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Billable utilisation = billable client hours ÷ available working hours Do not optimise for 100%. The consultancy also needs capacity for sales, proposals, account management and improving delivery. For the next 8–12 weeks track committed client days, probable pipeline, sales/proposal time, contractor capacity and leave. If capacity is persistently tight, test the constraint before hiring: increase price, tighten scope, standardise delivery, use contractors or decline low-value work. Hire when the demand is repeatable rather than a one-project spike. If every sales call, proposal, diagnostic and executive readout still requires the founder, the bottleneck is key-person dependency rather than headline utilisation.