<aside> 📋 Frequency: Quarterly | Time: 60 min | Trigger: Last week of each quarter

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Without a structured quarterly review, you end the year knowing how much you billed but not whether the practice got healthier or sicker. Revenue is the last signal — capacity strain, client concentration risk, and pipeline gaps show up in the operating data weeks before they show up in your bank account. This SOP gives you the read on all of it at once, before the next quarter starts.

Prerequisites

• Your financial summary for the quarter — total revenue, revenue by client, revenue by offer type (pull from your accounting system or spreadsheet)
• Your pipeline tracker (CRM, spreadsheet, or equivalent) current through the final week of the quarter
• Your capacity log or calendar for the quarter — billable hours or equivalent utilization data
• Last quarter's Health Check results for comparison (if available)

Procedure

1. Pull your financial summary and calculate client concentration: what percentage of total revenue came from your top client? Your top two? Any client representing more than a third of revenue is a concentration risk — note it explicitly.
2. Run the Quarterly Reflection Debrief skill with your revenue data, capacity utilization, pipeline close rate, and client concentration figures as input. Review the output for a structured quarter debrief — what worked, what didn't, and where the operating gaps are.
3. Run the Revenue Goal Reverse Engineer skill with your next quarter revenue target, current capacity, average engagement value, and close rate as input. Review the output for the pipeline depth and outreach volume required to hit the target.
4. Compare the required pipeline depth against your current pipeline. If there's a gap, decide now which lever to pull: Cold Outreach Batch frequency, Referral and Partnership Campaign reach, or offer pricing adjustment. Don't carry a gap into next quarter without a decision attached to it.
5. Identify the one operational gap from the debrief that most constrained the quarter — missed follow-ups, scope creep, onboarding friction, or equivalent. Assign it as a systems project for next quarter with a specific SOP or skill to address it.
6. Save the full Health Check output — financial summary, debrief, and revenue model — as your QBR record. This feeds the Offer Suite Evaluation and Ideal Client Profile Review that run mid-next-quarter.

Expected Outcome

You'll have a complete QBR record with quarterly financials, a structured debrief, a revenue model for next quarter, a pipeline gap decision with a lever assigned, and one systems project committed for next quarter — all saved and ready to inform the Offer Suite Evaluation and Ideal Client Profile Review.

<aside> ⚠️ Common mistakes:

— Running the financial review but skipping the pipeline and capacity analysis. Revenue tells you what happened. Pipeline and capacity tell you what's about to happen. A strong revenue quarter with an empty pipeline is a warning, not a win.

— Identifying a gap without assigning a lever. "Pipeline is thin" is an observation. "Increase Cold Outreach Batch to twice weekly for six weeks" is a decision. The Health Check only has value if it ends with specific decisions, not a list of concerns.

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