P&L Baseline Physics
Trailing 90-180 Day Outlook
Total Loaded Cost: $7.5M
Includes Base, Benefits, Taxes, Bonus
Margin & Impact Reality
The ideal profitability promised to the board.
The ultimate profitability realized post-delivery.
Avg Deal Value: $250k
Calculates unbilled pre-sales effort on lost proposals.
The Friction Levers
What % of identified scope creep gets billed?
Delta between hours worked vs invoiced.
Days SOWs sit in process. (Compounding lost-deal penalty after Day 4).
% of deals triggering heavy PMO/Admin overhead.
Non-billable hours per engineer/week lost to bad process.
Days delayed annually due to bureaucracy ($7.5k/day per 15 heads).
Utilization % that should be sent to offshore partners.
Annual turnover (Calculates $175k replacement cost).
Structural Contract Risks
Macro Telemetry Output
EBITDA Margin Leakage
Pipeline Currently At Risk
Based on Realization Gap
OFI™ Score
Operational Friction Index™
Forensic Friction Breakdown
Bottom-Up AnalysisAdministrative Drag
Unrealized Billable Capacity
Pre-Sales Waste
Unbilled Effort on Scoping & Lost Proposals
Unbilled Scope Creep
Unrecovered Change Orders
Ghost Hours (Realization)
Delta of hours worked vs billed
Kingdom Resistance
Lost Productivity & Delays
Broken Handoffs
Velocity Lag & Capital Delay
Deal Health Trap
Overhead Cost of Small SOWs
Missed Partner Leverage
Lost Arbitrage Margin
The Attrition Tax
Recruiting & Knowledge Loss
Total Identified Friction