A starting list.
MONEY
Which products or services produce the most profit? Which lose money? Is our margin rising or falling? What does discounting cost us annually?
CUSTOMERS
Who are our most valuable customers? Which customers have stopped buying? What is a customer worth over the relationship? Which sources produce the best customers?
DEMAND
Where do enquiries come from? What proportion become customers? When are we busy and quiet? What are we turning away?
OPERATIONS
Which work overruns its quote? Where does rework occur? Is capacity or demand the constraint?
CASH
When does the balance go negative? Who owes us, and for how long? What do we owe, and when?
PLANNING
What is likely next quarter? What would a bad quarter look like? At what point would we need to act?
WHAT TO DO WITH THIS LIST
Pick one you cannot answer, and make it answerable.
