Christie JungeA Plus Solutions Inc. · CEO | Profit First Professional

Focus on the heart of your organization

29 May 2025 · 1 min

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1:29

In this business coaching segment, the speaker revisits a previously introduced matrix that applies the 80/20 principle to both clients and product offerings. He emphasizes the need to identify the top 20% of clients and assess which of the three offering tiers they are purchasing: (1) loss‑making offerings that generate negative profitability, (2) middle‑mix offerings that are break‑even or modestly profitable, and (3) high‑margin “heart” offerings that drive the organization’s core revenue. For loss‑making purchases, the speaker advises a direct intervention with customers, explaining the unsustainability and encouraging a shift to better products. The middle mix requires education to move clients toward higher‑value options. The highest tier represents the organization’s heart, where energy and focus should be concentrated. The overall message is a strategic, candid approach to aligning top clients with the most profitable offerings.

Chapters

A couple weeks ago, I shared with you a matrix, the 80/20 rule, and how it applies to not just your clients but also your offering. And you gotta understand where the heart is. We're gonna go back to it. Got a new graphic. I'm starting from scratch here, and we're just gonna look at the client side. Your best clients, this is your top 20 clients. These are the ones we want to evaluate. And we talked about the offering. Well, these clients can buy any mix of offerings. They could buy here, which is your low— actually, not even low, it's your loss offerings. These are the things where you lose money. So it's negative income or negative profitability. When your best customers are buying this, there's an intervention. You gotta tell your customers, we love working with you cuz you're a great customer. What you're buying is not sustainable for us. We have other offerings. See if you can move them up. This is a real challenge cuz great customers buying things that you're losing money on, um, may not be a great customer after all. The next scenario, I call this the middle mix. And the middle mix is your offerings here that generate some profitability. Sometimes they're kind of break even. Um, these are okay. We have to elevate them up through education. And the highest level is your best products are being bought by your best customers. That's where the money is. This again is the heart of your organization and where you need to love upon these customers. So this one is a real hard conversation with them or yourself. This one is education up to better offerings. And here is the heart of your organization. We wanna concentrate our energy.