Client room · Logistics · since 2018
Northwind Logistics
Relationship partner: Elena Marsh
Known value
$77K
What this means
- Means:
- Margin already earned from this client.
- Matters:
- It is the relationship's track record.
- Consider:
- Kept separate from expected value.
Expected value
$42K
What this means
- Means:
- Modeled future margin if the relationship continues as it is.
- Matters:
- It is what this relationship is worth from today.
- Consider:
- Raise it by improving retention or adding a practice.
Retention
80%
What this means
- Means:
- Likelihood the client sends work next year.
- Matters:
- Small changes here move expected value a lot.
- Consider:
- Keep regular senior contact.
Realization
92%
What this means
- Means:
- Collected as a share of billed.
- Matters:
- Pays in 60 days on average.
- Consider:
- Healthy — no action.
Fees by year
Last 12 months $50K, down 24% on the year before. Practices used: Litigation, Real Estate.
Segment: Steady
Stable work, stable payment.
Consider: Maintain: light-touch check-ins, efficiency on billing.
Practices not yet used: Corporate, Employment, IP
People at Northwind Logistics
Avery Patel
General Counsel
22d since contactParker Ito
Chief Executive Officer
C-suite142d since contactJamie Nguyen
Chief Financial Officer
C-suite88d since contactCasey Ito
Deputy General Counsel
131d since contactJordan Foster
Chief Operating Officer
C-suite74d since contact
Next steps
Review retainer renewal for Northwind Logistics
Draft a renewal review for the relationship partner
Set an expiry on 1 open-ended discount
Add reason and expiry to the discount register
Why this is different. One room per relationship: value, risk, people and what to do next — readable by a partner without any analytics training.