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A RocketLevel template for restoration owners and leadership teams, backed by decades of experience in the trade.
Run this every week. Each owner reads their number. If it is red, drop it into the issues list and move on.
IDS below means identify, discuss, solve: the part of the meeting where you take the issues that got dropped, name the real problem, argue it out, and leave with a decision. IDS, the weekly scorecard and the 90-minute weekly meeting all come from EOS, the Entrepreneurial Operating System in Gino Wickman's Traction. The point of IDS is to keep problem-solving out of the number-reading portion, where it eats the clock.
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Make your own copy: open the scorecard. It opens a fresh copy in your own Google Drive; fill in the Owner, This Week, Status, and Notes columns each week.
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| Metric | Target | Owner | This week | Status (red / yellow / green) | Notes |
|---|---|---|---|---|---|
| Days sales outstanding (DSO) | under 45 days | ||||
| Aged accounts receivable (AR) over 90 days | under 10% of total AR | ||||
| Work-in-progress (WIP) velocity (pull-out to estimate uploaded) | under 5 business days | ||||
| Mitigation gross margin (gross, before overhead) | 50% or more, the level most firms report in RIA's 2025 Cost of Doing Business Report (28% report above 70%) | ||||
| Reconstruction gross margin (gross, before overhead) | 25% to 40% | ||||
| Supplement approval ratio | 85% or more | ||||
| First contact (missed call, voicemail, web form or text returned by a person) | within 15 minutes, never later than 30, timed from when it hit your line | ||||
| Estimate turnaround (inspection to upload) | under 48 hours | ||||
| Lead-to-job close rate | 70%+ direct, 55%+ program | ||||
| Serialized equipment utilization | 40% to 75%, 75% included (under 40% is excess fleet, over 75% means the buy math has probably tipped) |
Margin lines above are gross, before overhead comes out. Do not read them as profit. Subtract your own overhead as a share of revenue from your blended gross margin and what is left is the net, which for most shops is a thin single-digit number rather than anything close to the gross figures in the table. The often-quoted overhead figure comes from page 37 of the 2025 RIA Cost of Doing Business Report, the report the Restoration Industry Association (RIA) publishes as a free download (checked September 25, 2026), which puts average total overhead at 38.53% of revenue for fiscal year 2024. Pages 38 and 39 break it out by revenue band, from 26.55% for firms at $30M to $49.9M up to 45.97% for firms at $1M to $2.99M, so pull your band rather than the average, and run this scorecard on your own rate. One note on the margin targets above: page 49 of the same RIA report puts 63% of firms in the 30 to 49.9% range on reconstruction gross margin, which sits above our 25 to 40 target. Ours reflects commercial rebuild work with program and sub-heavy files in the mix. If your recon margin is running in the 40s, you are above our target and inside the report's most common band. Third-party administrator (TPA) and program work pushes every line to the bottom of its band.
Apart from the mitigation margin line, which comes from the RIA report, the targets in this table, including the 15-minute first-contact line with 30 minutes as the outer limit, are RocketLevel's working targets, not published industry standards. The research on The Callback Clock: Why the First Answer Gets the Work is the reason faster beats slower. Set your own and hold the same number all year, because a target you move mid-year tells you nothing.
General educational template, not legal, financial, or accounting advice. Targets are illustrative benchmarks; adapt them to your business.
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Related: read the playbook behind this scorecard, The Weekly Leadership Operating Rhythm. The Month-End Close: A Simple Discipline That Tells You the Truth feeds the money lines, and The Commercial Operating Scorecard: The Numbers to Run Your Business On adds the commercial side.
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