Recommended options after identifying that 60% of client’s customers were unprofitable

Project Case Study: ”We are losing money and we don’t know why.”

Client: Confidential

Challenge: A financial services firm struggled to return to profitability after a sustained market downturn.

Solution: Analyzed customer database. Determined that 60% of customers cost more money than they produced in revenues – the client was actually losing $700,000 annually to retain more than half its customers.

Result: Recommended closing small accounts or charging low-balance fees to recover some or all of the $700,000 annual shortfall.

My Role: Took the initiative to conduct the analysis. Found serious structural problems in client’s business model. Recommended alternatives to recover the shortfall and return to profitability.

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