Client room · Technology · since 2022
Lumen Biotech
Relationship partner: David Okafor
Known value
Illustrative margin
$75K
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
$164K
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
80%
What this means
- Means:
- Collected as a share of billed.
- Matters:
- Pays in 89 days on average.
- Consider:
- Review write-downs before the next invoice.
Fees by year
2021
2022
2023
2024
2025
2026
Last 12 months $92K, up 112% on the year before. Practices used: Real Estate, Corporate, IP, Regulatory.
Segment: Growth
Fees rising more than 15% year on year.
Consider: Invest: introduce adjacent practices while momentum is high.
Practices not yet used: Litigation, Employment, Tax
People at Lumen Biotech
Parker Chen
General Counsel
121d since contactRiley Patel
Chief Executive Officer
C-suite67d since contactTaylor Brooks
Chief Financial Officer
C-suite96d since contact
Next steps
Set an expiry on 6 open-ended discounts
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.