Free workbook

Every customer,
ranked by what it earns.

Rank customers by true contribution and the same shape appears in almost every business: a band carries the profit, a long tail adds little, and a few subtract from it. The cumulative curve rises past your total profit, peaks, then hands money back. This workbook draws that curve from your data.

What's inside

  • Paste up to 200 customers: revenue, direct costs, and your cost-to-serve estimate. Contribution and ranking compute, with deterministic tie-breaks
  • The whale curve, in-cell: cumulative contribution with data bars, so the peak and the giveback are visible without a chart tool
  • A summary that names the numbers: the peak, the drag handed to the tail, the loss-maker count, and top-20% concentration
  • Honest caveats built into the instructions: the curve tells you where to look, not who to fire
  • No macros, no lock-in. Opens in Excel and imports cleanly into Google Sheets

Get the workbook

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How to use it

  1. Export customer revenue and costs from your system and paste them in.
  2. Estimate cost-to-serve where you can. Rough beats blank; even a simple allocation exposes the tail.
  3. Read the summary, then act on the ends: protect the top band, and give the negative tail a real price, a cheaper service model, or a respectful exit.
  4. Re-run it quarterly. Customer books drift the same way routes and lanes do.

This is the analysis behind our published case studies; the pricing follow-through lives in revenue quality. If you want this running against your numbers properly, start a conversation.