> ## Documentation Index
> Fetch the complete documentation index at: https://irisdocs.prescientlabs.ai/llms.txt
> Use this file to discover all available pages before exploring further.

# Consultancy KPIs

> Track the metrics that expose the current commercial or delivery bottleneck.

| 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.