Metrics Reference
Every metric you can track, with definitions, formulas, and where to find the data.
This page is your reference for understanding what each Scorecard metric measures and how to calculate it. Metrics are organized by the four core areas: Finance, Operations, People, and Customers.
How to Use This Reference
Each metric includes:
Definition — What the metric measures
Formula — How to calculate it
Cadence — How often to update it
Data Sources — Where to find the numbers
Expand any section to see the full details.
Financial Metrics
Financial metrics show the health of your revenue, profitability, and cash flow.
Revenue (Sold)
Definition: Total value of contracts signed or booked during the period, whether or not work is completed or invoiced yet. This is a leading indicator of future cash flow.
Formula: Sum of all closed-won deals or sold estimates
Cadence: Weekly
Data Sources:
CRM (HubSpot, LMN CRM): Filter deals by status = Won, sum values
LMN Estimating: Filter estimates by status = Sold, sum values
Revenue (Invoiced)
Definition: Total dollar amount billed to customers during the period, regardless of whether payment has been collected.
Formula: Sum of all invoice amounts issued
Cadence: Weekly
Data Sources:
Accounting software (QuickBooks, Sage, Xero): Reports > Sales by Month or Revenue by Invoice Date
Gross Profit Margin
Definition: Percentage of revenue remaining after deducting Cost of Goods Sold (COGS). Indicates how efficiently you're delivering services.
Formula: (Revenue - COGS) / Revenue × 100
Cadence: Weekly
Data Sources:
Accounting software: Profit & Loss report, find Total Revenue and COGS
Notes: Higher is better. Direct costs include labor, materials, and equipment costs specific to jobs.
Net Profit Margin
Definition: Percentage of revenue remaining after all expenses (COGS, overhead, taxes). The ultimate measure of profitability.
Formula: Net Profit / Revenue × 100
Cadence: Weekly
Data Sources:
Accounting software: Profit & Loss report, find Net Income and Total Revenue
Notes: Net Profit = Revenue - Direct Costs - Overhead Expenses
Revenue per Hour (Actual)
Definition: How much revenue you generate for each hour of production labor. Measures labor productivity.
Formula: Total Revenue (Invoiced) / Total Crew Hours Worked
Cadence: Weekly
Data Sources:
Accounting software: Total revenue for the period
Payroll or LMN Time: Total production hours (exclude admin, PTO, training)
Revenue per Hour (Sold)
Definition: Expected revenue per estimated hour on sold jobs. Shows pricing and estimating accuracy.
Formula: Revenue (Sold) / Estimated Labor Hours (Sold Jobs)
Cadence: Weekly
Data Sources:
CRM or LMN: Revenue from sold estimates
LMN: Estimated labor hours from sold jobs
Overhead Ratio
Definition: Percentage of revenue spent on overhead (costs not tied to specific jobs).
Formula: Total Overhead / Revenue × 100
Cadence: Weekly
Data Sources:
Accounting software: P&L report, sum overhead expenses (admin, rent, utilities, insurance)
Notes: Lower is better. High overhead ratio suggests too much indirect spending.
Average Recurring Revenue per Job
Definition: Average revenue earned from repeat or subscription-based jobs. Recurring revenue is valuable for business stability.
Formula: Total Recurring Revenue / Number of Recurring Jobs
Cadence: Weekly
Data Sources:
Accounting software: Filter revenue by recurring accounts
CRM: Count recurring jobs completed in the period
Average Revenue per Job
Definition: Average amount earned from each completed job.
Formula: Total Revenue (Invoiced) / Total Jobs Completed
Cadence: Weekly
Data Sources:
Accounting software: Total invoiced revenue
CRM or LMN: Count of jobs completed
AR Days (Accounts Receivable Days)
Definition: Average days to collect payment after invoicing. Lower is better for cash flow.
Formula: (Accounts Receivable / Revenue) × 365
Cadence: Weekly
Data Sources:
Accounting software: AR balance at period end, total revenue for period
AP Days (Accounts Payable Days)
Definition: Average days to pay suppliers. Balances cash flow with vendor relationships.
