Go behind the scenes of real agency businesses. The AgencyHabits Podcast shares ideas, lessons, and experiments from across Barrel Holdings - home to a growing portfolio of specialized agencies and over two decades of insights. We share them all here, hoping you'll test, tweak, and find what works best for your agency.
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Are You Calculating Your Agency's Profits Correctly?
Episode 3
Tuesday, July 15, 2025 • Duration 14:16
In this episode, Peter Kang and Sei-Wook Kim tackle one of the most confusing aspects of agency financials: how to properly calculate profitability. They break down the critical difference between SDE (Seller's Discretionary Earnings) and EBITDA, explaining why these metrics can paint vastly different pictures of the same business.
Using concrete examples and spreadsheet walkthroughs, they demonstrate how owner salary calculations can dramatically impact reported profitability margins…sometimes swinging from 15% to 40% depending on how compensation is structured. This episode is essential for any agency owner who wants to understand their true financial performance and how acquirers evaluate businesses.
You'll learn why a "normalized" view of profitability matters, how replacement cost thinking changes valuation conversations, and why scale affects the relationship between owner compensation and overall margins.
Key Moments 1. Defining SDE vs. EBITDA and why the distinction matters for agency owners 2. Breaking down a sample P&L to show real-world profitability calculations 3. How owner salary manipulation can inflate or deflate EBITDA percentages 4. The "replacement cost" framework for normalizing owner compensation 5. Why these calculations become less volatile as agencies scale to $10M+ revenue 6. How Barrel Holdings adjusts for owner salary when evaluating acquisitions 7. The importance of understanding your true role and replacement value
Real Talk Takeaways 1. SDE includes owner compensation; EBITDA doesn't - know which metric you're using 2. Owner salary swings can create 10-20% margin differences in smaller agencies 3. Replacement cost thinking is key…what would you pay someone to do your job? 4. Scale reduces volatility - larger agencies see smaller percentage swings from owner comp 5. Normalize before you negotiate. Buyers will adjust your numbers anyway 6. 40% "profit" might actually be 25% EBITDA when properly calculated 7. Context matters. Highly involved owners need higher replacement cost estimates
Timestamps 00:00 – Welcome to Agency Habits 00:18 – Why profitability discussions often aren't apples-to-apples comparisons 00:44 – Defining SDE (Seller's Discretionary Earnings) vs. EBITDA 01:12 – The importance of understanding these different calculation methods 01:59 – Walking through concrete spreadsheet examples 02:11 – Sample P&L breakdown: $1M revenue agency with $500K COGS 02:35 – What constitutes COGS in an agency business 03:10 – SG&A expenses and how owner salary factors into calculations 03:56 – SDE calculation: adding back owner salary for 40% margin 04:26 – Why owners might take distributions instead of fixed salaries 05:18 – EBITDA scenarios: how different owner salaries create different margins 06:11 – The "too low" scenario: $65K salary inflating EBITDA to 33.5% 06:40 – The "too high" scenario: $250K salary depressing EBITDA to 15% 07:48 – How Barrel Holdings normalizes owner salary for fair comparisons 08:23 – The replacement cost framework for owner compensation 09:27 – Adjusting EBITDA calculations based on realistic replacement costs 10:38 – Why Barrel Holdings requires 15% EBITDA using their calculation method 11:22 – How these calculations change dramatically at scale 11:56 – $10M revenue example: why percentages converge at larger scale 12:57 – When owner salary becomes negligible in large, structured agencies 13:26 – The importance of understanding owner role and replacement cost 13:43 – Practical advice for agency owners on calculating true profitability
Notable Quotes "It's not always clear what they mean. Are they talking about their profit after paying them a market salary? Are they excluding their comp? Is that inflating their numbers?" "We're really thinking about what is the replacement cost of that person and making sure that's accurately reflected in the EBITDA." "Just because your SDE is 400K doesn't mean you're pocketing 400K because there is something to be paid to Uncle Sam."
