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How do I set a fair utilisation target for different roles in a firm?
Set targets by role from available time, minus time for leave, training, internal work and business development. A junior may reasonably target a high share of billable time, while a manager or partner has lower billable time because of management and sales duties.
Method:
- Start with contracted hours.
- Subtract leave, public holidays and training.
- Subtract expected non-billable duties by role.
- The remainder is the billable capacity.
Commonly misread:
- One target for everyone, which punishes people with non-billable responsibilities.
- Pushing utilisation too high, leaving no time for quality, learning or sales, which can damage future work.
Use your own history to set realistic targets, and read utilisation together with realisation. High utilisation with low realisation means time is recorded but not turning into fees.
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