Plain-language questions
Ask for realisation rate per month, customer or product in the SQL Explorer with AI. The AI writes the SQL, you see the query and run it yourself; the AI only receives metadata.
KPI · Projects and time
Realisation rate: formula and example.
Realisation rate is the percentage of the value of billable hours, at standard rates, that is actually invoiced. You divide the invoiced amount by the value of the billable hours logged. It shows how much revenue leaks away through discounts, write-offs and overruns on fixed-price work.
Realisation rate formula
Invoiced amount ÷ (billable hours × standard rate) × 100%
Worked example
In September 2026 Acme Groothandel's installation team logged 1,260 billable hours, worth €119,700 at standard rates. €107,730 was invoiced. The realisation rate is €107,730 ÷ €119,700 × 100% = 90.0%.
Fictitious figures for Acme Groothandel, a sample wholesaler.
How to read this KPI
A higher rate means more of the logged work actually gets paid for. A low rate points to tight quotes, scope that grows unnoticed, discounts or hours clients do not accept. Look at it per project, client and project manager, and read it with billable utilisation: lots of billable hours at a low realisation rate earn little.
Pitfalls with realisation rate
- Comparing invoices and hours from different periods, when there are often weeks between work and invoice.
- Treating work in progress that has yet to be invoiced as lost revenue.
- Mixing two definitions: invoiced value against time value, or invoiced hours against worked hours.
SQL & DAX
Calculating realisation rate in SQL and DAX
Two examples on a fictitious data warehouse for Acme Groothandel: a PostgreSQL query and a measure for a Power BI model. Adjust table and column names to your own model.
SELECT date_trunc('month', entry_date)::date AS month,
SUM(hours * hourly_rate) FILTER (WHERE billable) AS value_at_standard_rate,
SUM(invoiced_amount) AS invoiced,
ROUND(100.0 * SUM(invoiced_amount)
/ NULLIF(SUM(hours * hourly_rate) FILTER (WHERE billable), 0), 1) AS realisation_pct
FROM time_entries
GROUP BY 1
ORDER BY 1;Value at Standard Rate = SUMX ( FILTER ( TimeEntries, TimeEntries[Billable] = TRUE () ), TimeEntries[Hours] * TimeEntries[HourlyRate] )
Realisation % = DIVIDE ( SUM ( TimeEntries[InvoicedAmount] ), [Value at Standard Rate] )In ENABLE
Tracking this KPI in ENABLE
In your Power BI dashboard
Define the KPI as a measure in your Power BI model and show it in the portal, with "Last refreshed" next to it. Access profiles and optional row-level security decide who sees which figures.
Custom dashboards (pilot)
Add the KPI as a tile to a custom dashboard, compared with last year. The Dashboard Builder is a pilot and can be switched on per client.
Monthly targets
With the built-in Targets app you set a target for the KPI per month, so you see actuals and target side by side.
FAQ
Frequently asked questions
How do you calculate realisation rate?
Divide the invoiced amount by the value of billable hours at standard rates and multiply by 100%. Use hours and invoices that relate to the same work, for example per completed project. That avoids distortion from the gap between work and invoice.
What is the difference between utilisation and realisation?
Utilisation measures how much of the available time is billable. Realisation measures how much of that billable time is eventually invoiced. Together they determine how much revenue you get from your capacity.
Why is my realisation rate low?
Common causes are fixed prices that were budgeted too tightly, extra work that is not charged, discounts and written-off hours. Look per project to see where the gap arises. The cause often lies in the quote or in how scope is managed.
Further reading
- KPI libraryProject and time KPIs: formulas and examplesProject KPIs show whether hours are billable, budgets hold and projects finish on time. The data comes from your time tracking and project tools, linked to invoices from your accounting system.Read more
- ResourcesHow to build a KPI dashboard: steps and examplesA KPI dashboard is an overview of the key figures you use to steer towards your goals, such as revenue, margin, on-time delivery or absenteeism. A good KPI dashboard does not start with the software, but with the decisions it needs to support. You then choose a limited number of KPIs, define them, sketch the dashboard and only then build it.Read more
- SolutionPower BI dashboard portal: share dashboards securelyShare your Power BI dashboards securely in your own portal, with role-based access.Read more
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