Links & Resources Peter Kang on LinkedIn: https://www.linkedin.com/in/peterkang34/ Sei-Wook on LinkedIn: https://www.linkedin.com/in/seiwookkim/ AgencyHabits Website: https://www.agencyhabits.com/ AgencyHabits on LinkedIn: https://www.linkedin.com/company/agencyhabits/ Barrel Holdings Website: https://www.barrel-holdings.com/ Barrel Holdings LinkedIn: https://www.linkedin.com/company/barrel-holdings/
Our Approach to Agency Acquisitions: Valuation Drivers and Deal Breakers
Episode 2
Tuesday, July 15, 2025 • Duration 20:27
In this episode of Agency Habits, Peter Kang interviews Sei-Wook Kim on the inner workings of agency acquisitions and valuations at Barrel Holdings. They break down the exact criteria they use when evaluating whether to acquire an agency and explain the logic behind their valuation framework: what increases the price, what brings it down, and how seller goals shape the final deal.
If you're building an agency with the intention to sell (now or years from now), this episode will help you understand how experienced buyers actually think: what they're measuring, what red flags they catch fast, and what signals a business is built to last.
They also discuss the emotional side of selling, legacy, and the difference between cashing out and compounding long-term value.
Key Moments 1. Why Barrel Holdings pivots between building and buying agencies 2. The evolution of their acquisition criteria and "buy box" parameters 3. How specialization drives both defensibility and higher valuations 4. The critical importance of recurring revenue and client diversification 5. Why proprietary technology can actually hurt agency valuations 6. How seller motivations dramatically impact deal structure and pricing 7. The emotional side of agency sales and preserving legacy
Real Talk Takeaways 1. Recurring revenue and retention unlock higher multiples. 2. Agencies with clear positioning and playbooks stand out fast. 3. Client and lead source concentration are silent risks buyers notice immediately. 4. Founders who've stepped back (and trained successors) are more valuable. 5. Legacy matters. Some sellers will trade upside for story.
Timestamps 00:00 – Welcome to Agency Habits 00:33 – Why buy versus build? The acceleration advantage of acquisitions 02:08 – Inside Barrel Holdings' "buy box" criteria: $2-10M revenue, 15%+ EBITDA 03:23 – How deal size and structure constraints shape acquisition strategy 03:41 – The power of specialization: why niche agencies win 05:14 – Platform plays: riding the growth wave of Shopify and Webflow 05:31 – Top value drivers: what makes agencies worth more 06:44 – The importance of predictable, recurring revenue streams 07:10 – Revenue consistency vs. growth: why stable beats volatile 08:20 – Client concentration red flags: the 15-20% danger zone 09:30 – How agency reputation manifests in organic deal flow 10:08 – Business development diversification: avoiding single-source risk 10:49 – Team retention, margin efficiency, and operational excellence 12:17 – The nuance of employee retention: performance vs. loyalty 12:55 – What's less important: proprietary tech and unsustainable growth 15:44 – How seller goals affect valuation and deal structure 17:14 – Risk pricing: why seller involvement impacts multiples 18:05 – The emotional side: legacy, brand preservation, and life circumstances 20:03 – Wrapping up: the complexity beyond pure numbers
The Barrel Holdings Origin Story: Building a Portfolio of Agencies
Episode 1
Tuesday, July 15, 2025 • Duration 37:32
In this inaugural episode, Peter Kang and Sei-Wook Kim share the unfiltered origin story behind Barrel Holdings. From their humble beginnings building table-based websites in college to growing a multi-agency portfolio serving CPG brands, startups, and enterprise clients, this conversation charts nearly two decades of lessons in agency building, client service, and entrepreneurial evolution.
They walk us through key inflection points: like quitting Wall Street, bootstrapping through Craigslist hires, launching Barrel, and ultimately spinning off multiple high-performing specialized agencies.
You'll also get a behind-the-scenes look at their first acquisition and why they've committed to a long-term, compounding approach to holding company success.
Key Moments 1. How a student club and side hustle led to a full-time agency career 2. What triggered the shift from full-service to eComm & Shopify specialization 3. Why spinning off legacy clients into Vaulted Oak became a lightbulb moment 4. The strategic difference between launching vs. acquiring agencies 5. How handing off CEO roles created operational leverage and personal peace 6. Their investment thesis: small, durable, cash-flowing specialist agencies 7. Why "focus" is the most underrated agency growth strategy
Real Talk Takeaways 1. Cash flow is the new growth. The best agency is a durable one. 2. Don't cling to legacy clients, spin them off and build anew. 3. Leadership handoff works...if you prepare for it years in advance. 4. Platform plays (Shopify, Webflow) can be major growth engines. 5. A great operator is your biggest unlock post-acquisition.
