Over the years, we’ve worked with many businesses in the construction and project management space, and one common theme stands out.
Many of our construction clients care just as much (if not more) about lead measures: the activities that create sales in the first place.
Yes, Sales Won still earns its spot on the board. But it’s a bit like checking the scoreboard at the end of the game – it tells you the result, but not the plays that made it happen.
Lead Measures: Tracking the Effort Behind the Wins
In construction, winning the deal is rarely an overnight success. By the time the contract is signed, it’s usually the result of months, sometimes years, of consistent, deliberate action.
That’s why tracking the plays that lead to the win is so valuable. These might include:
- Phone calls and meetings
- Loom videos sent
- Meaningful conversations
- New contacts made
- Any other measurable, trackable outreach
We often display these activities against individual targets, updated weekly or monthly. Some teams even turn it into a points game. For example, a phone call is worth 1 point, a meeting 5 points, and it’s up to each person how they reach their score.
Pipeline: Tracking the Ball Down the Field
If lead measures are the plays you run, your pipeline is the game in motion, showing exactly where each opportunity sits and how close it is to crossing the line. The pipeline view usually starts with the basics:
- Pipeline value (often weighted, and linked to expected close dates)
- Number of new deals
- Number of qualified deals
- Deals moved into a specific stage
- Deals presented
- Deals won
These can be displayed as straight numbers, tracked against targets, or (if your close dates are accurate enough) shown as a sales forecast. The goal is to give everyone a clear picture of where opportunities sit and what’s moving forward.
Lag Measures: The Final Score
Lead measures tell you how the game is going, but lag measures, like invoiced sales, are the final score on the board. You can’t change them once the whistle blows, but they’re still worth celebrating.
Having these front and centre on a dashboard means the team gets instant recognition for the wins they’ve worked hard for, without having to dig through spreadsheets. They’re a reminder of progress made, and a motivator to keep playing the right way in the next round.
Operational Metrics: Playing a Strong Defence
Sales might win games, but in construction and project management, operations keep you in the match. Dashboards don’t just track the scoreboard, they also show you how well the team is sticking to the game plan.
By pulling key project numbers from your existing systems, a dashboard makes it easy for everyone to see and act on the data that matters most, such as:
- Client communication frequency
- Client feedback
- WIP (Work in Progress)
- Progress %
- Billing %
- Costs vs budget
- Project variations
And it’s not just about KPIs! Dashboards can double as a central hub for your team, showing upcoming project start dates, staff leave, or important announcements, so everyone stays aligned and informed.
Start With the Stats You Already Track
When setting up your dashboard, don’t reinvent the playbook. Start with the numbers you’re already measuring. They’re familiar to your team, and they’ve helped you get this far. The quick wins come from making it clear whether you’re ahead or behind, and keeping everyone focused on the plays that move you forward, not overwhelming the team with unnecessary stats.
If you’re ready to contract out the construction of your dashboard let’s talk.