Framework
C.A.L.M.
C.A.L.M. is the measurement and steering system behind Chris Out's work: four meters, Client happiness, Autonomy, Leads and Margin per client, each with one definition, one norm and one source. They are meant to rise together.
Not a method to learn
C.A.L.M. is four numbers that show why the delivery still runs through you. It explains why a founder stays at a level; it is not an extra framework you have to master before the work starts.
The four meters
C, Client happiness: a 1 to 10 asked to every client. A, Autonomy: Untouched Revenue in euros per month, the meter the U-level is read from. L, Leads: held strategy or sales conversations with ICP leads. M, Margin per client: revenue minus allocated direct costs, per client, per month.
One measurement
All four come from one monthly measurement: one row per client per month plus one row at company level. One meter up at the cost of another is a good quarter, not growth. C.A.L.M. measures in numbers; S.H.A.R.P. measures in installations.
Frequently Asked Questions
Is C.A.L.M. Scale the same as C.A.L.M.?
No. C.A.L.M. is the measurement system. C.A.L.M. Scale, Sprint and Standard are programs that use it.
Which meter comes first?
The one that holds you. The Diagnosis reads all four; the Roadmap from The Edge sets the order per client. Typically margin before leads, and autonomy after both can carry it.
Where does the founder's inner world sit?
In every meter. It is part of every diagnosis and every program, never a separate product.