Avoid Blowing Your Revenue Engine – Visiting Your Operational Capacity
Many small to medium sized businesses struggle increasing sales because they don’t know their operational capacity. When I ask “how many more sales do you want” and more often than I care to admit the answer is, “as much as you can get,” but that’s the wrong answer! This answer throws up a red flag for how well the rest of their business is running. You need to make sure you understand your operational metrics not just your financial ones.
Not knowing how much more business you can handle can be the kiss of death for your company. Not being able to deliver on your orders will put you out of business faster than having too few sales.
Do you know exactly how much money your business operation can produce? Over a 90 day period I presented a workshop of our “Tuning Your Revenue Engine” management model to more than 100 business owners and professionals. Fewer than a handful actual knew their business’ maximum capacity. Without knowing your business’ maximum capacity you don’t know exactly how much revenue your business can produce without adding additional assets to your operation! Can you see the problem here?
How Do You Calculate Your Maximum Capacity?
Next, take the total number of available work hours and multiply this by the number of employees that complete work, then divide this number by your cycle time. The result is the maximum number of units your business could produce – your maximum capacity. To determine the maximum revenue just multiply the maximum capacity by the average price per unit.
Let’s look at a quick example. A service company with about $2.1 million in revenue wants to grow their revenue to $3.5. Can they get there from here?
Next, it takes a technician, of which they have 20, about 3 hours to provide their service to a customer for a single job. So, in a typical day a technician can make 2 service calls or about 6 hours of billable time. If you multiply this time 20 days in an average month, then there are 120 billable hours per month.
Here is their maximum calculation:
Why Operational Capacity is Important in Decision Making
In this example, we see they cannot reach their $3.5 million goal without adding operational capacity (more service techs). That means a they need a capital investment to get there, so the owner may need to reassess their revenue goal or start saving for the inevitable hire.
The key here is to know exactly how much you can sell before you run into an operational bottleneck, now you can appropriately set your sales objectives. In another post I look at the “Tuning Your Revenue Engine” sales calculations so you can calculate what it will take from sales to produce the $2.8 million of capacity available to sell.
Want to calculate your operational capacity yourself, then use our simple yet powerful management model Tuning Your Revenue Engine. The resulting metrics help you make more impactful and profitable decisions. Just click the icon to learn more.
If you need faster results, then use a fractional COO to bring the expert operational executive you may lack to your team. This six-figure talent consultants can evaluate your operation and develop predictive metrics that helps you drive accountability to all levels in your small business. If you want this kind of control in your small business contact us at email@example.com today.