Attribute · Quantity
Money
An amount with a currency, and where relevant a period it applies to.
The type
What it is
Money is the most compared attribute in any organisation and the one most often compared wrongly, because currency, period and whether the figure is gross or net are left implicit.
Carrying those with the number is what makes the comparison safe.
How it is recorded
Amount, currency code, and the basis — annual, monthly, one-off, gross or net.
Examples
- 4,000,000 DKK over three years
- 85,000 EUR annual
- 12,500 GBP one-off
The usual mistake
Mixing gross and net in the same column. It is invisible until someone acts on the total.
Shared across the framework
Where this type is used
220 places in the framework carry this type. Each names it locally; the definition stays here.
Goal Core14 places
- Value thresholdPurpose · Alignment · Decision gates · ThresholdsThe commitment size above which the gate applies.
- CommitmentPurpose · Integrity · The evidence audit · The decisionsThe size of what was committed, where it can be quantified.
- BudgetLong term goals · Growth horizons · The allocation · The sharesThe financial share for this horizon.
- AmountLong term goals · Growth horizons · The allocation · The reallocationsWhat was moved.
- ValueLong term goals · Direction of growth · The growth split · The quadrantsWhat that share represents in absolute terms.
- First commitmentLong term goals · Direction of growth · The risk rating · The stagingWhat is committed before the first decision point.
- CostLong term goals · Direction of growth · The learning list · The methodWhat answering it is expected to cost.
- Spending authorityTactical goals · Ownership · The ownership record · The authorityWhat they can commit without approval.
- InternalTactical goals · Resourcing · The resource estimate · The costThe cost of the effort in people terms.
- ExternalTactical goals · Resourcing · The resource estimate · The costWhat has to be bought or contracted.
- ApprovedTactical goals · Resourcing · The funding decision · The releaseWhat was signed off.
- ReleasedTactical goals · Resourcing · The funding decision · The releaseWhat was actually made available.
- Estimated forgoneStrategic goals · Trade-offs · The exclusion list · The costWhat the exclusion costs, where it can be quantified.
- CostPurpose · Core values · The price paid · The costWhat it cost, where it can be quantified.
Business Core81 places
- Estimated costHR · Workforce planning · The gap analysis · The responseComparable costing is what stops the fastest route being chosen by default.
- Indicated valueValue Proposition · Customer jobs and pains · The gain list · The willingnessWhat the gain appears to be worth, held with the evidence type that produced it.
- Cost to provideValue Proposition · The offer · The offer inventory · The included elementsWhat it costs you, which is what reveals the elements given away unpriced.
- Cost to provideValue Proposition · The offer · The unmatched list · The unused elementsWhat the unmatched element costs, which is the size of the question.
- Cost to closeValue Proposition · Proof · The gaps · The gapSome gaps close for very little and remain open only because nobody costed them.
- Annual valueMonetisation · Revenue model · The stream map · The streamsSize, which is what determines whether it deserves any management attention.
- PriceMonetisation · Pricing · The price list · The pricesThe list value, with its currency, which is what everything else is measured against.
- Estimated valueMonetisation · Pricing · The value basis · The value estimateWhat it is worth to them, in their units, held as a range.
- Reference valueMonetisation · Pricing · The value basis · The reference pointWhat that comparison costs them, which frames how your price reads.
- CeilingMonetisation · Pricing · The value basis · The ceilingWhere buying stops, which is usually below the value estimate.
- Value receivedMonetisation · Pricing · The discount policy · The exchangeWhat the exchange is worth, so the trade can be judged rather than assumed.
- CostMonetisation · Margin structure · The cost to serve model · The direct costsThe amount, per period or per unit delivered.
- ContributionMonetisation · Margin structure · The contribution analysis · The contributionThe absolute amount, which is what actually funds the organisation.
- Tail costMonetisation · Margin structure · The contribution analysis · The distributionWhat the loss-making tail costs in total, before deciding anything about it.
- Expected effectMonetisation · Margin structure · The contribution analysis · The responseWhat the response is expected to be worth, so it can be checked.
