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Utilisation, Rates and Recovery
Fee income is hours times rate times the share of hours that bill. Everything else in the management accounts is commentary. Eight chapters on the three numbers, worked on a floor leaking £125,268 a year through two of them.
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Who this workbook is for
Agencies measuring utilisation loosely
Available means contracted hours, 1,760 a year with no heroic denominators. Billed means hours a client is charged for, not hours worked hopefully. Both defined before anyone is measured on them.
Anyone who has never priced the quiet discount
Nobody authorised 13 per cent off, and yet the £700 card realises £610: free amends, absorbed scope drift, hours shaved at billing, and mates rates that outlived the mate.
Owners deciding what to fix first
Recovery, then utilisation, then rates, because recovery is pure margin with no new work. Closing half of each leak funds £62,634 a year, roughly a hire, without one new client.
