Spend Per Job Won
Cost per job won is what a source of work costs you, divided by the jobs it won. Count money and hours. A source with many enquiries and few wins can cost more than a quiet one.
What it means
Money spent on a source is only half the cost. The hours you spend chasing its enquiries count too. Price them at your own target rate and add them to the money. Then divide by jobs won. Do not divide by enquiries. A source with ten enquiries and one win costs far more per job than the enquiry count suggests.
Rank every source by this one number. It turns "I think the listing works" into a decision. Keep the cheapest source alive on purpose. Test anything new against a stop date and a number that ends the test.
A paid listing costs $40 a month and two hours of your time chasing its enquiries. This month it wins one job worth $600 out of eight enquiries. At a $30 target rate, that is $100 in and one job won. The cost per job won is $100, whatever the eight enquiries looked like on their own.
Judging a source by its enquiry count or its monthly bill. Use the cost per job it won.
See also
Where this shows up
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