Consultancy KPIs

Area	Track	What weakness usually means
Demand	Conversations, qualified opportunities, source	Targeting/channel problem
Sales	Proposal rate, win rate, contract value, sales cycle	Qualification, value, proof or pricing problem
Delivery	Gross margin, delivery vs plan, scope changes, utilisation	Scope or delivery-efficiency problem
Expansion	Implementation conversion, repeat/recurring revenue, referrals	Weak realised value or account development
Cash	Receivable days, overdue invoices, committed delivery cost	Payment-term or collections problem
Risk	Revenue concentration	Excess dependence on one client

Review monthly and act on the weakest stage. More leads do not fix poor qualification; more sales do not fix weak margin.