Good morning everyone,
In preparation for the Growth WBR later today, below is a link to the draft
presentation deck that will help guide the conversation. The deck has data
slides updated for the most recent week (9/30 through 10/6) and includes
some insights we have added to help drive the conversations. We are still
working on adding additional insights, so expect additions throughout the
morning. The deck is shared in "Commenter" mode, which will allow you to
add comments. Please feel free to tag me in your comments if you have any
questions or would like my team to follow up on any data items. Below is an
outline of the deck and definitions of the metrics.
East Growth Metrics WBR
<https://docs.google.com/presentation/d/1I6Cm0zfxq5x7Kb0NzeAVpMk2-qWvCVTfy4zNZhuVgh0/edit?usp=sharing>
*Slides:*
*Actions from Last Wee*k - this will include action items to review from
the prior week (blank for this first week)
*Division Summary *- Funnel metrics for the region trended (From Growth
Pillar Dashboard)
*RDBD Section* - Several slides showing B2B and HCL performance by RDBD
regions/areas
*Prospective Client Acquisition Stack* - site level R&S with funnel metrics
Lead = # of leads created in the week
% LT Leads = % of leads created in the week that are intended Tier 1 and
Tier 2
Opportunities = # of opportunities created in the week
% LT Opportunities = % of opportunities created in the week that are
intended Tier 1 and Tier 2
AX Completed = # of assessments completed in the week
SOC = # of client starts in the week
% LT Intention SOC = % of client starts in the week that are intended Tier
1 and Tier 2
*Stale Prospective Client Stack* - Leads and Opportunities lacking follow
up items
Stale Leads = # of leads created in week that are in the status “New Lead”
OR have an open status but do not have a future scheduled task
% of Total Leads = # of stale leads in week / # of total leads created in
week
Stale Opportunities = # of opportunities created in week that have an open
status but do not have a future scheduled task
% of Total Opps = # of stale opps in weeks / # of total opps created in week
*Client Retention Stack* - how well are we retaining our clients (> 30 days)
SOC = starts from 4 weeks from review week
LT Actual = from the starts from 4 weeks ago, the # that ended up a LT
client
% LT Actual = % of LT actual / SOC
Intended ST = # of the starts from 4 weeks ago that intended to be ST and
turned out to be ST
Unintended ST = # of the starts from 4 weeks ago that did not intended to
be ST but turned out to be ST
*Revenue Stack* - revenue and other related metrics
Revenue = shift revenue generated in week
Billed hours = sum of hours with billable revenue in week
Census = count of unique clients with a billed shift in week
Client Rate - New Client = Effective bill rate (revenue/hours) for clients
with their first shift in the last 30 days
Client Rate - Census = Effective bill rate (revenue/hours) for clients with
their first shift more than 30 days ago
Median Hrs per Client = Weekly median hours per client in week
MEP = Month End Projection. Based on revenue generated in month thus far
and how many days are left, the calculated run rate of revenue expected,
and as a % to the monthly revenue target
*Caregiver Stack*
Active CGs = # of caregivers that worked a billable shift in week
CG Starts = # of caregivers that worked their first shift in week
4wk Retained New CG = % of cgs started 4 weeks ago that are still scheduled
on billable shifts in week
CG Full Time % = % of active caregivers in week that are working 30 hours
or more
% New CG Staffed = % of active caregivers in week that had their first
shift in the last 30 days
*Actions from This Week* - this is where we capture action items
Please realize this is a work in progress and we expect this to evolve over
time to what will work best to drive growth.
Donny Deshotels
VP, Data and Analytics | *TheKey*
*Mobile: 225.916.9227*
[image: TheKey] <https://homecareassistance.com/>