discovering the win4all ratio for your service-based business
The Win4All ratio is a figure that provides an early alert that something is out of alignment.
Great client relationships occur when both customer and vendor feel aligned. In a measurable sense, alignment is about scope and price. When those factors are off in a significant way, both parties ultimately suffer. If a client is significantly unprofitable, that is definitely an indication of a bigger issue that is simply not sustainable.
When addressed early enough, there are opportunities for improvement. When addressed too late, the relationship may be ruined for good. So, in true Goldilocks fashion, we want a relationship that is “just right.”