Seven points of utilisation and thirteen points of recovery cost this six-person floor £125,268 a year without a single discount agreed
Utilisation and Recovery Calculator
One leak is hours that never reach a timesheet, the other is billed hours written down to keep a client happy. Put your headcount, target and realised rates in and see both in cash, so you know which one is worth fixing first.
Utilisation and Recovery Calculator
The two leaks that explain most struggling agencies: hours that never bill, and billed hours that bill below the card.
Why these two numbers run the agency
The demo team misses its utilisation target by seven points: 739 hours a year that never bill, £56,364 at the realised rate. Not one invoice was discounted; the hours simply never existed on a timesheet.
The second leak hides inside the billed hours: a £700 card realising £610 is 87 per cent recovery, and across the year the writedowns cost £68,904. Free amends, scope drift and quiet discounts all live here.
Together the two leaks pass £125,000 a year for a six-person floor, which is more than any new-business win of the season. Measure weekly, name the causes, and the Retainer Over-Servicing Calculator prices the biggest one.
Take the workbook
Both leaks in Excel, per person and per year, with the causes worth naming.
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