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

Focus on the heart of your organization Youtube LinkedIn 1

29 May 2025 · 1 min

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1:29

In this presentation, the speaker revisits a previously introduced 80/20 matrix that aligns top clients with the profitability of the offerings they purchase. The audience is guided through a visual framework that categorises the top 20 clients and maps the mix of products they buy into three profitability tiers: loss‑making offerings (negative profit), break‑even or modestly profitable offerings (middle mix), and high‑profit offerings (the "heart" of the organization). For each tier, the speaker outlines specific strategic interventions: (1) for loss‑making purchases, a candid conversation urging customers to shift to sustainable products; (2) for middle‑mix purchases, education and upselling to move clients toward higher‑value offerings; and (3) for the best‑product/best‑client combination, concentrating energy and resources on nurturing these relationships as the core revenue engine. The overall message stresses the importance of aligning client focus with profitable offerings to maximise organisational health.

Chapters

A couple weeks ago I shared with you a matrix, the 80/20 rule, how it applies to not just your clients but also your offering. And you got to understand where the heart is. We're going to go back to it. Got a new graphic. I'm starting from scratch here, and we're just going to 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 'cause 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 'cause 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.