The one that changed decisions for the owners I've worked with is profit per visit per recurring client, averaged over 3 months. Not per job type, per client. Revenue per client looks fine right up until you subtract the drive.
You can get most of it from the Visits report:
- Export Visits for the last 3 months (completed only, all columns).
- For each visit: price minus (crew hours × loaded wage) minus (drive minutes × loaded wage) minus materials minus an overhead share per on-site hour.
- Group by client, average it, sort ascending.
The bottom 10–20% of recurring clients is usually where the surprises are, and they're almost always the long-tenure clients who never had a price increase, plus anyone far from the rest of the route.
Two other KPIs that pair well with it: revenue per labor hour (including drive), and the share of visits where tracked time exceeds the quoted time, which is where "margin fade" shows up first.
I'm doing these calculations by hand right now as free profit checks while I build a tool for it (jobpayoff.com), so I'm happy to run one for anyone in this thread who wants to see their own numbers.
Rose, in your cleaning business, do you look at this per client or per cleaner? I keep going back and forth on which view owners act on faster.
