Pilot cost worksheet
====================

List the cash, time and assumptions behind a small test before treating revenue as profit.

Version 23 October 2026. Allow 20–30 minutes for an initial draft; evidence collection takes longer.

This is a blank working tool. Replace the prompts with your own observations; do not treat an unanswered field as evidence.

Define the unit

What is one unit of the offer?

Currency and date:

Expected selling price per unit:

Source of the price assumption:

List the costs

Direct materials or inputs per unit:

Delivery and transaction costs per unit:

Labour time per unit and the rate used:

Fixed costs for the pilot period:

Setup costs and contingencies:

Taxes or regulatory costs to verify locally:

Make assumptions visible

Expected units sold:

Cash collected and payment timing:

Refunds, waste or non-payment allowance:

Contribution per unit = price less variable cost.

Pilot contribution = units sold × contribution per unit less fixed pilot costs.

Costs excluded from this estimate:

Review after the pilot

Actual units sold and cash collected:

Actual costs and unpaid commitments:

Difference from the estimate and reason:

What changes before another pilot?

Source: https://www.waithakandegwa.com/resources/pilot-cost-worksheet