# 13. MILESTONES & KEY PERFORMANCE INDICATORS

**Document**: Business Plan GBCM LLC 2025
**Section**: 13 - Milestones & KPIs
**Version**: 2.0
**Date**: October 2025
**Pages**: 16

---

## 📋 TABLE DES MATIÈRES

- [Vue d'Ensemble](#vue-densemble)
- [3-Year Strategic Roadmap](#3-year-strategic-roadmap)
- [Year 1 (2026) - Foundation](#year-1-2026---foundation)
- [Year 2 (2027) - Scale](#year-2-2027---scale)
- [Year 3 (2028) - Profitability](#year-3-2028---profitability)
- [Key Performance Indicators (KPIs)](#key-performance-indicators-kpis)
- [OKR Framework](#okr-framework)
- [Dashboard & Reporting](#dashboard--reporting)

---

## 🎯 VUE D'ENSEMBLE

### Philosophy: Measure What Matters

GBCM LLC adopte une approche **data-driven** pour mesurer le succès - chaque objectif est **quantifiable, traçable, et lié à un résultat business**.

**Principles**:
1. **SMART Goals**: Specific, Measurable, Achievable, Relevant, Time-bound
2. **Lead & Lag Indicators**: Track actions (lead) AND results (lag)
3. **Transparency**: Share metrics with team (everyone knows the score)
4. **Adaptive**: Review quarterly, adjust if targets unrealistic or too easy

### Milestone Categories

**Foundation Milestones** (Build the machine):
- Legal: Entity formation, contracts, insurance
- Product: Platform launch, AI Coach v1.0, content library
- Team: First hires (VA, Senior Coach, Sales Manager)

**Growth Milestones** (Prove the model):
- Revenue: $180K → $420K → $850K
- Clients: 30 → 63 → 100
- Profitability: Breakeven Month 18, profitable Year 3

**Market Position Milestones** (Build the brand):
- Thought leadership: 100 blog posts, 26 podcast episodes, 5,000 followers
- Partnerships: 10 active partners, 15 referrals/year
- Awards: "Top 10 Business Coaches 2028" (industry recognition)

---

## 🗺️ 3-YEAR STRATEGIC ROADMAP

### High-Level Timeline

```
┌─────────────────────────────────────────────────────────┐
│                      2026 (YEAR 1)                      │
│                      FOUNDATION                         │
├─────────────────────────────────────────────────────────┤
│ Q1: Launch + First 10 Clients                          │
│ Q2: Product-Market Fit Validation (20 clients)         │
│ Q3: Scale Marketing (25 clients)                       │
│ Q4: Hit Target (30 clients, $180K revenue)             │
└─────────────────────────────────────────────────────────┘
                          ↓
┌─────────────────────────────────────────────────────────┐
│                      2027 (YEAR 2)                      │
│                        SCALE                            │
├─────────────────────────────────────────────────────────┤
│ Q1: Hire Sales Manager (pipeline acceleration)         │
│ Q2: Cashflow Positive! (accumulate reserves)           │
│ Q3: Hire Senior Coach (double capacity)                │
│ Q4: Hit Target (63 clients, $420K revenue)             │
└─────────────────────────────────────────────────────────┘
                          ↓
┌─────────────────────────────────────────────────────────┐
│                      2028 (YEAR 3)                      │
│                    PROFITABILITY                        │
├─────────────────────────────────────────────────────────┤
│ Q1: Expand Team (Ops Mgr FT, Sales Mgr FT)            │
│ Q2: Achieve 10% EBITDA Margin                          │
│ Q3: Launch Marketing Manager (content acceleration)    │
│ Q4: Hit Target (100 clients, $850K, 13% EBITDA)        │
└─────────────────────────────────────────────────────────┘
```

### Critical Path Milestones (Must-Haves)

| Milestone | Target Date | Impact if Missed |
|-----------|-------------|------------------|
| **Entity Formation (LLC)** | Jan 2026 | Can't legally operate |
| **Platform Launch (GBCM Hub)** | Jan 2026 | No tech differentiation, manual delivery |
| **First Client** | Feb 2026 | No revenue validation, morale hit |
| **10 Clients** | Mar 2026 | Behind pace ($180K target at risk) |
| **30 Clients** | Dec 2026 | Year 1 target missed, fundraising harder |
| **Cashflow Positive** | Jun 2027 | Burn through reserves, may need external funding |
| **Senior Coach Hired** | Sep 2027 | Can't scale past 60 clients, growth stalls |
| **63 Clients** | Dec 2027 | Year 2 target missed, profitability delayed |
| **Profitable (EBITDA >0)** | Jun 2028 | Business model validity questioned |
| **100 Clients** | Dec 2028 | Year 3 target missed, exit value lower |

