Turning Clarity Into a System

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I want to give you something today that will make your business more profitable, whether you ever work with us or not.

It's called the Results-Behavior Matrix, and it takes about 15-20 minutes with a pen and a piece of paper.

Here's how it works.

Draw a box. Split it into four quadrants. The vertical axis is Results, how much revenue a client brings you. The horizontal axis is Behaviors, do they pay on time, share your values, and make the work enjoyable?

Now place your customers on the grid.

You'll find that roughly 2–5% of your customers land in the top right corner. These are your model customers. They bring you the best revenue and they're a joy to work with. Most business owners can't name them off the top of their head, because these clients just quietly buy, never complain, and never make noise.

That's a problem. Because those 2–5% define everything: your positioning, your messaging, your ideal client profile, and where you should be spending your sales energy.

Now look at the bottom left. 5–10% of your customers are sitting there costing you money. Not because they're bad people, they're just the wrong fit. They're trying to buy something you don't really sell, and you're bending over backwards trying to deliver it.

We worked with an accounting firm that did this exercise. They walked the bottom 10% to a competitor (for a commission), identified a handful of prospects that looked like their top 5%, and shifted their focus. $350,000 swing on the bottom line in a year. Same team. Different mix of work. Massive change on the bottom line.

Here's the part most people miss: the 60–80% of customers in the middle? They're one conversation away from moving into that top right quadrant. 

For the ones with the right behaviors but not giving you enough revenue, have you actually asked if you're getting all of their business? 

Most of the time, you're not. And nobody's asked.

That single question, "What would have to be true for us to be all of your business?", approached with curiosity, not pressure, is the highest-ROI conversation most sales teams never have.

Try it this week. List your top clients across three time frames: last 3 months, last 12 months, and lifetime. Then layer on the behaviors. You'll be surprised by who shows up where and you'll immediately see where the easy revenue is hiding.

Now, if you want help turning that clarity into a system…

We're starting our third cohort of Revenue Rhythm next Wednesday, and we only have a few seats left.

This is the 4-week program where we take exactly this kind of insight and wire it into your sales process, with AI doing the heavy lifting on prospecting, proposals, and follow-up so your team spends less time on grunt work and more time closing.

Cohort 1 sold out in a week. Cohort 2 filled fast. Cohort 3 is nearly there.

If you've been watching from the sidelines, this is the one to jump into. The Results-Behavior Matrix is part of our Week 1. By Week 4, you'll have a full operating rhythm that keeps revenue moving without you white-knuckling it.

Grab one of the remaining spots: [Revenue Rhythm Program]​