Key Account Profitability – Revealed. Protected. Grown.
Expose the unseen behaviours eroding your profitability, and transform them into opportunities to protect and grow your margin.
The Problem
Most B2B businesses don’t lose profit on paper. They lose it in behaviours: scope creep, freebies, vague contracts, missed up-sell opportunities. Left unchecked, these blind spots don’t just shrink margin, they corrode confidence and culture.
The Solution
The Margin Diagnostic is a 12-question tool that exposes hidden behaviours inside your biggest accounts.
It quantifies margin risk in dollars and delivers a clear recovery roadmap in a downloadable PDF.
For CEOs
- See which of your accounts are Disciplined, Determined, Drifting, or Detached.
- Understand exactly where margin is leaking and what it’s really costing you.
- Gain a board-ready view of account profitability.
For Sales Leaders
- Benchmark Key Account Managers against the 4 Disciplines: Contracting, Over-Servicing, Up-Selling, Measuring.
- Equip staff to protect scope, say no with confidence, and upsell effectively.
- Embed margin awareness into KPIs and reviews.
Getting the Most from this Diagnostic
This exercise shines a light on how your key accounts impact your margin. The insights are only as strong as the thought you put in, so a little preparation ensures results that are accurate, practical, and immediately useful.
Before you begin, please:
- Set aside 15 to 30 minutes of uninterrupted time;
- Review your supply agreement or contract with your key account(s);
- Know your numbers – annual revenue and margin estimates; and
- Reflect on the relationship: how the account treats you, where you may be over-servicing, and whether you’re realising all opportunities.
What Others Are Saying
Marty Matassoni
Eleanor Clausen
DPM Consulting Group
Tony Davoli – MD of DPM Consulting Group reflects on the commercial and cultural transformation he experienced working with Paul Allen in 2023 & 2024. The highlight was a 25% increase in Ebit.
Complete the Margin Diagnostic — You’ll Feel Better.
PAUL ALLEN
Principal & Founder – Margin Partners
B. Bus (Marketing) Monash, 1992
B. Arts (Social Sciences) Monash, 1992
MBA (Strategy & Planning ) Deakin, 2012
About Paul Allen
With a career spanning over three decades, I have worked with some of the world’s most recognized blue-chip companies and over 60 SME and multinational clients. My expertise lies in optimizing business performance, uncovering hidden value, and driving profitability through strategic organizational behavior.
Throughout my career, I have advised executives and leadership teams on how to position themselves for success—whether within their organizations or in the broader market. My consulting work has given me a unique perspective on what makes businesses thrive, what leadership teams truly value, and how professionals can align their skills and experience to maximize their impact.
My reputation is built on results. I’m trusted by executives, endorsed by clients, and recognized in the industry for driving transformation at both the business and individual levels. Testimonials from my LinkedIn network and Margin Partners clients speak to the impact of my work—helping businesses unlock growth and professionals secure opportunities that align with their strengths, ambitions, and value.