---

## 📅 YEAR 1 (2026) - FOUNDATION

### Theme: "Build, Launch, Validate"

**Objectives**:
1. ✅ Establish legal entity and operations
2. ✅ Launch GBCM Hub platform (v1.0)
3. ✅ Acquire 30 clients ($180K revenue)
4. ✅ Validate product-market fit (NPS 50+, 4.5+ rating)
5. ✅ Build content library (50 modules, 20 blog posts)

---

### Q1 2026 (Jan-Mar): LAUNCH

**Milestones**:

| Milestone | Target Date | Owner | Success Criteria |
|-----------|-------------|-------|------------------|
| **Form LLC (Delaware)** | Jan 15 | Founder | Certificate of Formation filed |
| **Open Business Bank Account** | Jan 20 | Founder | Account active, $75K deposited |
| **Launch Website** | Jan 25 | Founder | Live at gbcm.com, 10 pages, <2s load time |
| **GBCM Hub Platform v1.0 Live** | Jan 31 | Founder | 5 beta testers can log in, no critical bugs |
| **First Client Contract Signed** | Feb 5 | Founder | $8,997+ contract, payment received |
| **AI Success Coach™ Beta Launch** | Feb 15 | Founder | 10 users, 60% of questions answered correctly |
| **First Workshop Delivered** | Feb 20 | Founder | 10+ attendees, 4.0+ rating |
| **10 Clients Acquired** | Mar 31 | Founder | 10 active clients, $100K+ ARR |

**Revenue Target**: $45,000 (Q1)
**Client Target**: 10 clients

**Key Activities**:
- Week 1-2: Legal setup (LLC, EIN, bank account, insurance)
- Week 3-4: Website launch + LinkedIn outreach (personal network)
- Week 5-8: Sales calls (discovery + strategy sessions), close first 5 clients
- Week 9-12: Deliver first workshop, onboard clients, refine processes

**Success Metrics**:
- ✅ 10 clients ($100K ARR) = On track for $180K goal
- ✅ NPS 40+ (early adopters forgiving, but must see value)
- ✅ Session rating 4.3+ (good, improving)
- ✅ Founder sanity (working <60 hours/week)

---

### Q2 2026 (Apr-Jun): PRODUCT-MARKET FIT

**Milestones**:

| Milestone | Target Date | Owner | Success Criteria |
|-----------|-------------|-------|------------------|
| **Hire Virtual Assistant** | Apr 1 | Founder | VA onboarded, handling 10h/week tasks |
| **20 Clients Total** | Jun 30 | Founder | 20 active clients, $200K+ ARR |
| **AI Coach v1.1** (Accuracy Upgrade) | May 15 | Founder | 75% accuracy (up from 60%) |
| **Resource Library: 25 Modules** | Jun 30 | VA | 25 videos/docs uploaded, tagged, searchable |
| **First Partnership Signed** | May 30 | Founder | 1 CPA or agency partner, referral agreement |
| **NPS Survey #1** | Jun 15 | Founder | Survey 20 clients, NPS 45+ |

**Revenue Target**: $60,000 (Q2)
**Client Target**: +10 clients (20 total)

**Key Activities**:
- Month 4: Hire VA, delegate admin tasks (free up 10h/week)
- Month 5: Launch first partnership (CPA or agency), co-host webinar
- Month 6: Product iteration (based on client feedback, improve platform UX)

**Success Metrics**:
- ✅ 20 clients ($200K ARR) = 67% of Year 1 goal (ahead of pace!)
- ✅ NPS 45+ = Product-market fit emerging
- ✅ 75%+ client engagement (workshop attendance, platform logins)
- ✅ First referral (client refers peer = strong signal)

---

### Q3 2026 (Jul-Sep): SCALE MARKETING

**Milestones**:

| Milestone | Target Date | Owner | Success Criteria |
|-----------|-------------|-------|------------------|
| **25 Clients Total** | Sep 30 | Founder | 25 active clients, $250K+ ARR |
| **Launch Podcast** ("The Scale Playbook") | Aug 1 | Founder | First 5 episodes live, 200 downloads/ep |
| **LinkedIn Followers: 5,000** | Sep 30 | Founder | Grow from 1,000 → 5,000 (organic + ads) |
| **Email List: 1,000 Subscribers** | Sep 30 | VA | Lead magnets, webinars, blog opt-ins |
| **Content: 50 Blog Posts Published** | Sep 30 | Founder | 2/week × 26 weeks = 52 posts (SEO foundation) |
| **First In-Person Event** | Aug 15 | Founder | 12+ attendees, 1-2 clients closed |

**Revenue Target**: $75,000 (Q3)
**Client Target**: +5 clients (25 total)

**Key Activities**:
- Month 7: Launch podcast (interview 2 clients + 2 industry experts)
- Month 8: Host first in-person workshop (local market)
- Month 9: Scale LinkedIn ads (double budget to $2,000/month)

**Success Metrics**:
- ✅ 25 clients = 83% of Year 1 goal (confident in hitting 30 by Dec)
- ✅ Content engine running (2 posts/week, podcast bi-weekly)
- ✅ Organic traffic 500+/month (SEO starting to work)
- ✅ CAC <$2,500 (efficient acquisition)

