Professional Services Template

Overview

The Professional Services template combines some of the key metrics professional services businesses should focus on. These metrics are split across the Professional Services Financial Metrics and Professional Services Customer Metrics pages in Spotlight. To make the most of the Professional Services template, you will need to:

  1. Source non-financial data
  2. Assign specific report codes to key accounts
  3. Evaluate the formulas and customise using the formula builder if necessary. Some professional services businesses may measure these metrics differently due to seasonality, setup of accounts or other factors.

Non-financial data required

Most professional services metrics require financial and non-financial data. Therefore, you will need to collate and enter the following non-financial information into Spotlight:

  • New customers
  • Total customers
  • Sales leads
  • Sales closed (this can be the same value as new customers)
  • Customer satisfaction
  • Time - billable (hours)
  • Time - non-billable (hours)
  • Staff - total

You can manually enter the data into the non-financial tab under Customise Data. Alternatively, enter the data into this Excel template and import it into Spotlight using the Excel import function on the Import tab.

Professional Services Financial Metrics Page

Effective Hourly Rate

effective hourly rate

Formula: Trading revenue / time

Report codes used: REV.TRA, TIM

Utilisation

utilisation

Formula: Billable hours / (billable hours + non-billable hours)

Report codes used: TIM.BIL,TIM.NON

Firm Billable - This Year vs Last Year

firm billable

Formula: Billable hours

Report codes used: TIM.BIL

Revenue per Employee

revenue per employee

Formula: Trading revenue / Staff total

Report codes used: REV.TRA, STA.TOT

Revenue to Wages Ratio

revenue to wages ratio2

Formula: Revenue / (direct wages + overhead wages)

Report codes used: REV.TRA, EXP.COS.WAG ,EXP.WAG

Professional Services Customer Metrics Page

New Customers

new customers

Formula: Number of new customers

Report codes used: CUS.NEW

Sales Conversions

sales conversions

Formula: Sales leads / sales closed

Report codes used: SAL.LEA, SAL.CLO

Average Revenue per Customer

average revenue per customer

Formula: Trading revenue / total customers

Report codes used: REV.TRA, CUS.TOT

Customer Satisfaction Rating

customer satisfaction rating

Formula: Customer satisfaction

Report codes used: OPR.CSR

 

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