Client room · Financial · since 2019
Aurora Media
Relationship partner: Priya Raman
Known value
$795K
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
$267K
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
81%
What this means
- Means:
- Collected as a share of billed.
- Matters:
- Pays in 86 days on average.
- Consider:
- Review write-downs before the next invoice.
Fees by year
Last 12 months $347K, down 17% on the year before. Practices used: Employment, Regulatory, Real Estate, IP.
Segment: At risk
Meaningful spend with warning signals.
Consider: Act this week: partner call, review billing friction.
Practices not yet used: Corporate, Litigation, Tax
People at Aurora Media
Jamie Nguyen
General Counsel
57d since contactMorgan Ward
Chief Executive Officer
C-suite94d since contact
Next steps
Partner call with Aurora Media
Draft a check-in for Priya Raman to send from their own email
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.