---

### Q4 2026 (Oct-Dec): HIT TARGET

**Milestones**:

| Milestone | Target Date | Owner | Success Criteria |
|-----------|-------------|-------|------------------|
| **30 Clients (YEAR 1 TARGET!)** | Dec 31 | Founder | 30 active clients, $180K ARR ✅ |
| **NPS 50+** | Dec 15 | Founder | Survey all clients, NPS 50+ (world-class) |
| **Renewal Rate 80%+** | Dec 31 | Founder | First cohort renews (Jan 2026 clients → Jan 2027) |
| **GBCM Hub: 95% Uptime** | Dec 31 | Founder | Reliable platform, <5% downtime |
| **AI Coach: 2,000 Conversations** | Dec 31 | System | Clients actively using AI (scale test) |
| **Year-End Financial Close** | Dec 31 | CPA | P&L, balance sheet, cash flow finalized |
| **2027 Strategic Plan** | Dec 15 | Founder | OKRs, budget, hiring plan for Year 2 |

**Revenue Target**: $180,000 (Year 1 total)
**Client Target**: +5 clients (30 total)

**Key Activities**:
- Month 10: Q4 planning workshops (help clients plan 2027, showcase value)
- Month 11: Black Friday offer (drive year-end urgency)
- Month 12: Reflect, plan, celebrate (founder takes 2 weeks off - first real break!)

**Success Metrics**:
- ✅ 30 clients ($180K ARR) = **YEAR 1 GOAL ACHIEVED** 🎉
- ✅ NPS 50+ = Clients love us (referrals will come)
- ✅ 80% renewal = Business model validated
- ✅ Ending cash $2,800 = Survived Year 1 (tight but viable)

---

## 📈 YEAR 2 (2027) - SCALE

### Theme: "Team Up, Cash Flow Positive, Double Capacity"

**Objectives**:
1. ✅ Hire Sales Manager + Senior Coach (team of 3.5 FTE)
2. ✅ Achieve cashflow positive (Month 18, June 2027)
3. ✅ Acquire 33 new clients (63 total, $420K revenue)
4. ✅ Build cash reserves ($122K by EOY)
5. ✅ Launch advanced AI Coach v2.0 (voice interface)

---

### Q1 2027 (Jan-Mar): BUILD TEAM

**Milestones**:

| Milestone | Target Date | Owner | Success Criteria |
|-----------|-------------|-------|------------------|
| **Hire Sales Manager** (0.5 FTE) | Feb 1 | Founder | Hired, onboarded, conducting discovery calls |
| **Promote VA → Ops Manager** (FT) | Jan 15 | Founder | Salary increase, new responsibilities defined |
| **35 Clients Total** | Mar 31 | Sales Mgr | +5 new clients (30 → 35) |
| **Implement CRM (HubSpot Pro)** | Feb 15 | Ops Mgr | All leads, clients, pipeline tracked |
| **Launch AI Coach v2.0** (Voice) | Mar 1 | Founder | Whisper API integrated, 10% of users try voice |

**Revenue Target**: $95,000 (Q1)
**Client Target**: +5 clients (35 total)

**Key Activities**:
- Month 1: Hire Sales Manager (recruit, interview, onboard)
- Month 2: Sales Manager takes over 50% of discovery calls
- Month 3: Ops Manager streamlines operations (automate invoicing, reporting)

**Success Metrics**:
- ✅ Sales Manager closes 2 clients (validates hire)
- ✅ Founder time: 40% delivery, 30% sales, 20% CEO, 10% other (delegating)
- ✅ Revenue on track ($95K Q1 = 23% of $420K annual goal)

---

### Q2 2027 (Apr-Jun): CASHFLOW POSITIVE

**Milestones**:

| Milestone | Target Date | Owner | Success Criteria |
|-----------|-------------|-------|------------------|
| **45 Clients Total** | Jun 30 | Sales Mgr | +10 new clients (35 → 45) |
| **CASHFLOW POSITIVE!** | Jun 30 | Founder | Monthly revenue > monthly expenses (+$1K+ net) |
| **Accumulated Cash: $50K** | Jun 30 | Ops Mgr | $50K reserves (vs $2.8K end of Year 1) |
| **Launch Referral Program** | May 1 | Sales Mgr | 10 clients signed up, tracking referrals |
| **Podcast: 15 Episodes** | Jun 30 | Founder | Bi-weekly cadence maintained, 500 downloads/ep |

**Revenue Target**: $115,000 (Q2)
**Client Target**: +10 clients (45 total)

**Key Activities**:
- Month 4: Referral program launch (email campaign, incentives clear)
- Month 5: Focus on upsells (TRANSFORM Growth → Scale, Scale → ADVISORY)
- Month 6: Celebrate cashflow positive milestone (team dinner, bonus for team)