Timestamps 00:00 – Welcome to Agency Habits 00:35 – How Peter & Wook started freelancing in college 02:40 – Quitting Lehman to go full-time with Barrel 05:00 – The iPad-era boom and scaling through partnerships 07:09 – Betting early on Shopify & selling themes 09:30 – Launching Vaulted Oak to support legacy clients 12:00 – Webflow's rise & the BX Studio playbook 16:41 – Spinning up Bolster and appointing Barrel's new CEO 21:00 – Their first acquisition: the story of Catalog 26:00 – Inside the Barrel Holdings portfolio strategy 35:00 – Why long-term cashflow matters more than quick exits 37:56 – Building community and future plans for Agency Habits
How We'd Generate Leads If We Started Our Agency Today
Episode 5
Tuesday, August 12, 2025 • Duration 24:21
In this episode, hosts Peter Kang and Sei-Wook Kim take listeners on a journey back to their agency's origins, sharing hard-won insights about building a business from scratch with limited connections and resources. They explore the strategies that helped them jumpstart Barrel 19 years ago, from leveraging personal networks to building lasting client relationships that compound over time.
The conversation covers everything from their early days doing pro bono work for nonprofits to developing systematic approaches for staying top-of-mind with past clients and building referral networks. They also discuss the importance of treating every client engagement, regardless of budget, as a premium experience that can lead to future opportunities.
Whether you're starting an agency from zero or looking to revitalize your lead generation, this episode offers actionable strategies for building sustainable business growth through relationships and consistent execution.
Key Moments
1. How accepting any paying work helped build their initial portfolio
2. Why treating free work like premium engagements pays dividends
3. Leveraging Korean-American nonprofits and Columbia connections for early opportunities
4. How Silicon Alley networking opened doors to new partnerships
5. Creating mutually beneficial relationships with complementary agencies
6. How one satisfied client can multiply into multiple referrals over time
7. The weekly habit that saved their business during a revenue shortfall
8. Why aligning with growing tech platforms like Shopify creates tailwinds
Real Talk Takeaways
1. Every client is a marketing investment. Deliver premium experiences regardless of budget size.
2. Relationships compound over decades...people you meet today may become major clients years later.
How Specialization Impacts Your Agency's Growth, Margins, and Valuation
Episode 4
Tuesday, August 5, 2025 • Duration 16:08
In this episode, Peter Kang and Sei-Wook Kim dive deep into agency specialization and how narrowing focus has become a key driver of growth across their Barrel Holdings portfolio. From the evolution of Barrel's journey from generalist to CPG eCommerce specialists, to the strategic positioning of BX Studio as Webflow experts, they share practical insights on when and how to specialize.
They explore the trade-offs between being a full-service generalist versus developing deep expertise in specific verticals or capabilities. The conversation covers real-world examples of how specialization leads to stronger client relationships, higher margins, and better valuations - while addressing the practical realities of when to take work outside your niche.
You'll get actionable frameworks for identifying specialization opportunities, plus book recommendations from industry thought leaders who've shaped their approach to positioning and expertise development.
Key Moments
1. Defining specialization vs. positioning: internal expertise vs. external messaging
2. The generalist trap: why being everything to everyone limits impact
3. Barrel's evolution from investment bank + nail salon clients to CPG eCommerce focus
4. How platform specialization (Shopify) created competitive advantage
6. BX Studio's Webflow expertise and potential hospitality vertical expansion
7. The business case for specialization: retention, pricing power, and margins
Real Talk Takeaways
1. Specialization builds trust. Clients choose agencies that have solved their exact problems before.
2. Pattern matching accelerates results. Deep expertise means faster problem-solving and better outcomes.
Why & How to Prune Your Client Roster for Agency Growth
Episode 8
Tuesday, September 2, 2025 • Duration 30:52
In this episode, hosts Peter Kang and Sei-Wook Kim dive into one of the most challenging but necessary decisions agency leaders face: when and how to let go of clients. As agencies grow, not every client remains a good fit. Peter and Sei-Wook break down the key factors to consider when evaluating your client roster, from strategic alignment and profitability to relationship quality and payment behavior.
They share real-world examples from their own experiences at Barrel, including how shifting their focus to Shopify-led projects meant parting ways with clients on other platforms. They also tackle tough topics like dealing with unprofitable accounts, managing difficult client relationships, and knowing when to walk away from a high-risk engagement.
Whether you're struggling with client concentration, operational overload, or simply want to build a more intentional client portfolio, this episode offers a practical framework for making proactive, strategic decisions that support long-term agency health.
