In our last blog, “Contingency Rates at 15% – No Way or Hell Yes?”, I discussed client profitability by taking a closer look at how to calculate correct commission rates for a new client. This week, I would like to take the conversation a step further by examining the profitability of existing client relationships.
- Do you fall into the trap of chasing cash flow instead of profitability?
- Do you know which clients are profitable?
- Do you know how many profitable clients it takes to carry each of your unprofitable accounts?