- AmountMonetisation · Margin structure · The scale model · The cost splitThe size of the cost at current volume.
- Step sizeMonetisation · Margin structure · The scale model · The step pointsWhat the step costs when it arrives.
- AmountMonetisation · Revenue quality · The revenue split · The categoriesValue in the period, per category.
- Committed valueMonetisation · Revenue quality · The revenue split · The commitment horizonWhat is actually contracted forward rather than expected.
- Loss impactMonetisation · Revenue quality · The concentration measure · The customer concentrationWhat would actually be lost, net of costs that would also disappear.
- Expansion valueMonetisation · Revenue quality · The retention record · The expansionWhat existing customers added in the period.
- Value lostMonetisation · Revenue quality · The retention record · The loss reasonsWhat the departure was worth, so reasons can be weighted rather than counted.
- Full costCore Competencies · Building · The route decision · The optionsIncluding integration, management and the cost of getting it wrong.
- Cost of displacementCore Competencies · Building · The build plan · The displacementWhat giving it up costs, which is part of the build cost.
- CostCore Competencies · Protecting · The embedding record · The embedding workWhat it took, which is what makes the investment visible when it is later questioned.
- Replacement costBusiness Assets · Asset register · The intangible schedule · The replacement costWhat rebuilding would cost, which is the practical valuation.
- Renewal costBusiness Assets · Intellectual property · The IP schedule · The renewalsWhat it costs, so renewal decisions can be made deliberately.
- Cost per periodBusiness Assets · Utilisation · The idle list · The carrying costWhat it consumes while idle.
- Capital tied upBusiness Assets · Utilisation · The idle list · The carrying costWhat could be released, which is a separate and often larger figure.
- Purchase priceBusiness Assets · Lifecycle · The lifecycle cost model · The acquisition costThe visible number, which is the starting point rather than the answer.
- ImplementationBusiness Assets · Lifecycle · The lifecycle cost model · The acquisition costInstallation, configuration, integration and initial training.
- Annual running costBusiness Assets · Lifecycle · The lifecycle cost model · The running costWhat it consumes per year in service.
- Disposal costBusiness Assets · Lifecycle · The lifecycle cost model · The end costWhat ending it costs, including migration and decommissioning.
- Residual valueBusiness Assets · Lifecycle · The lifecycle cost model · The end costWhat is recovered, which is frequently nothing.
- BudgetedBusiness Assets · Lifecycle · The replacement schedule · The planWhat is set aside, which is what distinguishes a plan from an intention.
- Annual costOperational Systems · Tooling · The tool inventory · The costLicence and subscription cost per year.
- CostPartners · Partner selection · The partnership case · The alternativesWhat it would take, costed to a comparable standard.
- PricePartners · The agreement · The commercial terms · The pricing basisThe amount and the currency.
- At what pricePartners · The agreement · The exit terms · The transitionAgreed in advance, since it is unnegotiable once the relationship is ending.
- Paid in periodPartners · Value review · The full cost · The direct costTotal actually paid, including variations.
- Against expectationPartners · Value review · The full cost · The direct costWhat was budgeted, which shows drift.
- Estimated valuePartners · Value review · The full cost · The management costA rough cost, which is better than the implicit zero.
- Switching costPartners · Value review · The full cost · The switching costWhat leaving would cost.
- CostPartners · Value review · The decision · The optionsWhat each would involve.
- AmountFinance · Budgeting · The budget · The linesThe allocation for the period.
- Approval limitFinance · Budgeting · The budget · The ownerAbove which a further approval is required.
- Absolute changeFinance · Budgeting · The strategy check · The movementThe amount, since percentages on small lines mislead.
- SizeFinance · Budgeting · The strategy check · The mismatchesHow much is involved.
- VarianceFinance · Budgeting · The variance record · The varianceThe amount, favourable or adverse.
- Forecast valueFinance · Forecasting · The forecast · The estimateThe expected figure, as a range where uncertainty warrants it.
- Financial outcomeFinance · Forecasting · The scenario set · The scenariosWhat the numbers look like under it.
- ForecastFinance · Forecasting · The accuracy record · The comparisonWhat was predicted, as recorded at the time.
