828fc\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5111e33 elementor-widget elementor-widget-heading\" data-id=\"5111e33\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Sales KPIs<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-59895b3 elementor-widget elementor-widget-heading\" data-id=\"59895b3\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">  Quotation conversion rate<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5648d59 elementor-widget elementor-widget-text-editor\" data-id=\"5648d59\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p data-start=\"3761\" data-end=\"3845\"><span style=\"font-weight: normal;\" data-start=\"3761\" data-end=\"3845\">A good way to judge your sales effectiveness &#8211; and the clarity of your offers.<\/span><\/p>\n<p data-start=\"3847\" data-end=\"4017\"><span style=\"font-weight: normal;\">Sending 10 quotes to sign a project is tiring (and worrying). A good conversion rate means a well-qualified pipeline and a proposal that hits the nail on the head. <\/span><\/p>\n<p data-start=\"4019\" data-end=\"4097\"><span style=\"font-weight: normal;\"><span data-start=\"4019\" data-end=\"4041\">Target:<\/span> &gt;30%<br data-start=\"4047\" data-end=\"4050\"><span data-start=\"4050\" data-end=\"4064\">To be tracked:<\/span> by sales rep, by type of offer<\/span><\/p>\n<p data-start=\"4099\" data-end=\"4210\"><span style=\"font-weight: normal;\"><span data-start=\"4099\" data-end=\"4132\">If you&#8217;re not there yet:<\/span> re-read your proposals, adjust your targeting, or shorten your cycles.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3b4faf0 elementor-widget elementor-widget-heading\" data-id=\"3b4faf0\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Average selling time<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-91ac172 elementor-widget elementor-widget-text-editor\" data-id=\"91ac172\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p data-start=\"4251\" data-end=\"4334\"><span style=\"font-weight: normal;\" data-start=\"4251\" data-end=\"4334\">How long does it take you to sign a deal? The answer can hurt a lot. <\/span><\/p>\n<p data-start=\"4336\" data-end=\"4446\"><span style=\"font-weight: normal;\">A sales cycle that takes too long ties up your sales force, undermines your forecasts and delays your collections.<\/span><\/p>\n<p data-start=\"4448\" data-end=\"4463\"><span style=\"font-weight: normal;\" data-start=\"4448\" data-end=\"4463\">To measure :<\/span><\/p>\n<ul data-start=\"4464\" data-end=\"4533\">\n<li data-start=\"4464\" data-end=\"4512\">\n<p data-start=\"4466\" data-end=\"4512\"><span style=\"font-weight: normal;\">Number of days between 1st contact and signature<\/span><\/p>\n<\/li>\n<li data-start=\"4513\" data-end=\"4533\">\n<p data-start=\"4515\" data-end=\"4533\"><span style=\"font-weight: normal;\">By project type<\/span><\/p>\n<\/li>\n<\/ul>\n<p data-start=\"4535\" data-end=\"4675\"><span style=\"font-weight: normal;\"><span data-start=\"4535\" data-end=\"4547\">Tip:<\/span> track down bottlenecks (e.g. waiting for a quote, internal validation on the customer side) and automate what can be done.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-db9f124 e-flex e-con-boxed e-con e-parent\" data-id=\"db9f124\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-fa8c56f elementor-widget elementor-widget-heading\" data-id=\"fa8c56f\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">What you don't measure controls you\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e81e382 elementor-widget elementor-widget-text-editor\" data-id=\"e81e382\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p data-start=\"6199\" data-end=\"6345\"><span style=\"font-weight: normal;\">Don&#8217;t let yourself be led astray by impressions or approximations.  <span data-start=\"6267\" data-end=\"6345\">The right KPIs give you the power to make informed decisions.<\/span><\/span><\/p>\n<p data-start=\"6347\" data-end=\"6591\"><span style=\"font-weight: normal;\">The trick is not to get lost. That&#8217;s why we designed <span data-start=\"6412\" data-end=\"6423\">Furious<\/span>: a cockpit designed for agencies, enabling you to monitor all these indicators <span data-start=\"6487\" data-end=\"6504\">in real time<\/span>&#8230; without Excel files, without re-entering data, without headaches. <\/span><\/p>\n<p data-start=\"6593\" data-end=\"6716\"><span style=\"font-weight: normal;\"><span data-start=\"6596\" data-end=\"6659\">Want to see what stress-free flying looks like?<br \/><\/span><br data-start=\"6659\" data-end=\"6662\"><span data-start=\"6662\" data-end=\"6695\">Request your free demo.<\/span>  And take back control.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c335b94 elementor-align-center elementor-widget elementor-widget-button\" data-id=\"c335b94\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.furious-squad.com\/en\/contact\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Request a demo<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>You manage an agency. You manage teams, projects, clients, sales, delivery, reporting, billing&#8230; And sometimes you wonder: is all this really profitable? The truth is, many agencies go on instinct. Or blindly. Lack of time, lack of tools, or simply lack of good indicators. So we&#8217;ve decided to make your life easier. Here are the [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":44004,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","footnotes":""},"categories":[21],"tags":[],"class_list":["post-48442","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v25.3 (Yoast SEO v25.3.1) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>11 KPIs for effective agency management<\/title>\n<meta name=\"description\" content=\"Discover the 11 key KPIs to follow to manage your agency with peace of mind, boost your profitability and make better decisions.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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