When Your Biggest Clients Are Your Biggest Burden: A Systematic Guide to Customer Profitability Analysis
Revenue figures alone rarely tell the full story of which customer relationships are genuinely building your business. Once you factor in true delivery costs, extended payment cycles, and account-specific overhead, some of your most prominent clients may be quietly working against your bottom line. This guide walks through a structured approach to identifying which accounts are generating real profit—and what to do when the numbers reveal an uncomfortable truth.