- ActualFinance · Forecasting · The accuracy record · The comparisonWhat happened.
- AmountFinance · Cash flow · The cash forecast · The inflowsExpected receipt.
- AmountFinance · Cash flow · The cash forecast · The outflowsExpected payment.
- Closing balanceFinance · Cash flow · The cash forecast · The balanceProjected position at the end of each week.
- Minimum across horizonFinance · Cash flow · The cash forecast · The balanceThe lowest point, which is the number that matters.
- Action thresholdFinance · Cash flow · The cash forecast · The balanceThe level that triggers a response, set above zero.
- Tied upFinance · Cash flow · The conversion cycle · The receivable daysThe cash held in receivables.
- Value heldFinance · Cash flow · The conversion cycle · The inventory daysCash tied up in stock or unbilled work.
- Net burnFinance · Cash flow · The runway · The burnCash consumed per period, net of receipts.
- AvailableFinance · Cash flow · The runway · The available cashWhat can genuinely be spent.
- RestrictedFinance · Cash flow · The runway · The available cashWhat appears as cash but cannot be used.
- Materiality thresholdFinance · Financial reporting · The commentary · The explanationsWhat qualifies for explanation, set in advance.
- Price basisSupply Chain · Sourcing · The supplier list · The termsWhat is charged and on what basis.
- Unit priceSupply Chain · Sourcing · The total cost comparison · The priceThe headline figure.
- Cost per defectSupply Chain · Sourcing · The total cost comparison · The quality costWhat a defect costs downstream, which is where the real difference sits.
- Inventory costSupply Chain · Sourcing · The total cost comparison · The lead time costWhat holding cover for this lead time costs.
- Switching costSupply Chain · Sourcing · The concentration position · The switching costWhat moving would cost.
- Fixed costSupply Chain · Logistics · The network · The nodesWhat it costs to exist, before any volume passes through.
- CostSupply Chain · Logistics · The cost per movement · The freight costWhat is paid for the leg.
- Cost per unitSupply Chain · Logistics · The cost per movement · The handling costWhat handling costs per unit at this node.
- Cost per deliverySupply Chain · Logistics · The cost per movement · The last mileWhat the final leg costs.
- ValueSupply Chain · Inventory · The stock position · The valuationWhat it is carried at.
- Write-downSupply Chain · Inventory · The stock position · The valuationWhat has been written off, which should be visible rather than absorbed.
- Stockout costSupply Chain · Inventory · The reorder rules · The service levelWhat running out actually costs, which is what justifies the level.
- Value in bandSupply Chain · Inventory · The ageing report · The age bandsWhat is tied up at this age.
- RecoverySupply Chain · Inventory · The ageing report · The dispositionWhat would be recovered, which is usually more than expected early and less later.
- CostSupply Chain · Resilience · The failure points · The impactWhat the interruption would cost, which sizes the mitigation worth doing.
- CostManufacturing Operations · Capacity planning · The capacity decision · The optionsWhat it costs per unit of added capacity.
- Failure costManufacturing Operations · Maintenance · The maintenance regime · The consequenceWhat an unplanned failure would cost.
Brand Core20 places
- Standing costBrand promise · Deliverability · The cost to keep · The standing costWhat is spent per period to be able to keep the promise.
- Cost per occasionBrand promise · Deliverability · The cost to keep · The marginal costWhat one invocation costs.
- Cost to strengthenBrand promise · Deliverability · The breaking point · The failure stepWhat it would take to move the breaking point, which is often small.
- ValueBrand promise · Keeping it · The recovery · The responseWhat it costs, where it has one.
- LimitBrand promise · Keeping it · The recovery · The authorityUp to what value, set high enough to cover the ordinary case.
- Cost to closeBrand Positioning · Points of difference · The parity points · The blockersWhat fixing it would take, which is usually less than expected.
- Direct costBrand Positioning · The positioning statement · The version record · The costWhat re-establishing the position required.
- Annual costBrand Positioning · Brand architecture · The portfolio map · The costWhat maintaining the name costs.
