How We Help Our Clients
Understanding the value generated by a new customer and expenses required to realize that value are critical to managing a business. We help clients combine their financial accounting, sales forecasts, account profiles, and usage data into an end-to-end profitability model that links all products and services to each P&L line. These models provide a holistic view of the business allowing CFOs and product managers to understand how their resources are being utilized and where those resources are generating value.
Examples of Our Work
- At a Fortune 100 financial services firm combined customer experience, usage, profitability, and risk indicators to create an integrated dashboard for executives, CSRs, and account managers that drove $15M in top line growth.
- Built and implemented account-level model at a leading debt buyer which selected accounts for legal liquidation, estimated account-level liquidation rates, and prioritized accounts for in-house vs. forwarding within the legal channel. Delivered over $6M in value to the bottom line.
Our client, a leading healthcare firm, wanted to understand the profitability drivers of their business and develop a set of reporting dashboards that would allow executives assess performance at the product and customer segment level. The client needed an interactive P&L model which could periodically intake data from a diverse set of business systems and generate updated profitability metrics without requiring significant additional work from their staff.
The first step was helping our client understand the value generated by each dollar spent. We accomplished this by creating an allocation model to link resources directly to the products and clients which consumed them. A set of product KPI dashboards dashboards helped the product managers identify efficiency gaps and suitable areas for re-engineering efforts. Additional client dashboards enabled the sales and account team to understand which types of clients were most profitable and helped prioritize their pipeline and retention efforts.
In total, the profitability work helped jumpstart efforts which led to 8% reduction in direct costs. The profitability tool ensured that business leaders could continue to track and manage profitability at a client and product level helping them set better organizational targets and push for continued improvement across the business.