**Success Metrics**:
- ✅ **Cashflow positive = CRITICAL MILESTONE** 🎉 (derisks business)
- ✅ 45 clients = 71% of Year 2 goal (on track)
- ✅ First referral conversion (client → client)
- ✅ NPS 55+ (improving from Year 1)

---

### Q3 2027 (Jul-Sep): DOUBLE CAPACITY

**Milestones**:

| Milestone | Target Date | Owner | Success Criteria |
|-----------|-------------|-------|------------------|
| **Hire Senior Coach** (1.0 FTE) | Sep 1 | Founder | Hired, onboarded, delivering workshops |
| **55 Clients Total** | Sep 30 | Team | +10 new clients (45 → 55) |
| **Senior Coach: First Solo Workshop** | Sep 20 | Sr. Coach | Delivers workshop independently, 4.3+ rating |
| **Partnership: 10 Active Partners** | Sep 30 | Sales Mgr | 10 partners, 5 referrals YTD |
| **Content Library: 100 Modules** | Sep 30 | Team | Doubled from Year 1 (50 → 100) |

**Revenue Target**: $120,000 (Q3)
**Client Target**: +10 clients (55 total)

**Key Activities**:
- Month 7: Recruit Senior Coach (post job, interview 20 candidates)
- Month 8: Onboard Senior Coach (6-week training, shadowing)
- Month 9: Senior Coach takes 20 TRANSFORM Scale clients (relieves founder)

**Success Metrics**:
- ✅ Senior Coach hired = Can now serve 80+ clients (vs 60 max before)
- ✅ 55 clients = 87% of Year 2 goal
- ✅ Founder delivery time drops to 30% (from 50% Year 1)
- ✅ Team morale high (Employee NPS 8+)

---

### Q4 2027 (Oct-Dec): HIT TARGET

**Milestones**:

| Milestone | Target Date | Owner | Success Criteria |
|-----------|-------------|-------|------------------|
| **63 Clients (YEAR 2 TARGET!)** | Dec 31 | Team | 63 active clients, $420K ARR ✅ |
| **Accumulated Cash: $122K** | Dec 31 | Ops Mgr | 3.6 months runway reserves |
| **NPS 60+** | Dec 15 | Founder | Year-end survey, NPS 60+ |
| **Renewal Rate 85%+** | Dec 31 | Sr. Coach | Year 2 cohort renews (improved from 80% Y1) |
| **Profitability Plan for 2028** | Dec 15 | Founder | Budget shows 10%+ EBITDA achievable |

**Revenue Target**: $420,000 (Year 2 total)
**Client Target**: +8 clients (63 total)

**Key Activities**:
- Month 10: Annual planning (2028 OKRs, budget, team expansion)
- Month 11: Year-end push (Black Friday, gift packages for 2028)
- Month 12: Team offsite (2-day retreat, strategy + celebration)

**Success Metrics**:
- ✅ 63 clients ($420K ARR) = **YEAR 2 GOAL ACHIEVED** 🎉
- ✅ Cashflow positive for 7 consecutive months (Jun-Dec)
- ✅ $122K cash = Business is healthy, derisked
- ✅ Team of 3.5 FTE running smoothly

---

## 💰 YEAR 3 (2028) - PROFITABILITY

### Theme: "Profitability, Market Leadership, Prepare for Scale or Exit"

**Objectives**:
1. ✅ Achieve 10%+ EBITDA margin (profitable!)
2. ✅ Acquire 37 new clients (100 total, $850K revenue)
3. ✅ Expand team to 4.5 FTE (Sales FT, Marketing 0.5 FTE)
4. ✅ Build $400K+ cash reserves
5. ✅ Position for Year 4 decision (scale aggressively OR prepare for exit)

---

### Q1 2028 (Jan-Mar): EXPAND TEAM

**Milestones**:

| Milestone | Target Date | Owner | Success Criteria |
|-----------|-------------|-------|------------------|
| **Sales Manager → Full-Time** | Jan 1 | Founder | 0.5 FTE → 1.0 FTE, quota doubles to 40 clients/year |
| **70 Clients Total** | Mar 31 | Sales Mgr | +7 new clients (63 → 70) |
| **EBITDA Positive** (First Time!) | Mar 31 | Founder | Q1 EBITDA >$0 (even if small $5K-$10K) |
| **AI Coach v3.0** (Multi-Language) | Feb 15 | Founder | Spanish support (10% of market) |
| **Blog: 150 Posts Total** | Mar 31 | Founder | 50 (Y1) + 50 (Y2) + 50 (Q1-Q4 2028) |

**Revenue Target**: $180,000 (Q1)
**Client Target**: +7 clients (70 total)

**Key Activities**:
- Month 1: Double down on sales (Sales Mgr full-time, more pipeline)
- Month 2: Refine high-margin offerings (push ADVISORY upgrades)
- Month 3: Cut low-ROI expenses (pause underperforming ad channels)

