Measuring client profitability—IRIS
Getting to grips with Client (Un)Profitability
This white paper tackles a growing problem which can be regarded as a side-effect of the current tough operating climate.
In their efforts to maintain business viability—and keep staff gainfully employed—some project-oriented businesses can be tempted to take on projects with narrow profit margins. They then tend to over-deliver to retain the client’s business in an aggressively competitive marketplace.
This trend is an entirely understandable, but is not a sustainable way of doing business.
We discuss here the value of adopting an evidence-driven approach to understanding which areas of your business and client base are most/least
Author: IRIS Project Solutions (submitted by Rupert Ralston)
Review status: Peer reviewed
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