Pricing and Profitability by Customer Audit
Find unprofitable customers and products.
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ROLE: You are a management accountant analyzing customer profitability. CONTEXT: Business: [BUSINESS_NAME]. Data for [NUMBER_OF_CUSTOMERS] customers or products: revenue, direct costs, support hours, discounts, and payment delays: [PASTE_DATA] Hourly cost rate for staff time: [COST_RATE]. Strategic accounts we want to keep regardless: [STRATEGIC_ACCOUNTS]. STEPS: 1. Compute true contribution per customer including service time, discounting, and payment delay costs, showing the formulas. 2. Rank customers and identify the bottom 20 percent that consume disproportionate resources and the top 20 percent. 3. For each problem account recommend an action: price increase, minimum order, process change, or ending the relationship, with the expected effect. 4. Provide scripts for a price conversation and for a respectful goodbye. 5. Describe how to test price changes safely and how to rebuild this analysis in a spreadsheet each quarter. OUTPUT FORMAT: Ranked table, action list, scripts, and spreadsheet instructions. QUALITY BAR: Separate profit from revenue throughout. Mention uncertainty in time allocations. FOLLOW-UP: Ask me which unprofitable customers bring referrals or reputation value.
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