**Success Metrics**:
- ✅ **EBITDA positive = Profitable business!** 🎉 (even if small)
- ✅ 70 clients = 70% of Year 3 goal (on track)
- ✅ Gross margin maintains 91%+ (high-margin model)

---

### Q2 2028 (Apr-Jun): ACHIEVE 10% EBITDA

**Milestones**:

| Milestone | Target Date | Owner | Success Criteria |
|-----------|-------------|-------|------------------|
| **80 Clients Total** | Jun 30 | Sales Mgr | +10 new clients (70 → 80) |
| **10% EBITDA Margin** | Jun 30 | Founder | Q2 EBITDA = $21K+ (10% of $210K Q2 revenue) |
| **Platform: 99.9% Uptime** | Jun 30 | Ops Mgr | <1 hour downtime in 6 months (mature platform) |
| **First Strategic Partnership** ($100K) | May 15 | Founder | Corporate training firm licenses GBCM content |

**Revenue Target**: $210,000 (Q2)
**Client Target**: +10 clients (80 total)

**Key Activities**:
- Month 4: Negotiate strategic partnership (content licensing deal)
- Month 5: Optimize operations (reduce waste, improve efficiency)
- Month 6: Celebrate profitability (team bonuses, founder takes first distribution)

**Success Metrics**:
- ✅ **10% EBITDA = Healthy profitable business** 🚀
- ✅ 80 clients = 80% of goal
- ✅ $100K partnership revenue = New business model emerging (B2B2B)

---

### Q3 2028 (Jul-Sep): MARKETING ACCELERATION

**Milestones**:

| Milestone | Target Date | Owner | Success Criteria |
|-----------|-------------|-------|------------------|
| **Hire Marketing Manager** (0.5 FTE) | Aug 1 | Founder | Hired, managing all content + paid ads |
| **90 Clients Total** | Sep 30 | Team | +10 new clients (80 → 90) |
| **LinkedIn Followers: 15K** | Sep 30 | Marketing | Tripled from Year 1 (5K) |
| **Organic Traffic: 5,000/month** | Sep 30 | Marketing | SEO paying off (150 blog posts, backlinks) |
| **Podcast: 50 Episodes Total** | Sep 30 | Founder | 26 (Y2) + 24 (2028) = 50 milestone |

**Revenue Target**: $230,000 (Q3)
**Client Target**: +10 clients (90 total)

**Key Activities**:
- Month 7: Hire Marketing Manager (offload content creation from founder)
- Month 8: Launch SEO campaign (target 20 #1 rankings)
- Month 9: Scale paid ads (LinkedIn + Google, $150K annual budget)

**Success Metrics**:
- ✅ Marketing Manager hired = Founder 90% out of content creation
- ✅ 90 clients = 90% of goal (almost there!)
- ✅ CAC drops to $3,500 (from $4K) - marketing efficiency improving

---

### Q4 2028 (Oct-Dec): HIT TARGET + PLAN YEAR 4

**Milestones**:

| Milestone | Target Date | Owner | Success Criteria |
|-----------|-------------|-------|------------------|
| **100 Clients (YEAR 3 TARGET!)** | Dec 31 | Team | 100 active clients, $850K ARR ✅ |
| **13% EBITDA Margin** | Dec 31 | Founder | $110K EBITDA on $850K revenue |
| **Accumulated Cash: $400K+** | Dec 31 | Ops Mgr | 7+ months runway, optionality for Year 4 |
| **NPS 70+** | Dec 15 | Team | World-class NPS (top 1% of coaching firms) |
| **Renewal Rate 90%+** | Dec 31 | Team | Industry-leading retention |
| **Year 4 Strategy Decided** | Dec 15 | Founder | Go aggressive (raise capital) OR steady growth (bootstrap) |

**Revenue Target**: $850,000 (Year 3 total)
**Client Target**: +10 clients (100 total)

**Key Activities**:
- Month 10: Strategic planning offsite (founder + advisors, decide Year 4 path)
- Month 11: Explore M&A conversations (if exit in 2-3 years, start relationships now)
- Month 12: Celebrate **3-YEAR ANNIVERSARY** 🎉 (team party, client appreciation event)

**Success Metrics**:
- ✅ **100 clients, $850K revenue, 13% EBITDA = ALL YEAR 3 GOALS HIT** 🏆
- ✅ $400K cash reserves = Can self-fund Year 4 growth OR return profits to founder
- ✅ Team of 4.5 FTE operating efficiently (revenue/FTE = $189K)
- ✅ Market position: Top 10 SMB coaching firms in US (brand recognition)

---

## 📊 KEY PERFORMANCE INDICATORS (KPIs)

### Tier 1: North Star Metrics (Weekly Review)

**Definition**: The 3-5 metrics that define business success

| KPI | Year 1 Target | Year 2 Target | Year 3 Target | Frequency |
|-----|---------------|---------------|---------------|-----------|
| **ARR (Annual Recurring Revenue)** | $180K | $420K | $850K | Weekly |
| **Active Clients** | 30 | 63 | 100 | Weekly |
| **NPS (Net Promoter Score)** | 50+ | 60+ | 70+ | Quarterly |
| **EBITDA Margin %** | -40% | -5% | 13% | Monthly |
| **Cash Balance** | $2.8K | $122K | $412K | Daily |