- Annual costBrand Positioning · Brand architecture · The case per brand · The net positionWhat the brand costs to maintain.
- Attributable returnBrand Positioning · Brand architecture · The case per brand · The net positionDemand that would not exist under the master brand.
- Transition costBrand Positioning · Brand architecture · The case per brand · The decisionWhat the change would cost, including lost recognition.
- PremiumBrand Value · Valuation · The price premium · The premiumThe absolute price difference, on realised price.
- Annual premium valueBrand Value · Valuation · The price premium · The implicationPremium multiplied by volume, as a floor on brand value.
- ValuationBrand Value · Valuation · The valuation · The figureThe figure, with its range.
- Carrying valueBrand Value · Valuation · The valuation · The accounting positionWhat it is carried at, where it is recognised.
- Value of closingBrand Perception · The identity–image gap · The priority gaps · The valueWhat the behaviour change would be worth.
- Cost per responseBrand Perception · Segment differences · The segments · The reachabilityWhat reaching them costs, which explains sample composition.
- CommittedBrand Perception · Shifting perception · The horizon · The commitmentWhat was set aside for the duration.
- Replacement costBrand Narrative · Evolution · The continuity cost · The accumulatedRough cost of rebuilding equivalent recognition.
- Direct costBrand Narrative · Evolution · The continuity cost · The direct costWhat execution would cost.
Vision Core4 places
- Estimated costVision Statement · What it rules out · The exclusions · The costWhat the excluded opportunities would have been worth.
- ValueVision Statement · What it rules out · The decisions settled · The declinedWhat it would have been worth, where that can be estimated.
- RevenueMission Statement · Scope · The revenue check · The breakdownValue from this activity or group.
- Value outsideMission Statement · Scope · The revenue check · The outside scopeRevenue from work the scope excludes.
Market Core49 places
- PriceMarket Opportunities · Sizing · The build-up · The priceRealised price per purchase.
- Total marketMarket Opportunities · Sizing · The three sizes · The totalEverything spent on this need.
- Serviceable marketMarket Opportunities · Sizing · The three sizes · The serviceableThe reachable and servable portion.
- Obtainable marketMarket Opportunities · Sizing · The three sizes · The obtainableWhat could realistically be won.
- Cost to closeMarket Opportunities · Opportunity assessment · The fit · The gap costWhat building or buying the capability would take.
- Expected valueMarket Opportunities · The shortlist · The pursued · The opportunityThe obtainable figure it was approved on.
- ValueCompetitors · The competitor set · The share of losses · The outcomeWhat the opportunity was worth.
- Cost of separate treatmentTarget Audience · Segmentation · The consequence test · The costWhat distinguishing this segment costs.
- Incremental valueTarget Audience · Segmentation · The consequence test · The costWhat the distinct treatment produces.
- Budget authorityTarget Audience · The profile · The situation · The constraintsWhat they can approve without asking.
- Annual spendTarget Audience · Segment value · The lifetime value · The spendWhat a typical customer spends per year.
- Lifetime valueTarget Audience · Segment value · The lifetime value · The valueThe resulting figure, on contribution.
- On revenue basisTarget Audience · Segment value · The lifetime value · The valueThe revenue figure, held alongside so the difference is visible.
- Direct spendTarget Audience · Segment value · The acquisition cost · The direct costMarketing and sales cost per acquisition.
- Cost of that timeTarget Audience · Segment value · The acquisition cost · The time costWhat the effort is worth.
- Cost of lossesTarget Audience · Segment value · The acquisition cost · The loss costEffort spent on opportunities that did not close, per win.
- Fully loaded costTarget Audience · Segment value · The acquisition cost · The loss costThe total, which is the figure that should be used.
- Short-term costTarget Audience · Segment value · The ranking · The reallocationWhat the shift costs before it pays.
- Cost to be presentTarget Audience · Where they are · The places · The uncontestedWhat appearing there would take.
- Cost per thousandTarget Audience · Where they are · The cost to reach · The priceNominal cost of reach in this place.
- Effective costTarget Audience · Where they are · The cost to reach · The priceCost per relevant contact, after relevance.
