The document discusses key performance indicators and metrics for a business, including client acquisition rates, project win rates and profitability percentages, utilization rates, billability percentages, and average days sales outstanding. It also outlines processes for managing projects including estimating, winning, planning, capturing work, billing, and evaluating projects.

4. BUSINESS
CLIENTS PROJECTS PEOPLE FINANCE INSIGHT
CLIENT WIN RATE PROJECT AVERAGE UTILIZATION BILLABILITY AVERAGE OVERHEAD PROFITABILITY
GM% GM% PRICE % % DSO COSTS %
Improve Improve Grow billability Enable fact based
Improve
client acquisition project control and improve decisions and
utilization
and profitability and profitability cash flow business control

6. Projects
Manage
Analyze
Estimate Win Plan Capture Bill Evaluate
Sub Change
Projects Requests

10. best
usable proactive
practice
kpi
scalable role based
oriented