The Role-by-Role Utilization Map

Four green bars show how much of each role's time should be paid client work: production staff highest at 75–85%, then project managers, then senior leads, and founders lowest at 30–50%. A red shaded band marks the single one-size target of 70–80% that many firms apply to everybody. A note points out that at healthy agencies, founders do paid work only about a third of their time. The right amount of paid work is different for each role, so holding a director to a producer's number breaks the business either way.