The first Business Analysis produced 10 main numbers and 51 supporting numbers for Landscaping Business. All 61 are measured again every three months against the values dated 30 September 2026.
How the list works
- The owner reads ten. The main numbers are the scorecard. They appear in the quarterly Business Analysis and the Monday report.
- We track the other 51. The supporting numbers explain why a main number moved. They appear in the quarterly analysis only where they matter.
- Every number has a dated starting value agreed with the owner at the first readout.
- Seasonal numbers are compared with the same quarter a year earlier. A landscaping company's winter cannot be judged against its spring. Those numbers are marked "seasonal" below.
- Each number gets one of three readings every quarter:
- Working: it moved the right way, and the records show our change is the likely reason.
- Watch: it has not moved, or it is too early to tell.
- Adjust: it moved the wrong way, or the change we made is not producing the effect. The approach changes next quarter.
The ten main numbers
| Main number | 30 September 2026 | Better is | Where it comes from | Fix |
|---|---|---|---|---|
| Revenue, last 12 months | $3,420,000 | Higher | QuickBooks | All |
| Maintenance contracts | 212 | Higher | LMN | 2 |
| Contracts cancelled, last 12 months | 11.0% | Lower | LMN | 2 |
| Estimates that reached a yes or a no | 77% | Higher | LMN | 1 |
| Days from site visit to estimate sent | 9 | Lower | LMN | 1 |
| New inquiries with no reply | 32 a quarter | Lower | Quo, website form | 1 |
| Finished work not yet invoiced | $31,200 | Lower | LMN and QuickBooks | 2 |
| Field hours that were billed (seasonal) | 74% | Higher | Gusto and LMN | 3 |
| Days to be paid | 44 | Lower | QuickBooks | 2 |
| Owner's hours a week on office work | 22 | Lower | Owner's estimate | 3 |
Supporting numbers
Answering and estimates
| Number | 30 September 2026 | Better is | Where it comes from |
|---|---|---|---|
| Share of inbound calls missed (seasonal) | 21%, and 34% in March to May | Lower | Quo |
| New callers never called back | 96 a year | Lower | Quo and LMN |
| Time to first reply on a website inquiry | 26 hours | Lower | Website form and Gmail |
| Website inquiries never answered | 31 a year | Lower | Website form and Gmail |
| Share of new inquiries that reach an estimate | 46% | Higher | Quo, website form, LMN |
| Share of estimates won | 38.5% | Higher | LMN |
| Share won when the estimate goes out in 3 days or fewer | 54% | Higher | LMN |
| Estimates with no outcome | 112, worth $418,000 | Lower | LMN |
| Estimates with no follow up after sending | 84 | Lower | LMN |
| Average value of a won job | $6,364 | Higher | LMN |
Billing and cash
| Number | 30 September 2026 | Better is | Where it comes from |
|---|---|---|---|
| Days from finished work to invoice, enhancements | 11 | Lower | LMN and QuickBooks |
| Days from finished work to invoice, installs | 16 | Lower | LMN and QuickBooks |
| Install jobs with extra work and no change order | 17, worth about $14,500 | Lower | LMN crew notes, QuickBooks |
| Maintenance contracts that lose money | 9, costing $18,400 a year | Lower | LMN budgets against actual hours |
| Maintenance contracts below a 25% margin | 23 | Lower | LMN and Gusto |
| Contracts with no price increase in three years | 38 | Lower | LMN |
| Money owed to the business | $412,000 | Lower | QuickBooks |
| Money owed for more than 60 days | $131,000 | Lower | QuickBooks |
| Gross margin, all work | 40% | Higher | QuickBooks, LMN, Gusto |
| Gross margin, maintenance | 38% | Higher | QuickBooks, LMN, Gusto |
| Gross margin, installs | 29% | Higher | QuickBooks, LMN, Gusto |
| Operating profit | 6.9% | Higher | QuickBooks |
Customers kept
| Number | 30 September 2026 | Better is | Where it comes from |
|---|---|---|---|
| Cancellations within 60 days of a crew lead change | 15 of 24 | Lower | LMN |