Key Moments
1. Why "pruning" your client list is essential for sustainable growth.
2. How to assess strategic fit using your Ideal Client Profile (ICP).
3. When to prioritize profitability over revenue.
4. Evaluating account expansion potential vs. dead-end relationships.
5. The role of relationship quality and access to decision-makers.
6. Red flags in client payment behavior and how to respond.
7. Managing operational load and protecting team morale.
8. Weighing the marketing value of a client (case studies, brand credibility).
9. Understanding risk factors like client concentration and legal exposure.
10. Knowing when to bow out of a project, even after it's started.
10 Essential Habits for Running a Successful Agency
Episode 7
Tuesday, August 26, 2025 • Duration 30:57
In this episode, hosts Peter Kang and Sei-Wook Kim dive into the core habits that have driven their agencies' success over the years. From structured team reviews and client communications to proactive outreach and financial discipline, they break down 10 essential routines (plus a few bonus ones) that help agencies improve continuously, stay aligned, and grow sustainably.
Peter and Sei-Wook share personal stories and practical advice on implementing habits like After Action Reviews, weekly biz dev meetings, monthly newsletters, and quarterly business reviews. They also explore how these habits compound over time, strengthen culture, prevent problems, and unlock new opportunities.
Whether you're a solo operator or leading a team, this episode offers an actionable framework to build consistency, accountability, and resilience into your agency's DNA.
Key Moments
1. How After Action Reviews turn project learnings into process improvements.
2. Why weekly business development meetings keep the pipeline full and the team aligned.
3. The role of monthly all-hands meetings in celebrating wins and maintaining morale.
4. How consistent weekly outreach emails can lead to multi-million dollar opportunities.
5. Using monthly newsletters to stay top-of-mind with clients and partners.
6. The importance of weekly client account check-ins to anticipate issues and opportunities.
7. How Quarterly Business Reviews (QBRs) deepen client relationships and unlock growth.
8. Why "mining the bottom"—addressing underperformers—is crucial for culture.
9. The value of client feedback surveys in improving service and offering.
10. Setting and reviewing annual and quarterly goals to drive focused growth.
How Much Cash Should Your Agency Keep on Hand?
Episode 6
Tuesday, August 19, 2025 • Duration 24:17
In this episode, hosts Peter Kang and Sei-Wook Kim talk about the critical yet often overlooked topic of cashflow management for agencies. They share lessons on balancing profitability with liquidity, designing client contracts to align cash inflows with outflows, and determining the right amount of cash reserves to weather uncertainties.
From the pitfalls of 50/50 payment structures to the advantages of retainer-based models, Peter and Sei-Wook explore practical strategies to avoid cash crunches. They also discuss the emotional and financial challenges of using reserves to sustain operations during downturns, the role of insurance and credit lines as safety nets, and how centralized cashflow management works in a multi-agency portfolio.
Whether you're a solo founder or managing multiple agencies, this episode offers actionable insights to build a financially resilient business.
Key Moments
1. Why a profitable P&L doesn't always mean money in the bank.
2. How lumpy payment structures can create cashflow nightmares.
3. Shifting to frequent, project-aligned invoicing to smooth cashflow.
5. How much cash to hold (1–6 months of expenses) and when to distribute profits.
6. The risks of over-relying on cash buffers to delay tough decisions.
7. Building granular cashflow projections to avoid insolvency.
8. Centralized finance strategies for portfolio businesses.
9. Insurance, credit lines, and owner investments as backup plans.
Real Talk Takeaways
1. Profit isn't equal to Cash. Accrual accounting masks timing mismatches between revenue and actual payments.
2. Design payments like payroll…invoice frequently to mirror when work is done, not when projects end.
A Lightweight Agency Partnerships Program That Actually Works
Episode 12
Wednesday, October 1, 2025 • Duration 20:30
In this episode, hosts Peter Kang and Sei-Wook Kim dive into the practicalities of building a partnerships program for resource-constrained agencies. They argue that you don't need a dedicated partnerships team to start seeing significant benefits from strategic alliances.
Peter and Sei-Wook outline a step-by-step, lightweight approach to identifying the right partners, from complementary agencies and tech platforms to fractional consultants. They explain how to build genuine relationships, properly vet potential partners to protect your reputation, and set up simple systems for tracking and incentives. The conversation also covers the critical mindset shift required, which is focusing on giving value first to build "relationship capital" rather than just chasing referral commissions.
