Free framework
THE 12-CATEGORY SCOREBOARD
The Scoreboard is the weekly instrument from Steve Kopshaw's book From Traction to Freedom: twelve numbers in four blocks (Money, Revenue, Delivery, People and System), reviewed weekly. Every number has an owner, a target and a trigger. A report tells you what happened. A scoreboard tells you whether you're winning and what to do next if you're not.
Twelve numbers, not fifty, in four blocks: Money, Revenue, Delivery, and People and System.
THE TWELVE
Cash Position
Money. Months of runway.
Profitability
Money. Gross and net margin. Net above 15 percent is sustainable; above 20 is healthy.
Profit per Acquisition
Money. LTV minus Cost to Fulfill minus Cost to Acquire.
Pipeline Health
Revenue. Weighted pipeline.
Sales Velocity
Revenue. New revenue closed, close rate, average deal size, sales-cycle length.
Retention and Expansion
Revenue. Gross churn, net revenue retention (aim for at least 100 percent), expansion revenue.
Fulfillment Quality
Delivery. NPS or CSAT, complaint rate, refund rate.
Capacity Utilization
Delivery. The ideal range is 70 to 85 percent. Above 90 is burnout risk; below 60 means overhired.
Delivery Efficiency
Delivery. Cost to Fulfill per client, hours per engagement, delivery margin.
Team Health
People and System. eNPS, voluntary retention, Operator Index movement.
Execution Cadence
People and System. Weekly priorities completed, WAR attendance, decision velocity.
Founder Dependency
People and System. Share of new revenue that needs you to close, decisions routed through you, hours you are the bottleneck. Above 50 percent on any of them is red.
Every number has an owner, a target and a trigger, and it gets reviewed weekly, not quarterly. Each category gets one to three numbers: green, yellow or red. The Scoreboard tells you whether the business is winning. Pair it with the FREEDOM Diagnostic each quarter and the Operator Index per person.