Formula: (Accounts Payable / COGS) × 365
Cadence: Weekly
Data Sources:
Accounting software: AP balance at period end, COGS for period
Notes: AP Days should not exceed AR Days, which would indicate cash flow strain.
Operational Metrics
Operational metrics show how efficiently you're executing work.
Job Cost Variance
Definition: Difference between estimated and actual job costs. Shows budgeting accuracy.
Formula: ((Actual Cost - Estimated Cost) / Estimated Cost) × 100
Cadence: Weekly
Data Sources:
LMN: Reports > Job Cost Listing, compare estimated vs. actual
Manual tracking: Job Summary Log spreadsheet
Notes: Positive variance = over budget. Negative variance = under budget.
Crew Efficiency Score
Definition: How efficiently crews complete jobs compared to estimated hours.
Formula: (Estimated Hours / Actual Hours) × 100, averaged across jobs
Cadence: Weekly
Data Sources:
LMN: Reports > Crew Efficiency or Job Cost Listing
Manual tracking: Job Summary Log spreadsheet
Notes: Above 100% = faster than estimated. Below 100% = slower than estimated.
Estimated vs. Actual Hours %
Definition: Compares total estimated labor hours to actual hours spent. Measures planning accuracy.
Formula: Sum of Estimated Hours / Sum of Actual Hours × 100
Cadence: Weekly
Data Sources:
LMN: Job Cost Listing, sum estimated and actual labor hours
Manual tracking: Job Summary Log spreadsheet
On-Time Job Completion %
Definition: Percentage of jobs finished within scheduled timeframe.
Formula: (Jobs Completed On Time / Total Jobs) × 100
Cadence: Weekly
Data Sources:
LMN: Compare planned vs. actual completion dates
Manual tracking: Job Summary Log with on-time flag
Jobs Beating Margin %
Definition: Percentage of jobs exceeding your target profit margin (e.g., 45%).
Formula: (Jobs Above Target Margin / Total Jobs) × 100
Cadence: Weekly
Data Sources:
LMN: Job Cost Listing, compare actual margin to target
Manual tracking: Job Summary Log with margin threshold flag
Field Labor Ratio
Definition: Percentage of job costs spent on field labor.
Formula: (Field Labor Costs / Total Job Costs) × 100
Cadence: Weekly
Data Sources:
Accounting: Field labor payroll (separate from admin)
LMN: Total job costs from Job Cost Listing
Equipment Ratio
Definition: Percentage of job costs spent on equipment (fuel, maintenance, rentals).
Formula: (Equipment Costs / Total Job Costs) × 100
Cadence: Weekly
Data Sources:
Accounting: Equipment-related expenses from P&L
LMN: Total job costs
Materials Ratio
Definition: Percentage of job costs spent on materials (plants, mulch, hardscape).
Formula: (Material Costs / Total Job Costs) × 100
Cadence: Weekly
Data Sources:
Accounting: Material expenses from P&L
LMN: Total job costs
Quality Accepted Jobs %
Definition: Percentage of jobs that pass quality review without issues.
Formula: (QA-Passed Jobs / Total Jobs) × 100
Cadence: Weekly
Data Sources:
Manual tracking: Quality Log spreadsheet with pass/fail per job
People Metrics
People metrics show workforce health, engagement, and development.
Employee Retention %
Definition: Percentage of employees retained over a period. High retention reduces turnover costs.
Formula: (Employees at End / Employees at Start) × 100
Cadence: Quarterly
Data Sources:
HR system or employee roster spreadsheet
Employee eNPS
Definition: Employee Net Promoter Score. Measures engagement and likelihood to recommend working at your company.
Formula: % Promoters (9-10) - % Detractors (0-6)
Cadence: Quarterly
Data Sources:
Survey: "On a scale of 0-10, how likely are you to recommend our company as a great place to work?"
