101 Metrics for consulting services

The most important 100+ consulting business metrics

Analytics in action

Analytics in action

Running your consultancy service is a busy demanding practice.

It is important to measure and automate metrics so you can concentrate your efforts on customer satisfaction.

Here is a dynamic list of metrics specific to any consultancy business for your consideration and inclusion. The implementation of these metrics should be done with designed quality information and where possible presented showing trends. 

As the external world changes, business metrics need to adapt to remain open for success

As the external world changes, business metrics need to adapt to remain open for success

A weighting system is encouraged for your business to decide which metrics over the next 12 months are most important.

These metrics should become aligned to your vision, mission, values, principles and strategy.

In no particular priority order, here is the list of 101 metrics to help you to success.

  1. # of associates per consultant

  2. # of coaching to sub-contractors

  3. # of consultants changed on the same project

  4. # of consultants charging hours on project budget

  5. % consultant client retention

  6. % consultant retention by client

  7. % consultant utilization rate

  8. % of consultants changed on same project

  9. Associates-to-partners ratio

  10. Average consultants years of experience

  11. # of live projects with negative margin

  12. % of deliverables accepted as planned by client and signed off

  13. % of projects discontinued and effort list

  14. % of repeat business with same client

  15. Annual billable utilization %

  16. Average length of assignments

  17. Backlog of commissioned projects

  18. Total amounts of discount given to clients

  19. # of days to prepare a proposal

  20. # of proposals declined by us

  21. # of Request for Proposal (RFP) created by the client with our support

  22. # of RFP found in public media

  23. # of RFP reviewed and approved

  24. % of extension requests to submit proposals given by clients

  25. % of proposal delivered rejected or disqualified by clients

  26. Ratio of won vs lost proposals

  27. Total amount of proposals in pipeline (submitted), 1 month, 3 month, and 9 month

  28. Average hours spent per proposal

  29. Average % discount given to clients

  30. % of won proposals

  31. % of RFP received from clients 1 week prior to submission deadline

  32. # Completion to billings

  33. # of discontinued projects with unbilled services

  34. # of lost projects to competition

  35. # of partner’s hours worked

  36. # of unpaid bills

  37. % actual profit margin

  38. % consulting hours generating revenue

  39. % of profitable hours

  40. Training ROI

  41. Total unbilled efforts

  42. Net profit per project

  43. Bill rate

  44. Average sales price per project

  45. Average hourly fee

  46. Average fee per new client

  47. Cost of new clients acquisition

  48. Average cost per proposal

  49. Average annual revenue accrued from new client fees

  50. % realization rate

  51. % of work chargeability

  52. # Hours spent networking

  53. # of new social media connections made

  54. % of social media growth

  55. % of social media following churn rate

  56. # of legal awareness sessions

  57. # of lobbying campaigns launched

  58. # of industry workshops attended

  59. # of data compliance areas

  60. # of legal obligations

  61. % of strategic objectives achieved

  62. % of terminated employee

  63. Total IT security costs

  64. # of self-audits completed

  65. % of process improvements made

  66. % of accepted audit findings

  67. % of days delayed in field (weather, logistics)

  68. # of contact plans with customers

  69. # of contacts per account

  70. # of customer accounts per manager

  71. % of accounts past due

  72. Average age of delinquent accounts

  73. Average time between customer interactions

  74. Frequency of account reviews

  75. Net profit gained from single client over lifetime relationship

  76. Total # of customer accounts per manager

  77. # of Customer Experience improvements made (CE)

  78. # of customer meetings

  79. # of CE satisfaction reports

  80. % of customers delighted (90% + CE Score)

  81. # of enquires

  82. # of new customers

  83. % of client satisfaction

  84. % of customer invoice accuracy rate

  85. % of customer claims

  86. % of customer feedback data analyzed

  87. % of correct documentation supplied

  88. % of customers affected by IT issues

  89. % of rapid responses

  90. % of satisfied customers

  91. % of served market

  92. Average customer response time

  93. Mystery shopper rating (scale 1-12)

  94. Mean time to detect a problem

  95. First request versus agreements

  96. First request versus negotiated

  97. Brand index

  98. Average waiting time to restore services

  99. # of service awards

  100. Sales increase due to loyal clients

  101. Frequency of sales transactions

Bring metrics to action

Bring metrics to action

Take some time to review your current methods of measurement and metrics. From this list there may be some that become CSF Critical Success Factors and KPI’s Key Performance Indicators for your business.

  • What metrics do you measure that we have not listed here?

  • Which metrics will you now start to implement for your business?

  • Pop over to our dedicated Metrics page to see how we help people and companies like you.

 Written by James Doyle, founder of JAMSO. We have over 200 free articles, tools and resources for your success.

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James Doyle - JAMSO

James Doyle - JAMSO

JAMSO supports people and business. For goal setting, goal management, metrics, key performance indicators, business intelligence and analytics. Our clients are personal and business to business partners.