Client room · Industrial · since 2019
Ironclad Manufacturing
Relationship partner: Elena Marsh
Known value
$1.4M
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
$60K
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
37%
What this means
- Means:
- Likelihood the client sends work next year.
- Matters:
- Small changes here move expected value a lot.
- Consider:
- Schedule a partner call this week.
Realization
96%
What this means
- Means:
- Collected as a share of billed.
- Matters:
- Pays in 43 days on average.
- Consider:
- Healthy — no action.
Fees by year
Last 12 months $346K, down 53% on the year before. Practices used: Corporate.
Segment: Dormant
No new work for over 6 months.
Consider: Reactivate or release: alumni outreach, a no-cost check-in.
Practices not yet used: Litigation, Employment, Real Estate
People at Ironclad Manufacturing
Parker Garcia
General Counsel
111d since contactMorgan Chen
Chief Executive Officer
C-suite86d since contactTaylor Garcia
Chief Financial Officer
C-suite127d since contactAlex Ito
Deputy General Counsel
158d since contactParker Ward
Chief Operating Officer
C-suite149d since contact
Next steps
Set an expiry on 4 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.