Scorecard and learning

Weekly reviewLink

Record next-four-week reserved capacity, actual founder time, external commitments, overdue invoices, expected cash and at-risk work. For acquisition, track unique researched and contacted accounts, audience and channel, substantive replies, qualified conversations, written paid steps, wins, founder hours and cash spent. Count declines separately and exclude automatic replies.

Proposed monthly thresholdsLink

• Net revenue per founder delivery hour: at least INR 5,000 per engagement. Investigate scope, direct cost and missing time when lower.

• Delivery commitments: no more than 80 hours in the illustrative month; protect the separate buffer.

• Recurring contribution after direct recurring costs: work toward covering 280,000. Four standard partnerships yield only 240,000 before such costs.

• Management surplus: aim for 120,000 after the assumed owner allocation; distinguish volume, price, cost and effort causes.

• Concentration: review above 30%; strong exception above 40%. Reserve: build toward 840,000 plus uncovered commitments.

Acquisition economicsLink

Include all research, contact, follow-up, calls, proposals and review. Example: 60 founder hours × INR 1,500 internal compensation allocation + INR 5,000 spending = INR 95,000. One client gives 95,000 acquisition cost; two give 47,500 each. Compare with realized contribution and evidenced continuation, not headline contract value. Avoid double-counting costs already included in company overhead or founder allocation.

Learning gatesLink

Positioning: speak to five buyers per audience. Proposed signals are four of five in each group understanding the category; at least three per group describing a relevant problem, valuing founder access and accepting boundaries. Review representative delivery in both audiences. This is directional learning, not market proof.

Commercial: test at least three paid engagements across both audiences, including a monthly relationship and scoped implementation. Compare actual effort, costs, collections and acceptance of limits. Revisit anchors after three monthly cycles.

Growth: no substantive replies after 15 eligible approaches in an audience triggers a review of delivery, targeting and wording. Replies without need suggest poor signals; needs without paid steps require evidence about objections; wins below the price floor require changed scope or targeting.

Test one variable at a time. Record observations, hypotheses and the next change separately. Small samples do not establish statistically reliable conversion rates.