Revenue per consultant
Net revenue divided by the average consultant headcount over the period, in full-time equivalents. A productivity average used in board reporting, benchmarks and valuations.
Definition
Revenue per consultant divides net revenue, excluding tax, by the average consultant headcount over the period, counted in full-time equivalents. There is no canonical formula, so state the two choices that move the number: which revenue, billed or recognized, and which headcount, average FTE or year-end, employees only or employees plus freelancers.
It is a productivity average, not a profitability figure. Two firms with equal revenue per consultant can carry very different margins depending on day cost, so the ratio tells you what a head sells and nothing about what the firm keeps. Boards, benchmarks and valuations use it as a size and efficiency reference.
Formula
Revenue per consultant = net revenue (excl. tax) / average consultant headcount over the period (FTE)
Example: 2.4M EUR billed over a year with an average of 30 consultants = 80,000 EUR per consultant per year.
Why it matters
Boards, investors and buyers read this ratio as a shorthand for the efficiency of your business model, so it shows up in reporting, sector benchmarks and valuation discussions. As an internal trend it is even more useful: a rising number means each head carries more billed value. Read it next to margin per consultant, since revenue without cost is half the story, and keep the calculation rules constant so the trend stays comparable.
How to improve revenue per consultant
- 1
Put freelancers in or out on purpose and write the rule down; mixing them silently distorts the ratio year over year.
- 2
Read it next to margin per consultant: revenue without cost is half the story, and day cost is what separates two firms with the same ratio.
- 3
Compare your own trend over several periods rather than other firms published numbers, which rest on revenue and headcount choices you cannot see.
How Okouro shows it
Okouro accumulates billed days per mission and per consultant from validated timesheets, and dashboards roll revenue up over the roster, so the revenue per consultant ratio recomputes as the month runs instead of waiting for a year-end spreadsheet. A free plan is available to start.