Role Scorecards

One page for each chair: owner, booker, musician, bartender, and dance teacher.

Chapter 30 explained the thinking behind these pages. Copy the one for your chair, fill in your baseline from Appendix B, and write the month’s numbers each month. Keep a copy of the others in view, since your numbers feed your neighbors’. Four numbers is the limit. If a number goes three months without prompting a decision, drop it.

OWNER’S SCORECARD

Three or four numbers, one guard, and a decision for each. Review monthly with the people in the other chairs. Cross out what does not fit your room.

Fill in: Name, Quarter, Reviewed with.

• Second-visit rate. How to count it: First-timers who return within 30 days ÷ first-timers (Ch 25). Decision it drives: Welcome, lesson hand-off, follow-up.
• Regulars per month. How to count it: People meeting your regular rule this month (Ch 25). Decision it drives: Retention efforts.
• Margin per night. How to count it: (Sales − cost of goods and card fees) ÷ nights (Ch 32). Decision it drives: Which nights to grow or fix.
• Friend share. How to count it: First-timers who said a friend sent them ÷ first-timers (Ch 24). Decision it drives: How much to invest in word of mouth.
• Guard: Complaints per night. How to count it: Written in the debrief log (Ch 33). Decision it drives: Staffing, pacing, and door.

Columns to fill in: Number, How to count it, Baseline (swing), Month 1, Month 2, Month 3, Decision it drives. Copy as many rows as you need.

Owner: check Ch 22 (the number that matters), Ch 25, Ch 32, and Ch 34.

BOOKER’S SCORECARD

Three or four numbers, one guard, and a decision for each. Review monthly with the people in the other chairs. Cross out what does not fit your room.

Fill in: Name, Quarter, Reviewed with.

• Rebook rate. How to count it: Acts asked back ÷ acts played, last 12 months (Ch 12). Decision it drives: Who to ask back, rest, or retire.
• Pitch reply rate. How to count it: Replies ÷ outreach sent (Ch 12). Decision it drives: Whether to change the ask.
• Days to a confirmed date. How to count it: Days from first contact to confirmation (Ch 12). Decision it drives: Whether the process is too slow.
• Settlement disputes. How to count it: Count per quarter. Decision it drives: Whether terms are clear.
• Guard: Average draw vs. baseline. How to count it: Average door count on act nights vs. the room’s normal (Ch 23). Decision it drives: Which acts to rebook.

Columns to fill in: Number, How to count it, Baseline (swing), Month 1, Month 2, Month 3, Decision it drives. Copy as many rows as you need.

Booker: see Ch 12, 23, and 30.

MUSICIAN’S SCORECARD

Three or four numbers, one guard, and a decision for each. Review monthly with the people in the other chairs. Cross out what does not fit your room.

Fill in: Name, Quarter, Reviewed with.

• Rebook rate by room. How to count it: Rooms that asked you back ÷ rooms played (Ch 12). Decision it drives: Which rooms to chase or leave.
• Average draw vs. normal. How to count it: Your door count vs. the room’s baseline (Ch 23). Decision it drives: Where your fans really are.
• Pitch reply rate. How to count it: Replies ÷ pitches sent (Ch 12). Decision it drives: Your ask and your one-sheet.
• List active rate. How to count it: People who clicked, replied, or came in 90 days ÷ list size (Ch 26). Decision it drives: How to write to your list.
• Guard: Pay actually received. How to count it: Paid in hand, net of travel and time (Ch 32). Decision it drives: Whether a room is worth the night.

Columns to fill in: Number, How to count it, Baseline (swing), Month 1, Month 2, Month 3, Decision it drives. Copy as many rows as you need.

Musician: see Ch 12, 13, 26, and 32.

BARTENDER’S SCORECARD

Three or four numbers, one guard, and a decision for each. Review monthly with the people in the other chairs. Cross out what does not fit your room.

Fill in: Name, Quarter, Reviewed with.

• Guests from content. How to count it: First-timers per month who said your posts brought them (Ch 24, 27). Decision it drives: Whether the content is working.
• Sends per reach. How to count it: Sends ÷ accounts reached, for room clips (Ch 27). Decision it drives: Which ideas travel.
• Followers who visited. How to count it: Guests who follow you ÷ followers (Ch 27). Decision it drives: Who you make content for.
• Hours of content work. How to count it: Hours per month from your log. Decision it drives: Whether to cut or keep going.
• Guard: House-alignment check. How to count it: Does the content say what the room says? (Ch 5). Decision it drives: Whether to change the idea.

Columns to fill in: Number, How to count it, Baseline (swing), Month 1, Month 2, Month 3, Decision it drives. Copy as many rows as you need.

Bartender: see Ch 24, 27, 30, and 39.

DANCE TEACHER’S SCORECARD

Three or four numbers, one guard, and a decision for each. Review monthly with the people in the other chairs. Cross out what does not fit your room.

Fill in: Name, Quarter, Reviewed with.

• Second-lesson rate. How to count it: Students at lesson two ÷ students at lesson one (Ch 25). Decision it drives: The first lesson and its quick win.
• Reaching the live floor. How to count it: Students who stay for the first social dance ÷ students (Ch 10). Decision it drives: The hand-off to the floor.
• Regulars in class. How to count it: Students meeting your regular rule (Ch 25). Decision it drives: Series design and follow-up.
• Brought by a friend. How to count it: Students who came with or because of a friend (Ch 24). Decision it drives: How to thank and invite.
• Guard: Quick win met? How to count it: Did most students leave able to do it? (Ch 10). Decision it drives: Whether to change the lesson.

Columns to fill in: Number, How to count it, Baseline (swing), Month 1, Month 2, Month 3, Decision it drives. Copy as many rows as you need.

Dance teacher: see Ch 10, 25, and 30.