If you've considered partnerships but feel overwhelmed by the complexity, this episode provides a clear, actionable framework to start small, stay consistent, and build a powerful network that drives high-quality leads and strengthens your agency's ecosystem.
Key Moments
1. Defining agency partnerships: The different types of partners and why they matter.
2. The case for a lightweight approach: How to start a partnerships motion without a dedicated lead.
3. Step one: How to strategically select your first 5-10 target partners.
4. Building real relationships: The importance of consistent touchpoints and going deep with a few.
5. Protecting your reputation: How to properly vet agency partners before making referrals.
6. Incentives simplified: A standard model for referral commissions and why trust matters more than money.
7. The "give first" principle: Why sending leads to others is the surest way to become top-of-mind.
Real Talk Takeaways
1. Start small. Focus on building deep relationships with 5-10 key partners rather than managing a huge, shallow list.
Key Metrics for Agencies: What to Track for Better Decisions
Episode 11
Friday, September 26, 2025 • Duration 20:20
In this episode, hosts Peter Kang and Sei-Wook Kim cut through the noise of data overload to share the essential metrics every agency should track. Moving beyond fancy dashboards, they break down the handful of key performance indicators (KPIs) that truly drive informed decision-making at their portfolio agencies under Barrel Holdings.
Peter and Sei-Wook explain the critical difference between lag measures (reporting on the past) and lead measures (predicting the future), providing a clear framework for both. They dive deep into core financial metrics like revenue mix, gross margin, and EBITDA, and operational essentials like utilization and pipeline health. They also share practical advice on avoiding common pitfalls, like making hasty decisions based on unverified forecast data or tracking too many meaningless numbers.
Whether you're drowning in spreadsheets or flying blind, this episode offers a pragmatic, battle-tested approach to measuring what matters, so you can focus on growing a healthier, more profitable agency.
Key Moments
1. Why less is more: The danger of tracking everything and the power of a simplified dashboard.
2. Lag vs. Lead: Understanding the difference between historical reports and future forecasts.
3. Revenue 101: Why breaking down revenue into recurring vs. project and new vs. existing clients is crucial.
4. Gross Margin as a health check: What it says about your pricing and operational efficiency.
5. The story behind EBITDA: How to interpret SG&A costs and strategic investments.
6. Utilization deep dive: Why targets vary by role and how to forecast future capacity.
7. The art of the pipeline: Tracking leads, proposals, win rates, and converting it into a weighted revenue forecast.
8. Secondary metrics worth a glance: Accounts receivable aging, client concentration, and net revenue retention.
9. The human side: Why employee satisfaction and retention are leading indicators of business health.
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Notable Quotes "Consistency helps give us the confidence that future years will look like the past years." "Specialization isn't just for SEO, it's your valuation strategy." "High revenue with low margin? That's not scale, it's a red flag." "Legacy isn't soft. It shapes how sellers price the future." "The emotional story behind the numbers tells us more than the deck ever will."
Links & Resources Peter Kang on LinkedIn: https://www.linkedin.com/in/peterkang34/ Sei-Wook on LinkedIn: https://www.linkedin.com/in/seiwookkim/ AgencyHabits Website: https://www.agencyhabits.com/ AgencyHabits on LinkedIn: https://www.linkedin.com/company/agencyhabits/ Barrel Holdings Website: https://www.barrel-holdings.com/ Barrel Holdings LinkedIn: https://www.linkedin.com/company/barrel-holdings/
Notable Quotes "The power of focus became crystal clear the moment we handed off CEO to someone who could give 100%." "We weren't tired or burnt out after 18 years. We wanted to go deeper." "If the structure is right, the business runs better. Period."
29:26 – When to walk away from an oversold project
30:41 – Wrap-up: Making proactive decisions for growth
Notable Quotes
"They are the people that are paying you now and are supporting your business, but that doesn't mean they're the right fit for the next phase of your growth."
"Agencies are not banks. We're not here to lend unlimited credit to our clients."
"If you don't make the decision, it could cause burnout turnover. If you do make a quick decision, you can build a lot of trust."
"Not every client needs to be a case study, but every client should align with your values and operational sanity."
"Sometimes it's better to bow out and take the hit immediately versus a much bigger problem down the road."
2. Your reputation is on the line with every referral. Vet partners through small projects or client feedback before going all-in.
3. A standard, simple commission structure (like 10% of collected revenue for 12 months) keeps administration lightweight.
