Measure
The thirty-minute rule
The thirty-minute rule decides whether a client counts as untouched in a given month: more than thirty minutes of founder involvement in the delivery, and the client does not count. Binary, per client, per month.
Why a hard line
Without a line, every founder estimates. Estimates drift toward what feels true. Thirty minutes is small enough that a real hand-off passes it and a hidden dependency does not.
What counts as involvement
Delivering, reviewing, repairing, stepping in operationally, or being the one the client needs to get the promise done. Selling does not count, a quarterly relationship call does not count, unless it turns into delivery.
What it produces
One row per client per month with yes or no. The sum of the yes-rows in euros is your Untouched Revenue. No percentage thresholds, no averaging.
Frequently Asked Questions
What if I spent 35 minutes once, in a bad month?
Then that client does not count that month. The rule is meant to hurt a little. A level is three months in a row precisely so one bad month does not decide anything.
Who keeps the score?
You do, monthly, in the same sheet as the other three C.A.L.M. meters. In the Diagnosis and in The Edge we do the first measurement together.
Does a sales conversation count?
No. Selling is not delivery. It is measured separately as Zero-Touch Revenue.