**How Measured**:
- ARR: Sum of all 12-month contract values (active clients only)
- Active Clients: Count of clients with valid contracts (not churned)
- NPS: Survey all clients quarterly, calculate (% Promoters - % Detractors)
- EBITDA Margin: (Revenue - COGS - OpEx) ÷ Revenue × 100
- Cash Balance: Bank account balance (real-time via QuickBooks)

---

### Tier 2: Growth Metrics (Monthly Review)

**Revenue Metrics**:
| KPI | Year 1 | Year 2 | Year 3 |
|-----|--------|--------|--------|
| **MRR (Monthly Recurring Revenue)** | $15K | $35K | $71K |
| **New MRR** (from new clients) | $1.5K/mo | $2K/mo | $2.5K/mo |
| **Churn MRR** (from lost clients) | -$300/mo | -$500/mo | -$700/mo |
| **Net New MRR** | +$1.2K/mo | +$1.5K/mo | +$1.8K/mo |
| **Revenue per Client (Avg)** | $6,000 | $6,667 | $8,500 |

**Client Acquisition Metrics**:
| KPI | Year 1 | Year 2 | Year 3 |
|-----|--------|--------|--------|
| **MQLs (Marketing Qualified Leads)** | 150 | 200 | 250 |
| **SQLs (Sales Qualified Leads)** | 90 | 120 | 150 |
| **Discovery Calls Completed** | 90 | 120 | 150 |
| **Strategy Sessions** | 54 | 72 | 90 |
| **Close Rate** (Strategy → Client) | 67% | 67% | 67% |
| **New Clients** | 30 | 33 | 37 |
| **CAC (Customer Acquisition Cost)** | $2,000 | $3,000 | $4,000 |
| **LTV (Lifetime Value)** | $12,000 | $20,000 | $25,500 |
| **LTV:CAC Ratio** | 6:1 | 6.7:1 | 6.4:1 |

---

### Tier 3: Client Success Metrics (Monthly Review)

| KPI | Year 1 Target | Year 2 Target | Year 3 Target |
|-----|---------------|---------------|---------------|
| **NPS** | 50+ | 60+ | 70+ |
| **Session Rating (Avg)** | 4.5 | 4.6 | 4.7 |
| **Engagement Score (Avg)** | 60 | 65 | 70 |
| **Workshop Attendance Rate** | 60% | 65% | 70% |
| **Platform MAU/Total** | 70% | 75% | 80% |
| **AI Coach Usage** (msgs/client/mo) | 40 | 45 | 50 |
| **Client Outcomes** (% achieving goals) | 70% | 75% | 80% |
| **Renewal Rate** | 80% | 85% | 90% |
| **Upsell Rate** (% upgrading tier) | 10% | 15% | 20% |

---

### Tier 4: Operational Metrics (Monthly Review)

**Team & Efficiency**:
| KPI | Year 1 | Year 2 | Year 3 |
|-----|--------|--------|--------|
| **Team Size (FTE)** | 1.5 | 3.5 | 4.5 |
| **Revenue per FTE** | $120K | $120K | $189K |
| **Clients per FTE** | 20 | 18 | 22 |
| **Founder Delivery Hours %** | 50% | 40% | 20% |
| **Employee NPS** | N/A | 8+ | 8+ |
| **Gross Margin %** | 91.7% | 91.7% | 91.8% |

**Technology & Platform**:
| KPI | Year 1 | Year 2 | Year 3 |
|-----|--------|--------|--------|
| **Platform Uptime %** | 99.5% | 99.7% | 99.9% |
| **AI Deflection Rate** (% handled by AI) | 60% | 65% | 70% |
| **Page Load Time** | <2s | <2s | <1.5s |
| **Monthly Active Users** | 21 | 47 | 80 |

---

### Tier 5: Marketing Metrics (Monthly Review)

| KPI | Year 1 | Year 2 | Year 3 |
|-----|--------|--------|--------|
| **Website Traffic** (monthly) | 1,000 | 3,000 | 10,000 |
| **Organic Traffic %** | 20% | 40% | 60% |
| **Email Subscribers** | 2,000 | 5,000 | 10,000 |
| **LinkedIn Followers** | 10,000 | 12,000 | 15,000 |
| **Blog Posts Published** | 104 | 104 | 104 |
| **Podcast Downloads/Episode** | 500 | 750 | 1,000 |
| **Conversion Rate** (Traffic → MQL) | 15% | 17% | 20% |

---

## 🎯 OKR FRAMEWORK

### What are OKRs?

**OKR** = Objectives & Key Results (Google's goal-setting framework)

**Objective**: Qualitative, inspirational goal ("What we want to achieve")
**Key Results**: Quantitative measures (3-5 per objective, "How we'll know we got there")