- Cost to acquire hereTarget Audience · Where they are · The cost to reach · The comparisonReach cost divided by expected conversion.
- Segment valueTarget Audience · Where they are · The cost to reach · The comparisonWhat a customer from this segment is worth.
- Value lostCustomer Journey · Drop-off · The losses · The volumeWhat those opportunities were worth.
- Value at stakeCustomer Journey · Drop-off · The losses · The largestWhat a few points of improvement would be worth.
- Budget movedCustomer Journey · Attribution · The holdout · The actionWhat changed as a result.
- Annual spendMarketing Channels · Channel selection · The channel list · The channelsWhat it costs per year.
- AmountMarketing Channels · Channel selection · The experiment · The allocationThe absolute figure.
- SpendMarketing Channels · Channel selection · The experiment · The testsEnough to produce a readable result.
- Media spendMarketing Channels · Channel economics · The loaded cost · The mediaWhat is paid for placement.
- Production costMarketing Channels · Channel economics · The loaded cost · The productionWhat making the material costs.
- Estimated valueMarketing Channels · Channel economics · The loaded cost · The managementWhat that time is worth.
- Cash consumedMarketing Channels · Channel economics · The payback · The cash effectWhat growth through this channel costs in working capital.
- Budget movedMarketing Channels · Testing and incrementality · The decision · The action takenHow much was reallocated.
- CostContent Type · The formats · The producers · The externalWhat the external production costs.
- Cost per periodContent Type · Job per format · The jobless · The costWhat it costs to keep producing.
- CostContent Type · Production · The constraint · The reliefWhat it would take, which is usually little.
- Cost per pieceContent Type · Production · The cost per format · The costFully loaded production cost.
- Cost per useful yearContent Type · Reuse and lifespan · The lifespan · The budget implicationProduction cost divided by useful life.
- CostContent Calendar · Capacity · The constraint · The relief optionsWhat it would take financially, usually little.
- RevenueSales Channels · Route to market · The routes · The volumeWhat the route carries in value.
- Annual costSales Channels · Route to market · The trade · The marginWhat the margin share amounts to in total.
- Price floorSales Channels · Channel conflict · The mechanism · The price disciplineThe minimum price across routes.
- Customer priceSales Channels · Enablement · The essentials · The commercialsWhat the customer pays.
- Gross revenueSales Channels · Channel performance · The contribution · The netWhat the route carries.
- Net contributionSales Channels · Channel performance · The contribution · The netWhat remains after margin share and direct cost.
- Support cost per customerSales Channels · Channel performance · The contribution · The cost to serveWhat serving them costs.
- Estimated valueSales Channels · Channel performance · The management cost · The timeWhat that attention is worth.
- Contribution per management hourSales Channels · Channel performance · The management cost · The ratioWhat the route returns per hour of attention.
Data Core3 places
- CostPerformance Analysis · Method · The limits · The alternativeWhat it would take to do properly.
- Cost to implementPerformance Analysis · Acting on it · The recommendation · The costWhat acting would take.
- Expected valuePerformance Analysis · Acting on it · The recommendation · The costWhat the change should be worth.
Omni Core31 places
- Cost to changeCustomer Journey Mapping · Moments that matter · The peaks · The priorityWhat addressing it would take.
- Estimated valueCustomer Journey Mapping · Moments that matter · The priorities · The valueWhat improving it would be worth.
- CostCustomer Journey Mapping · Channel handovers · The context loss · The remedyWhat the remedy would take.
- Organisational costCustomer Feedback · Reading the signal · The weighting · The severityWhat it costs when it occurs.
- Cost per repeatCustomer Support · Resolution · The repeat rate · The costWhat a second contact costs to handle.
- Annual costCustomer Support · Resolution · The repeat rate · The costWhat repeats cost in total.
- ValueCustomer Support · Self-service and knowledge · The deflection · The valueWhat that saves.
- Maintenance costCustomer Support · Self-service and knowledge · The deflection · The valueWhat keeping the content current costs.
- Value if achievedUI and UX Optimization · Testing changes · The measure · The effect sizeWhat the improvement would be worth.
