GBTN · Operator one-pager
7 metrics that run your business
Home services & PE-backed operators. Run these weekly. One number drifting is a decision; seven drifting is a story you tell the board too late.
- 01
Revenue growth rate
Organic growth the P&L can absorb. A spike from one commercial account or a price war is not a system — PE buyers pay for repeatable, mix-healthy growth.
- 02
Gross margin %
This is where job costing lives: labor, materials, and the trucks. If GM is drifting, crews are slow, tickets are underpriced, or the mix shifted to low-margin work.
- 03
EBITDA margin %
The score after overhead. Home-services platforms die on dispatch bloat, warranty, and hiring their way out of chaos. EBITDA is what sponsors underwrite.
- 04
Billable utilization %
Tech hours on the job vs. paid hours. Every point of idle time is a truck you already paid for. Utilization is the first place scale breaks.
- 05
Revenue per employee
The leverage test. If revenue is up and RPE is flat, you added headcount as a crutch. Platforms that compound keep RPE rising through the growth years.
- 06
Customer concentration %
One builder, one property manager, or one channel at 20%+ of revenue is a covenant and valuation haircut. Diversify before you need the multiple.
- 07
Cash conversion cycle
DSO + inventory/WIP − DPO. Trades get crushed when they grow AR and inventory faster than they collect. Growth that eats cash is not growth a lender will fund.