For businesses with lumpy, project-based sales, sales predictability is the number one cause of founder stress. You might be focused on new deals coming in, but often the most reliable way to stabilize your forecast is to look at the work you already have under contract.

The Current-to-Contract (C2C) Method

Step 1 — Calculate your backlog. Total the value of all signed client contracts that haven’t been fully billed yet. This is your secured future revenue.

Step 2 — Define your draw-down rate. Based on historical data, how quickly do you typically deliver and bill that backlog each month? If you have $500K in backlog and usually bill $100K a month, your rate is 20%.

Step 3 — Forecast. For the next 3–4 months, project that monthly draw-down amount. This is your Revenue Floor — the number you will hit, even if you close zero new deals.

This simple shift changes the conversation from “how much do we hope to close?” to “how quickly can we execute on the work we already won?” It gives you a reliable baseline you can count on for hiring and spending decisions.

Try the free C2C Revenue Floor Calculator at righthandcfo.com/c2c-calculator to see your revenue floor instantly.

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