Scorecard — Q1 2026
Current Quarter: Q1 2026 | Period: January 1 – May 4, 2026
Reviewed at every Level 10 Meeting
The Scorecard gives an absolute pulse on the business. Company-level KPIs are reviewed every Level 10. Departmental KPIs define what a “great week” looks like in each seat.
Q1 2026 Status: Baseline phase — [TBD] targets being set from last-4-week averages. First real review happens once baselines are established.
Part 1: Company Scorecard — The “Pulse”
Audience: Leadership Team (Level 10) · Purpose: Determine if the company is Safe, Solvent, and Growing
| # | KPI | Owner | Goal | Why We Track It |
|---|---|---|---|---|
| 1 | Weekly Revenue (Billed) | Nick | [TBD] | Solvency — the ultimate scoreboard: did we do the work and get paid? |
| 2 | Gross Margin % | Nick | [TBD] | Discipline — prevents “buying business” or racing to the bottom on price |
| 3 | Load Count | James | [TBD] | Validation — proves the Ops engine is scaling and matches Rock #1 targets |
| 4 | New Sales Cycles Initiated | Casey | [TBD] | Growth — leading indicator: “Did we start a new qualified conversation this week?“ |
| 5 | Quote Win Rate % | James | [TBD] | Strategy — pricing calibration: too low = overpriced, too high = underpriced |
| 6 | Service Issues / Claims | James | 0 | Trust — binary: if >0, stop everything and solve immediately |
| 7 | AR > 45 Days (%) | Concetta | [TBD] | Cash Flow — early warning for cash crunches before they become crises |
Part 2: Departmental Scorecards — Role-Based
CEO / Visionary — Nick
Focus: Hunting Whales, Farming Relationships, and Protecting Profit
| KPI | Goal | Type | Why It Matters |
|---|---|---|---|
| Anchor / Strategic Meetings Held | [TBD] | Result | Accountability — did you sit in the seat and pitch the business last week? |
| Anchor Meetings on Calendar (Future) | [TBD] | Leading | Pipeline health — prevents “feast or famine” by looking forward, not backward |
| Strategic Account Check-ins | [TBD] | Activity | Farming — calls to current top clients: “What else can we move for you?” |
| Gross Margin % | [TBD] | Guardrail | Discipline — you own the pricing floor; if margins slip, you intervene at the strategy level |
Head of Growth / Integrator — Casey
Focus: Building the Machine and Feeding the Hunter
| KPI | Goal | Type | Why It Matters |
|---|---|---|---|
| New Prospects Enriched | [TBD] | Input | Fuel — finding the right companies and contacts to target, building the asset |
| Prospects Enrolled in Sequence | [TBD] | Machine | Process — putting prospects into the “warming” engine (CRM / email flows) |
| SQLs “Teed Up” for Nick | [TBD] | Output | Handoff — a prospect who has replied or is ready for the CEO’s high-value touch |
Director of Operations — James
Focus: Speed, Profit Dollars, and The Shield
| KPI | Goal | Type | Why It Matters |
|---|---|---|---|
| Quotes Submitted | [TBD] | Velocity | At bats — pure output: you cannot win if you don’t quote |
| Total Gross Profit ($) | [TBD] | Result | Reality — we pay bills with dollars, not percentages |
| Quote Win Rate % | [TBD] | Quality | Calibration — forces usage of the Data-Driven Pricing framework |
| Service Issues / Claims | 0 | Trust | The Shield — if the load doesn’t get there safely and on time, nothing else matters |
Finance & Admin — Concetta
Focus: The Backbone and Cash Velocity
| KPI | Goal | Type | Why It Matters |
|---|---|---|---|
| Avg Days to Bill (Delivery → Invoice) | [TBD] | Speed | Velocity — the #1 lever for improving cash flow — every day of delay is a day we’re financing someone else’s freight |
| Margin Leak / Chargebacks ($) | [TBD] | Guardrail | Protection — money lost to invoicing errors, missing BOLs, or factoring penalties |
| Partner Onboarding Turnaround | [TBD] | Service | Friction — how fast we process a credit app or carrier packet so Ops can book without delay |
| Missing / Pending Document Loads | 0 | Quality | Compliance — delivered loads sitting unbilled because of missing ratecons or BOLs |
| Past Due AR % (>45 Days) | [TBD] | Risk | Warning — the canary in the coal mine to prevent factoring recourse and chargebacks |
Scorecard Activation Requirements
From Q1 2026 EOS plan — three steps to get this live:
- Review: Does this list capture the most important work in your seat?
- Verify: Can you pull this data from QBO, MVMNT, or a manual log by Monday morning?
- Baseline: Come to the next L10 with your last 4-week average so we can set targets for each
[TBD]
Cross-References
| Scorecard Section | UKB Connection |
|---|---|
| Weekly Revenue / Load Count | 03-Load-Lifecycle (load execution, load counts) |
| Gross Margin % | 03-Load-Lifecycle (pricing framework), 04-Invoicing-Factoring (margin per load tracking) |
| Quote Win Rate % | 01-Shipper-Onboarding (prospect conversion) |
| AR > 45 Days | 05-Cash-Application (AR management), 04-Invoicing-Factoring (factoring recourse risk) |
| Avg Days to Bill | 04-Invoicing-Factoring (billing workflow), 07-Reporting-Month-End (revenue recognition) |
| Margin Leak / Chargebacks | 04-Invoicing-Factoring (chargeback prevention), 06-Carrier-Payment (payment accuracy) |
| Missing / Pending Document Loads | 04-Invoicing-Factoring (document compliance for billing) |