# Profit Gaps Example

We’ve gone through a lot of theory about profits and finance without having to resort to many numbers examples.

## Calculating Your Profit Gap – A Worked Example

The first figure to determine is how much the owner wants to earn from the business to fund the ideal lifestyle (keep it realistic).

A) Profit wanted £100,000

The second figure in the Profit Gaps analysis is how much the business owner should earn based on the time and money invested in the business.

Cost of owners time is split into three categories based on time:

Professional work  £36,000

Technical work £12,000

Clerical work £8,000

Market value of owners time is £56,000

Market value of owners money £4,000

(based on money invested in the business and what it could earn elsewhere)

B) Profit the owner should earn £60,000

(combining the costs of time and money)

The final number in the Profit Gaps Analysis is how much the business owner currently earns.

Profit before tax per accounts £6,500

That’s after deducting the following

Owners salaries & payroll costs £22,000

Pension contributions £5,000

Other benefits like a car or private health care £7,500

C) Profit before owners profit extraction of £41,000

(That’s £6,500 + £22,000 + £5,000 + £7,500)

Profit Gaps Analysis

A – Wanted Target Profit £100,000

B – Should Earn Profit £60,000

C – Does Earn Profit £41,000

The total profit gap (A – C) is £59,000 – i.e. profits need to increase by 144%

The under-performance profit gap (B – C) is £19,000

This is the first priority to fix and may mean reducing costs (later in Pillar 1),  changing what the owner does in the business (see Pillar 2) and finding ways to release the hidden profit in the existing customer relationships (see Pillar 6) .

The super profit gap (A – B) is £40,000

This comes from being a more effective entrepreneur and the answers may come through in any of the Pillars.

It can come from finding a competitive advantage from the business providing something of unique value to customers.

Or it could come from finding operational improvements, like being a particularly effective sales person – or employing one.

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