JEANI RINGKOB
THE PAVING PROFIT PLAYBOOK
TOP LINE CLARITY:
How to Choose Metrics
That Actually Drive Growth
Revenue is the scoreboard— but it’ s not the playbook. Here’ s how contractors, producers, and manufacturers are using smarter, simpler metrics to stay focused and fuel consistent growth.
JEANI RINGKOB
When growth slows or stalls, most teams do one of two things: 1. Blame the market 2. Blame marketing
But often? The real issue is hiding in plain sight: They’ re tracking the wrong stuff— or nothing at all.
Activity ≠ Progress
You’ ve got crews working, quotes going out, shipments moving, LinkedIn posts getting likes … but the needle isn’ t moving.
That’ s because not all metrics matter.
In fact, many businesses are drowning in dashboards, while missing the one or two numbers that could actually change their trajectory.
What Top Performers Track( That Most Don’ t)
Let’ s break it down into three key areas— and show what good metrics look like in each.
1. Revenue Predictors Don’ t just track awarded revenue. Look upstream.
✅ Bid Win Rate
✅ Qualified Leads per Month
✅ Proposal-to-Close Cycle Time These tell you if your pipeline is real— or just paperwork.
2. Team & Capacity Signals Profit follows performance. Know your people.
✅ Crew or Technician Utilization(%)
✅ New Hire Ramp Time
✅ Delivery / Production Delay Rate These show if you can actually deliver what you sell.
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