Systems
Traction
Gino Wickman
A practical operating system for growing past the owner's limits.
Recommended for: I Don't Know What Numbers to Watch
All Challenges
Money
I Don't Know What Numbers to Watch
Choose a few weekly numbers that tell you how the business is doing.
The Challenge
Choose a few weekly numbers that tell you how the business is doing.
Why This Happens
- Too many numbers or none
- No weekly review
- Looking only at bank balance
Questions to Ask Yourself
- 1.Which numbers do you check now?
- 2.How often?
- 3.Which ones would warn you of trouble early?
What to Do First
1
Pick 5–7 numbers from the list.
2
Write this week's values.
3
Review them every week.
Step-by-Step Solution
- 1
Revenue
- 2
Cash
- 3
Accounts Receivable
- 4
New Leads
- 5
Appointments
- 6
Proposals Sent
- 7
Proposal Value
- 8
Jobs Won
- 9
Backlog
- 10
Gross Profit
- 11
Labor Cost
- 12
Outstanding Invoices
- 13
Customer Issues
Three Levels of Solutions
Quick Win
Do this today
Pick five numbers and write this week's values.
Build the System
Next 30 days
Review your weekly scorecard every week for a month. New businesses: start with three.
Long-Term Transformation
Where you're headed
A simple scorecard that guides decisions.
Lessons From the Pass It On Library
From Traction
A weekly scorecard keeps the team honest.
Framework: Vision · People · Data · Issues · Process · Traction
From Profit First
Review cash regularly.
Framework: Allocate first: Profit, Owner Pay, Taxes, Operating Expenses.
Pass It On Action
Build your weekly scorecard.
Practical Tool
Weekly Scorecard
Fill it in here, then download or print. Your answers stay on your device.
Your Action Plans
Sign in to check off steps and save progress to My Growth Plan. Sign in
7-Day Action Plan
- Day 1 — Identify the problem: write down exactly how “I Don't Know What Numbers to Watch” shows up in your business.
- Day 2 — Review the numbers: gather the facts, figures, and examples connected to this challenge.
- Day 3 — Find the root cause: answer “Which numbers do you check now?”
- Day 4 — Choose one change: Pick 5–7 numbers from the list.
- Day 5 — Assign responsibility: name ONE owner, a deadline, and the expected result.
- Day 6 — Implement: Write this week's values.
- Day 7 — Review what happened: what worked, what didn’t, and what you’ll do next week.
30-Day Action Plan
Week 1 — Diagnose
- Answer: Which numbers do you check now?
- Answer: How often?
- Answer: Which ones would warn you of trouble early?
- Complete the 7-Day Action Plan.
Week 2 — Build
- Review your weekly scorecard every week for a month. New businesses: start with three.
- Revenue
- Cash
- Accounts Receivable
- New Leads
- Appointments
- Proposals Sent
- Proposal Value
Week 3 — Implement
- Jobs Won
- Backlog
- Gross Profit
- Labor Cost
- Outstanding Invoices
- Customer Issues
- Train the people involved and assign owners.
Week 4 — Measure & Improve
- Compare results to where you started.
- Write one lesson learned.
- Adjust the process.
- Share what you learned with someone in the fellowship.
Biblical Principles
Wisdom for the journey — encouraging stewardship, integrity, and service, never a promise of guaranteed success.
#31 · Integrity
Use honest measurements
Proverbs 11:1
#41 · Money Management
Know the financial condition of your business
Proverbs 27:23–24
#47 · Money Management
Create a financial plan
Proverbs 21:5
Related Challenges
Recommended Books
Approved Bookshelf resources related to this challenge.
Cash Flow
Profit First
Mike Michalowicz
A simple discipline for cash flow and actually keeping profit.
Recommended for: I Don't Know What Numbers to Watch
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