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client-profitability

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Chinese

Client Profitability Analysis

客户盈利能力分析

Overview

概述

Break down revenue and direct costs by client to determine which accounts are most and least profitable. Reveals hidden costs in high-maintenance clients and identifies your highest-value relationships.
按客户细分收入与直接成本，确定哪些客户账户盈利最高、哪些最低。揭示高维护客户的隐性成本，识别您的最高价值合作关系。

Wilson Tools Used

使用的Wilson工具

  • transaction_search
    — find all revenue transactions grouped by client/vendor name, and all expenses attributable to specific clients
  • spending_summary
    — calculate overhead costs to allocate across clients
  • transaction_search
    — 按客户/供应商名称分组查找所有收入交易，以及可归因于特定客户的所有支出
  • spending_summary
    — 计算间接成本，以便在客户间分配

Workflow

工作流程

  1. Ask for the analysis period and list of active clients (or detect from transaction data).
  2. Use 
    transaction_search
    to find all incoming payments, grouped by client name or reference.
  3. Use 
    transaction_search
    to find all expenses directly tied to each client (contractor costs, materials, software licenses specific to a project).
  4. Use 
    spending_summary
    to get total overhead (rent, utilities, general subscriptions).
  5. Allocate overhead proportionally by revenue share: Client Overhead = Total Overhead * (Client Revenue / Total Revenue).
  6. Calculate per-client profitability:
CLIENT PROFITABILITY — [Period]
═══════════════════════════════════════════════════════════
Client          Revenue   Direct    Overhead   Profit   Margin
                          Costs     Alloc.
──────────────────────────────────────────────────────────────
Acme Corp       $15,000   $4,500    $3,750    $6,750    45.0%
Beta LLC        $10,000   $7,200    $2,500      $300     3.0%
Gamma Inc        $8,000   $2,000    $2,000    $4,000    50.0%
Delta Co         $7,000   $1,800    $1,750    $3,450    49.3%
──────────────────────────────────────────────────────────────
TOTAL           $40,000  $15,500   $10,000   $14,500    36.3%
═══════════════════════════════════════════════════════════
  1. Rank clients by profit margin, not just revenue.
  2. Flag clients with margins below 20% as candidates for price renegotiation or scope reduction.
  1. 请求分析周期和活跃客户列表（或从交易数据中识别）。
  2. 使用
    transaction_search
    查找所有入账款项，按客户名称或参考信息分组。
  3. 使用
    transaction_search
    查找与每位客户直接相关的所有支出（承包商费用、材料、项目专属软件许可等）。
  4. 使用
    spending_summary
    获取总间接成本（租金、水电费、通用订阅服务等）。
  5. 按收入占比比例分配间接成本：客户间接成本 = 总间接成本 ×（客户收入 / 总收入）。
  6. 计算每位客户的盈利能力：
CLIENT PROFITABILITY — [Period]
═══════════════════════════════════════════════════════════
Client          Revenue   Direct    Overhead   Profit   Margin
                          Costs     Alloc.
──────────────────────────────────────────────────────────────
Acme Corp       $15,000   $4,500    $3,750    $6,750    45.0%
Beta LLC        $10,000   $7,200    $2,500      $300     3.0%
Gamma Inc        $8,000   $2,000    $2,000    $4,000    50.0%
Delta Co         $7,000   $1,800    $1,750    $3,450    49.3%
──────────────────────────────────────────────────────────────
TOTAL           $40,000  $15,500   $10,000   $14,500    36.3%
═══════════════════════════════════════════════════════════
  1. 按利润率而非仅收入对客户进行排名。
  2. 将利润率低于20%的客户标记为价格重新谈判或缩减服务范围的候选对象。

Without Wilson

未使用Wilson的操作流程

  1. Export bank transactions as CSV for the analysis period.
  2. In a spreadsheet, add a "Client" column. Tag each income and expense row with the client it relates to. Tag overhead expenses as "General."
  3. Create a pivot table: Rows = Client, Values = Sum of Income, Sum of Direct Expenses.
  4. For overhead allocation, calculate each client's revenue share: 
    =ClientRevenue/TotalRevenue
    .
  5. Client Overhead = 
    =RevenueShare * TotalOverhead
    .
  6. Client Profit = 
    =ClientRevenue - DirectCosts - AllocatedOverhead
    .
  7. Client Margin = 
    =ClientProfit/ClientRevenue*100
    .
  8. Sort by margin descending. If you use time tracking (Toggl, Harvest, Clockify), export hours per client and calculate effective hourly rate: 
    =ClientProfit/HoursWorked
    .
  1. 将银行交易导出为分析周期内的CSV文件。
  2. 在电子表格中添加“客户”列，为每一行收入和支出标记对应的客户，间接支出标记为“通用”。
  3. 创建数据透视表：行 = 客户，值 = 收入总和、直接支出总和。
  4. 对于间接成本分配，计算每位客户的收入占比：
    =客户收入/总收入
    。
  5. 客户间接成本 = 
    =收入占比 × 总间接成本
    。
  6. 客户利润 = 
    =客户收入 - 直接成本 - 分配的间接成本
    。
  7. 客户利润率 = 
    =客户利润/客户收入×100
    。
  8. 按利润率降序排序。如果您使用时间追踪工具（Toggl、Harvest、Clockify），导出每位客户的工时并计算有效小时费率：
    =客户利润/工作时长
    。

Important Notes

重要说明

  • The hardest part is attributing expenses to specific clients. If you cannot tie an expense to a client, it goes into overhead.
  • Time is a hidden cost. A client paying $10,000/month but consuming 80% of your time is less profitable than it appears. Consider tracking hours per client alongside dollars.
  • Overhead allocation by revenue share is simple but imperfect. A client generating 50% of revenue but only 20% of support tickets is being over-allocated overhead.
  • Use this analysis to decide where to invest sales effort, which clients to fire, and where to raise prices.
  • 最困难的部分是将支出归因于特定客户。如果无法将某项支出与客户关联，则将其归入间接成本。
  • 时间是隐性成本。每月支付10,000美元但占用您80%时间的客户，实际盈利能力远低于表面水平。建议同时追踪每位客户的工时和金额。
  • 按收入占比分配间接成本简单但并不完美。例如，某客户贡献50%的收入但仅产生20%的支持工单，那么该客户被分配了过多的间接成本。
  • 利用此分析结果决定销售精力投入方向、哪些客户可以终止合作以及在哪些方面提高价格。