4. Track partnerships with simple tools like spreadsheets; you don't need complex software to get started.
5. The goal is a two-way street. You can't just ask for leads; you must actively send opportunities to your partners.
6. Keep your team in the loop. Visibility into partnerships ensures everyone can leverage these relationships in client work.
7. Success isn't just leads received; track the leads you send out, as this builds relationship capital for the future.
Timestamps
00:00 – Intro: The value of a lightweight partnerships program
01:05 – What types of partners should an agency consider?
02:00 – The first step: Defining and prioritizing a shortlist of partners
03:26 – Going deep: Building real relationships with key people
04:35 – Maintaining visibility: Cadence, events, and keeping your team informed
07:05 – The critical importance of vetting agency partners
08:21 – When partnerships go wrong: Protecting your reputation
09:42 – Incentives and commissions: Keeping the structure simple
12:32 – Tracking partnerships and measuring success
14:47 – The "give first" principle: Why sending leads is crucial
15:46 – How to manage partner capacity and have backups
16:36 – Key metrics to track for a partnerships program
18:19 – Unlocking the next level: What a mature program looks like
19:52 – Actionable first steps: Your targeted partner list and one-pager
Notable Quotes
"Start out defining who the partners could be... it doesn't need to be a huge list. Just thinking about the few, maybe five to 10 partners that are in your ecosystem." — Sei Wook Kim on starting with focus.
"You are putting your reputation on the line by recommending somebody, so it's not something to take lightly... no amount of money makes it worthwhile to jeopardize your reputation in this way." — Peter Kang on the stakes of vetting partners.
" Go deep, really understand the people at these partners. Spend time too, so that they understand what you do and how you can help them, and how they can help you." — Sei Wook Kim on building relationships one at a time.
" You can't just go around and be like, 'Hey, I'll pay you 10%, 15% if you give us a lead and then sign a bunch of those and then expect the leads to flow in.' It never quite works that way." — Peter Kang on mistakes of tracking leads.
03:24 – Lag Measure #3: EBITDA (Understanding SG&A and strategic investments)
04:17 – Lag Measure #4: Utilization (Targets by role and discipline)
05:24 – What is a "good" utilization rate? (Spoiler: It depends)
05:40 – Shifting to Lead Measures: Forecasting the future
05:48 – Lead Measure #1: Forecasted Utilization (Avoiding capacity cliffs)
06:48 – The critical step: Verifying forecast data with your team before acting
07:23 – Why you must look beyond the next two weeks in your forecast
08:27 – Lead Measure #2: Pipeline (Leads, proposals, win rates, and value)
09:33 – The importance of tracking new work from existing clients
10:12 – How to build a "Weighted Pipeline" to forecast committed revenue
11:33 – The critical difference between bookings and recognized revenue
12:46 – How a signed mega-deal can still leave you in a cash flow drought
13:00 – How pipeline forecasts impact hiring decisions and gross margins
13:47 – Secondary Metrics: The supporting cast of data
14:04 – Accounts Receivable Aging: The cash flow reality check
14:28 – Client Concentration: Measuring your biggest risk
14:50 – Net Revenue Retention: The ultimate test of client growth
15:56 – Why employee satisfaction and retention are business health metrics
17:12 – Project & Client Profitability: Learning from past engagements
18:13 – The final word: If you don't act on it, don't track it
18:39 – The "wallpaper" test for metrics
19:33 – Finding the right cadence for each metric (weekly, monthly, quarterly)
19:52 – Wrap-up: Metrics inform judgment, they don't replace it
Notable Quotes
"It's very easy to go overboard, just start tracking everything you can... there's actually benefit to having less." – Peter Kang on simplifying your dashboard.
"Metrics can be lag measures... reporting on what happened in the past versus lead measures, which you're trying to project the future." – Sei Wook Kim on the two types of data.
"Gross margin... reflects how profitable are the projects that we're running. It speaks to operational efficiency." – Peter Kang on the story behind the number.
"Any of these things... it's making sure the data is correct before making any decisions on it." – Sei Wook Kim on the danger of unverified forecasts.
"A signed contract for a $500k project sounds great, but if it doesn't start for months, you still might be in a drought and be in trouble." – Peter Kang on the difference between bookings and cash flow.
"Metrics are... it shouldn't replace judgment. You have to look at this and decide is it telling you the right thing." – Sei Wook Kim on the role of leadership in interpreting data.
