Template · Free Resource
Contractor KPI Starter Kit
The weekly numbers an HVAC, plumbing, or electrical owner should see: how each one is calculated, which seat owns it, and what it tells you.
The Kit
Ten Weekly KPIs, Defined
Start with these. Each has one formula, one owning seat, and one question it answers. Put the five that matter most this year on the weekly scorecard; watch the rest monthly.
| KPI | How to calculate it | Owning seat | What it tells you |
|---|---|---|---|
| Revenue | Invoiced revenue for the week | Finance | Whether volume is where the plan needs it |
| Gross margin % | (Revenue − direct job costs) ÷ revenue | Finance | Whether the work you sell makes money |
| Average ticket | Revenue ÷ completed jobs | Operations | Whether each visit is worth the truck roll |
| Billable utilization | Billable hours ÷ paid hours | Operations | How much of the payroll you are actually selling |
| Callback rate | Callbacks ÷ completed jobs | Operations | Quality, and margin lost to free return trips |
| Booked-call rate | Booked jobs ÷ inbound leads | Sales & Marketing | Whether the phones turn into work |
| Estimate close rate | Accepted estimates ÷ estimates presented | Sales & Marketing | Whether in-home selling is working |
| Cost per booked job | Marketing spend ÷ booked jobs | Sales & Marketing | What a real job costs you to win |
| Maintenance agreements | Active members ÷ active customers | Operations | How much recurring, schedulable work you own |
| A/R over 60 days | Open invoice balance older than 60 days | Finance | Cash you earned but haven't collected |
What It Looks Like
The Numbers on One Screen
Put It to Work
Make the Numbers Run the Week
- Give every KPI one owner. The owner reports it; they don't have to produce it alone.
- Set a weekly goal for each scorecard number so on or off is never a debate.
- Pull the numbers from your field-service and accounting systems, not from memory.
- Review them in the weekly operating meeting and send every miss to the issues list.
Keep Going
Want this running on your live numbers?
Book a CallBuild an Operating System Around the Business You Actually Run.
Book a 30-minute strategy call with Margin One. We will look at your systems, your KPIs, and the decisions costing you margin.
- Thirty minutes, no preparation needed
- Bring the systems you use today
- Leave with a view of your first scorecard
Pick a time that works for you.
A working conversation about your numbers with an operator who has run the trucks — not a sales pitch.