**Cadence**: Set quarterly, review monthly, grade at end of quarter

**Grading Scale**:
- 0.0-0.3 = Failed (didn't make progress)
- 0.4-0.6 = Progressing (made some progress, but short of target)
- 0.7-0.9 = Achieved (hit target)
- 1.0 = Exceeded (crushed it)

**Note**: OKRs should be ambitious - average score of 0.7 is GOOD (means you're stretching)

---

### Example: Q1 2026 OKRs

**Objective 1**: **Launch GBCM and acquire first 10 clients**

**Key Results**:
1. KR1: GBCM Hub platform live by Jan 31 (**Binary: 0 or 1**)
2. KR2: 10 client contracts signed by Mar 31 (**Target: 10, Actual: __, Grade: __**)
3. KR3: $100,000 ARR by Mar 31 (**Target: $100K, Actual: __, Grade: __**)
4. KR4: NPS 40+ from first cohort (**Target: 40, Actual: __, Grade: __**)

**Objective 2**: **Build content foundation for inbound marketing**

**Key Results**:
1. KR1: Publish 26 blog posts (2/week) (**Target: 26, Actual: __, Grade: __**)
2. KR2: Grow email list to 500 subscribers (**Target: 500, Actual: __, Grade: __**)
3. KR3: Website traffic: 500/month average (**Target: 500, Actual: __, Grade: __**)

**Objective 3**: **Establish operational excellence**

**Key Results**:
1. KR1: Platform uptime 99%+ (**Target: 99%, Actual: __, Grade: __**)
2. KR2: Document 10 core SOPs (sales, onboarding, delivery) (**Target: 10, Actual: __, Grade: __**)
3. KR3: Founder working <60 hours/week average (**Target: <60h, Actual: __, Grade: __**)

---

### Annual OKRs (High-Level)

#### 2026 Annual OKRs

**Objective**: **Validate business model and achieve $180K ARR with 30 clients**

**Key Results**:
1. $180,000 ARR (30 clients) ✅
2. NPS 50+ ✅
3. 80% renewal rate ✅
4. Break even on cash (end year with $0+ balance) ✅ (Target: $2.8K)

#### 2027 Annual OKRs

**Objective**: **Scale team and achieve cashflow profitability**

**Key Results**:
1. $420,000 ARR (63 clients) ✅
2. Cashflow positive by Jun 30 ✅
3. Hire Senior Coach + Sales Manager ✅
4. $122K cash reserves ✅

#### 2028 Annual OKRs

**Objective**: **Achieve profitability and market leadership**

**Key Results**:
1. $850,000 ARR (100 clients) ✅
2. 13% EBITDA margin ✅
3. NPS 70+ ✅
4. 90% renewal rate ✅

---

## 📈 DASHBOARD & REPORTING

### Weekly Dashboard (Reviewed Every Monday 9am)

**Format**: Notion page (auto-updated from integrations)

**Sections**:

**1. North Star Metrics** (This Week vs Last Week)
```
┌────────────────────────────────────────────────┐
│ ARR: $215,000 (+$5,000 vs last week) ✅ UP     │
│ Active Clients: 36 (+1 new, -0 churn) ✅       │
│ Cash: $58,000 (+$3,200 vs last week) ✅        │
│ Runway: 3.2 months (based on burn rate)        │
└────────────────────────────────────────────────┘
```

**2. This Week's Priorities** (Top 3 from OKRs)
- Close 2 strategy sessions (Sarah on Tue, Mike on Thu)
- Deliver Scale Framework workshop (Wed 1pm, 15 registered)
- Finalize Q3 2027 budget (due Friday)

**3. Blockers** (What's in the way?)
- Platform bug (login issue for 3 clients - DevOps working on it)
- Sales Manager candidate declined offer (need to resume search)

**4. Wins** (Celebrate progress!)
- 🎉 First TRANSFORM Scale → ADVISORY upsell (Sarah, +$66K ARR)
- 🎉 Podcast hit 1,000 downloads/episode milestone
- 🎉 Zero client churn this month (1st time!)

---

### Monthly Business Review (First Monday of Month, 2 hours)

**Attendees**: Founder + Full Team (Year 2+)

**Agenda**:

**1. Financial Review** (30 min)
- P&L: Revenue, COGS, Gross Profit, OpEx, EBITDA
- Cash flow: Beginning cash, inflows, outflows, ending cash
- Variance: Budget vs Actual (explain >10% variances)

**2. Client Metrics** (20 min)
- New clients added (who, tier, source)
- Churn (who left, why, what can we learn?)
- NPS trend, engagement scores, at-risk clients

**3. OKR Progress** (30 min)
- Grade each Key Result (0-1.0 scale)
- Discuss: What's working? What's not? Adjust targets if needed

