Well done.
Now we go deep.
Your Margin Diagnostic is on its way. The link will land in your inbox within the next 15 minutes. As soon as it arrives, you can start.
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Anchor it against one real client, in one real period.
The Margin Diagnostic does its best work when it is grounded in your actual numbers, not your impressions. Before the link arrives, do four things.
Pick a key client
One that matters to your revenue. Not your easiest, not your hardest. One you would genuinely like to understand better.
Have last year's revenue
The total revenue you billed that client across the most recent full year.
Have last year's margin
The operating margin from serving that client. In dollars, not as a percentage.
Open the agreement
Have the current supply or service agreement open in front of you while you complete the diagnostic.
Were you happy with the margin that client returned to your business last year?
Sit with that for a moment. Your answer is the start of the diagnostic, not the end of it.
We are about to go deep.
The diagnostic moves into the commercial relationship with this client in detail. Some of what surfaces may be confronting. Above all, it will be profitable.
Two ways the debrief happens.
The diagnostic takes most people 30 to 45 minutes. When you are done, you have two options for the one-hour results and recommendations discussion with Paul.
Watch your inbox. We will see you on the other side.
The diagnostic link is on its way. If you need us before it arrives, we are here.
