Client room · Technology · since 2016
Summit Software
Relationship partner: Thomas Hale
Known value
$736K
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
$272K
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
84%
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
98%
What this means
- Means:
- Collected as a share of billed.
- Matters:
- Pays in 92 days on average.
- Consider:
- Healthy — no action.
Fees by year
Last 12 months $244K, down 34% on the year before. Practices used: Litigation.
Segment: At risk
Meaningful spend with warning signals.
Consider: Act this week: partner call, review billing friction.
Practices not yet used: Corporate, Employment, Real Estate
People at Summit Software
Parker Novak
General Counsel
4d since contactQuinn Nguyen
Chief Executive Officer
C-suite80d since contactParker Brooks
Chief Financial Officer
C-suite104d since contact
Next steps
Partner call with Summit Software
Draft a check-in for Thomas Hale to send from their own email
Set an expiry on 3 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.