Client room · Healthcare · since 2016
Harborview Hotels
Relationship partner: Elena Marsh
Known value
Illustrative margin
$387K
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
Stage 1
$502K
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
Stage 1
95%
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
89%
What this means
- Means:
- Collected as a share of billed.
- Matters:
- Pays in 94 days on average.
- Consider:
- Healthy — no action.
Fees by year
2021
2022
2023
2024
2025
2026
Last 12 months $253K, up 40% on the year before. Practices used: Real Estate.
Segment: Growth
Fees rising more than 15% year on year.
Consider: Invest: introduce adjacent practices while momentum is high.
Practices not yet used: Corporate, Litigation, Employment
People at Harborview Hotels
Reese Chen
General Counsel
134d since contactRiley Chen
Chief Executive Officer
C-suite112d since contactParker Novak
Chief Financial Officer
C-suite133d since contactAlex Silva
Deputy General Counsel
144d since contactRiley Brooks
Chief Operating Officer
C-suite7d since contact
Next steps
Nothing needs a decision. Keep the rhythm going.
Why this is different. One room per relationship: value, risk, people and what to do next — readable by a partner without any analytics training.