Manual tracking: Survey response spreadsheet
Training Hours per Employee
Definition: Average training hours provided per employee.
Formula: Total Training Hours / Number of Employees
Cadence: Monthly
Data Sources:
Time tracking: Training-tagged entries
Manual tracking: Training log spreadsheet
Training Completion %
Definition: Percentage of assigned training actually completed.
Formula: (Completed Trainings / Assigned Trainings) × 100
Cadence: Monthly
Data Sources:
Greenius: Assigned vs. completed module reports
Manual tracking: Training completion spreadsheet
Accident-Free Workdays
Definition: Consecutive days without a workplace accident or injury.
Formula: Count of days since last accident
Cadence: Monthly
Data Sources:
Safety log: Track accident dates, reset counter when incidents occur
Absenteeism Rate %
Definition: Percentage of scheduled hours lost to unplanned absences.
Formula: (Unplanned Absence Hours / Scheduled Hours) × 100
Cadence: Monthly
Data Sources:
LMN Time or payroll: Compare scheduled vs. actual hours worked
Flag unplanned absences (no-shows, sick without notice)
Customer Metrics
Customer metrics show satisfaction, loyalty, and growth.
Customer Satisfaction (CSAT) %
Definition: Percentage of customers rating their experience 4-5 on a 5-point scale.
Formula: (Satisfied Responses / Total Responses) × 100
Cadence: Quarterly
Data Sources:
Post-job survey: "How satisfied were you with our service?" (1-5 scale)
Manual tracking: Survey response spreadsheet
Net Promoter Score (NPS)
Definition: Customer loyalty index based on likelihood to recommend.
Formula: % Promoters (9-10) - % Detractors (0-6)
Cadence: Quarterly
Data Sources:
Survey: "How likely are you to recommend us to a friend?" (0-10 scale)
Manual tracking: Categorize responses as Promoter/Passive/Detractor
Revenue Renewal Rate %
Definition: Percentage of recurring revenue successfully renewed.
Formula: (Renewed Contract Value / Contracts Up for Renewal) × 100
Cadence: Quarterly
Data Sources:
Accounting: Revenue by recurring accounts
Manual tracking: Recurring revenue spreadsheet with renewal status
Customer Lifetime Value (CLV)
Definition: Total expected revenue from a customer over the entire relationship.
Formula: Average Monthly Revenue × Average Customer Lifespan
Cadence: Quarterly
Data Sources:
Accounting: Invoice history by customer, calculate average revenue rate and lifespan
Qualified Leads
Definition: Leads meeting your qualification criteria (budget, location, service needs).
Formula: Count of leads marked as qualified
Cadence: Monthly
Data Sources:
LMN CRM or HubSpot: Filter leads by qualified tag/status
Manual tracking: Lead spreadsheet with qualification flag
Lead Conversion Rate %
Definition: Percentage of leads becoming paying customers.
Formula: (New Customers / Total Leads) × 100
Cadence: Monthly
Data Sources:
CRM: Count leads created and leads converted in period
Estimate Conversion Rate %
Definition: Percentage of estimates accepted by customers.
Formula: (Accepted Estimates / Estimates Sent) × 100
Cadence: Monthly
Data Sources:
LMN or estimating software: Filter estimates by status
Average Days to Conversion
Definition: Average time from lead inquiry to signed contract.
Formula: Sum of (Close Date - Inquiry Date) / Converted Leads
Cadence: Monthly
Data Sources:
CRM: Pull created date and close date for converted leads
Positive Online Reviews %
Definition: Percentage of online reviews rated 4-5 stars.
Formula: (Positive Reviews / Total Reviews) × 100
Cadence: Monthly
Data Sources:
Google, Yelp, Facebook: Count reviews by star rating
Ideal Client %
Definition: Percentage of clients matching your ideal customer profile.
Formula: (Ideal Clients / Total Clients) × 100
Cadence: Monthly
Data Sources:
CRM: Tag clients as "Ideal Client" based on your criteria
Count active clients with the tag vs. total active clients
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