| Contract customers who bought an enhancement | 96 of 212, or 45% | Higher | LMN |
| Average enhancement spend per buying customer | $7,479 | Higher | LMN |
| One time customers who became contract customers | 9 of 126 | Higher | LMN |
| Largest customer's share of revenue | 11.4% | Lower | QuickBooks |
| Top ten customers' share of revenue | 31% | Lower | QuickBooks |
| Cancellations with a recorded reason | None | Higher | LMN |
Customers found
| Number | 30 September 2026 | Better is | Where it comes from |
|---|---|---|---|
| New customers, last 12 months | 143 | Higher | LMN |
| New customers from referrals | 58 | Higher | LMN |
| Cost per new customer from Google Ads | $2,179 | Lower | Google Ads and LMN |
| Share of ad spend on unwanted searches | 44% | Lower | Google Ads |
| Ad leads that cannot be tied to a customer | 38% | Lower | Google Ads, Quo |
| Google reviews and rating | 87 at 4.6 | Higher | Google Business Profile |
| New reviews, last 12 months | 9 | Higher | Google Business Profile |
| Reviews with no reply | 23 | Lower | Google Business Profile |
| Listings with wrong details | 3 | Lower | Bing, Apple Maps, Yelp |
Crew time
| Number | 30 September 2026 | Better is | Where it comes from |
|---|---|---|---|
| Revenue per field hour paid (seasonal) | $65 | Higher | QuickBooks and Gusto |
| Daily drive time, crews 3 and 5 | 71 minutes | Lower | Truck GPS |
| Overtime premium paid, last 12 months (seasonal) | $48,900 | Lower | Gusto |
| Return visits to redo work, last 12 months | 214 | Lower | LMN |
| Field hours not assigned to anything, last 12 months | 2,150 | Lower | Gusto and LMN |
Records and software
| Number | 30 September 2026 | Better is | Where it comes from |
|---|---|---|---|
| Office hours a week re-entering data | 12 | Lower | Office manager's estimate |
| Duplicate customers across LMN and QuickBooks | 286 | Lower | LMN and QuickBooks |
| Crews recording hours in the LMN Crew app | 3 of 8 | Higher | LMN |
| Clients with no email address | 94 | Lower | LMN |
| Contracts with no renewal date | 47 | Lower | LMN |
| Working logins held by people who have left | 9 | Lower | Every program |
| Software cost a year | $35,520 | Lower | QuickBooks |
The owner's time
| Number | 30 September 2026 | Better is | Where it comes from |
|---|---|---|---|
| Owner's hours a week writing estimates | 9 | Lower | Owner's estimate |
How the first retest would read
This is an invented example of the main numbers at the first retest, dated 31 December 2026.
| Main number | 30 September | 31 December | Reading | What it means |
|---|---|---|---|---|
| Revenue, last 12 months | $3,420,000 | $3,451,000 | Watch | One quarter is too short to judge a yearly figure. |
| Maintenance contracts | 212 | 213 | Watch | Renewals fall in the spring. |
| Contracts cancelled, last 12 months | 11.0% | 10.5% | Watch | Two crew lead changes this quarter, and no cancellations after either. |
| Estimates that reached a yes or a no | 77% | 93% | Working | Follow ups closed 78 of the 112 open estimates. |
| Days from site visit to estimate sent | 9 | 4 | Working | Estimates are drafted the day of the visit for the owner to approve. |
| New inquiries with no reply | 32 a quarter | 1 | Working | Every missed call gets a text back. |
| Finished work not yet invoiced | $31,200 | $2,100 | Working | The weekly match of finished work to invoices caught 6 new jobs. |
| Field hours that were billed | 74% | 73% | Watch | The same quarter last year was 71%, so this is an improvement for winter. |
| Days to be paid | 44 | 46 | Adjust | Reminders alone did not move the two associations. Next quarter: a named person calls, and new commercial contracts carry payment terms. |
| Owner's hours a week on office work | 22 | 17 | Working | Owner's estimate. Estimates now take about 5 hours a week. |
The "Adjust" row is the most useful part of the retest. It shows the owner what did not work and what changes because of it.