- Annual costPersonalization · What is personalised · The benefit · The maintenanceWhat that is worth.
- Cost of holdoutPersonalization · Whether it works · The control · The costWhat the foregone personalisation is worth.
- Cost to provideLoyalty Programs · The mechanism · The redemption · The rewardsWhat it costs the organisation.
- Cost per periodLoyalty Programs · The economics · The cost · The reward costWhat redemptions cost.
- Operating costLoyalty Programs · The economics · The cost · The running costWhat running it costs per period.
- Total costLoyalty Programs · The economics · The cost · The totalReward plus running cost.
- Incremental marginLoyalty Programs · The economics · The cost · The totalWhat the programme produces.
- Valued atLoyalty Programs · The economics · The liability · The outstandingWhat the outstanding balance is worth.
- Incremental revenueLoyalty Programs · The economics · The return · The incremental revenueRevenue attributable to the programme.
- Incremental marginLoyalty Programs · The economics · The return · The marginThe contribution produced.
- Full costLoyalty Programs · The economics · The return · The marginReward, running and accrued liability.
- Value per memberLoyalty Programs · Behaviour change · The measured change · The differenceWhat the difference is worth.
- Cost to serveLoyalty Programs · Behaviour change · The verdict · The segmentsWhat including this segment costs.
- CostLoyalty Programs · Winding down · The notice · The redemption surgeWhat the surge costs.
- CostLoyalty Programs · Winding down · The honouring · The treatmentWhat the treatment costs.
- Saving from forfeitingLoyalty Programs · Winding down · The honouring · The cost comparisonWhat not honouring would save.
- Value of affected membersLoyalty Programs · Winding down · The honouring · The cost comparisonWhat those customers are worth.
- Annual valueOmnichannel Integration · Continuity of state · The repetition measure · The valueWhat that is worth.
- CostOmnichannel Integration · Channel parity · The strandings · The fixWhat the fix takes.
- Cost per occurrenceOmnichannel Integration · The seams · The cost · The consequenceWhat it costs when it happens.
- Cost to closeOmnichannel Integration · The seams · The cost · The closing costWhat the fix would take.
- CostOmnichannel Integration · The seams · The accepted · The mitigationWhat the mitigation takes.
Time Core18 places
- Annual costProject management · Closing · The handover · The ongoing costWhat running it costs.
- Estimated costMarket Timing · Market readiness · The problem awareness · The education costWhat educating the market would take.
- Current spendingMarket Timing · Market readiness · The problem awareness · The current behaviourWhat they spend on it now.
- Cost to buildMarket Timing · Market readiness · The prerequisites · The blockerWhat creating it would take.
- Annual spendMarket Timing · Market readiness · The existing spending · The spendWhat a typical buyer spends on this problem.
- Additional costMarket Timing · The window · The lead time · The shorteningWhat the speed costs.
- Cost per periodMarket Timing · Early and late · The early cost · The burnWhat operating early costs.
- Total cost of waitingMarket Timing · Early and late · The early cost · The runwayBurn multiplied by expected wait.
- AvailableMarket Timing · Early and late · The early cost · The runwayWhat the organisation could fund.
- ValueMarket Timing · Early and late · The late cost · The advantageWhat that is worth, including the education not paid for.
- Worth payingMarket Timing · Early and late · The advantage test · The verdictHow much speed is worth here.
- LimitGolden Opportunities · Qualifying · The authority · The levelsUp to what commitment.
- ReserveGolden Opportunities · Capacity to act · The reserve · The amountHow much is held uncommitted.
- AmountGolden Opportunities · Capacity to act · The reserve · The usageHow much was committed.
- LimitGolden Opportunities · Capacity to act · The authority · The standing authorityHow much can be committed.
- CostContingency Planning · The fallback plan · The alternative · The costWhat it costs in money.
- CostContingency Planning · The fallback plan · The lead time · The shorteningWhat preparing costs.
- CostYear Wheel · Fixed points · The immovable · The consequenceWhat it costs.
Every attribute type in the framework is listed in the attribute library.