**4. Team Updates** (20 min)
- Each person shares: Top win, top challenge, ask for help

**5. Next Month Planning** (20 min)
- Key initiatives, priorities, deadlines
- Who owns what?

---

### Quarterly Board Review (If Advisors/Investors Involved)

**Attendees**: Founder + Advisory Board (3-5 advisors)

**Format**: 90-minute presentation (60 min slides + 30 min Q&A)

**Slide Deck** (15 slides):
1. **Cover**: "GBCM LLC - Q2 2027 Board Review"
2. **Executive Summary**: Headlines (revenue, clients, cash, key wins)
3. **Financials**: P&L, cash flow, runway
4. **Client Metrics**: ARR, new/churn, NPS, engagement
5. **Sales & Marketing**: Pipeline, CAC, LTV, close rate
6. **Product & Tech**: Platform updates, AI Coach performance, roadmap
7. **Team**: Headcount, hires, retention, culture
8. **OKR Review**: Q2 results, Q3 goals
9. **Challenges**: Top 3 issues keeping founder up at night
10. **Asks**: How can board help? (intros, advice, resources)
11. **Market Update**: Competitor moves, industry trends
12. **Risk Review**: Top 5 risks, mitigation status
13. **Strategy**: Year-end outlook, 2028 preview
14. **Appendix**: Detailed data, backup slides
15. **Thank You + Q&A**

---

### Annual Strategic Planning (Off-Site, 2-3 Days)

**When**: December (plan next year)

**Who**: Founder + Leadership Team (+ advisors if helpful)

**Outputs**:
1. **Vision Refresh**: Where are we in 3 years? 5 years?
2. **Annual OKRs**: Top 3-5 objectives for next year
3. **Budget**: Revenue, expenses, cash flow (monthly detail)
4. **Hiring Plan**: Who we'll hire, when, at what cost
5. **Product Roadmap**: Platform features, AI upgrades, new offerings
6. **Marketing Plan**: Channels, campaigns, content calendar
7. **Risk Update**: New risks, mitigation plans

**Example**: December 2027 Offsite

**Day 1**: Reflect on 2027
- Morning: What went well? What didn't? Lessons learned
- Afternoon: Financial deep-dive (review Year 2 results)

**Day 2**: Plan 2028
- Morning: Set 2028 OKRs (revenue $850K, clients 100, EBITDA 13%)
- Afternoon: Budget + hiring plan (who, when, how much)

**Day 3**: Execute
- Morning: Marketing + product roadmap
- Afternoon: Action plan (Q1 2028 priorities, owners, deadlines)

---

## 📌 CONCLUSION

Le plan de jalons et KPIs de GBCM LLC fournit une **roadmap claire et mesurable** pour les 3 prochaines années:

✅ **Year 1 (2026)**: Foundation - 30 clients, $180K, validate model
✅ **Year 2 (2027)**: Scale - 63 clients, $420K, cashflow positive, team of 3.5
✅ **Year 3 (2028)**: Profitability - 100 clients, $850K, 13% EBITDA, team of 4.5

**Success Formula**:
1. **Set ambitious but achievable goals** (OKRs, milestones)
2. **Measure relentlessly** (5 tiers of KPIs, weekly dashboard)
3. **Review frequently** (weekly, monthly, quarterly, annually)
4. **Adapt quickly** (if targets unrealistic or too easy, adjust)
5. **Celebrate wins** (team morale = sustained excellence)

**Next Steps**:
1. Finalize business plan (all 13 sections complete)
2. Begin execution (Jan 2026 launch!)
3. Review progress weekly (track every KPI)
4. Achieve milestones (one quarter at a time)
5. **Build the GBCM we envisioned** 🚀

---

© 2025 GBCM LLC - Business Plan v2.0 | Milestones & Key Performance Indicators

---

## 🎯 FINAL NOTE: THE JOURNEY AHEAD

This business plan represents **hundreds of hours of research, strategic thinking, and detailed planning**. But it's just the beginning.

**Remember**:
- 📋 **Plans change** - This is v2.0, there will be v3.0, v4.0 as we learn
- 🎯 **Execution > Planning** - A mediocre plan executed excellently beats perfect plan executed poorly
- 📊 **Data drives decisions** - Track metrics, learn, iterate
- 🤝 **People make it happen** - Hire A-players, build culture, empower team
- 💡 **Stay client-obsessed** - If clients win, we win

**Let's build something remarkable.** 🚀

---

**END OF BUSINESS PLAN v2.0**

**Total**: 13 core sections + appendices
**Length**: ~250+ pages
**Status**: ✅ COMPLETE & READY FOR EXECUTION

---

**🙏 Thank You**

To everyone who will be part of this journey - clients, team members, partners, advisors, and supporters:

**Thank you for believing in GBCM LLC.**

**Let's transform businesses. Together.** 💪

---

Abdoul Karim GBANE
Founder & CEO, GBCM LLC

📧 gregory@gbcm.com
🌐 www.gbcm.com
📍 [City, State]

© 2025 GBCM LLC - All Rights Reserved
