Case Study
Account Health Framework
A multi-factor scoring framework designed to evaluate customer value, risk, and commercial prioritization beyond revenue alone.
Built to help leaders assess account health across a client portfolio and create a more consistent way to prioritize retention, expansion, operational review, and commercial follow-up.
Account Data
Revenue, margin, payment, operational, and account attributes.
Health Dimensions
Weighted Score
Configurable model aligned to business priorities.
Account Segment
Strong, stable, weak, or critical classification.
Commercial Action
Prioritize retention, growth, review, or intervention.
Overview
Executive Summary
What changed
Built a repeatable account evaluation framework that combines financial, growth, cash-flow, and operational signals into one portfolio review lens.
My role
Owned the methodology, scoring logic, Power BI build, and stakeholder validation from concept through implementation.
Business use
Designed to help teams identify which accounts may need retention focus, expansion review, cost-to-serve analysis, or deeper diagnosis.
01
Why Revenue Wasn't Enough
Revenue is often the clearest signal of account size, but it can hide whether a relationship is profitable, expanding, healthy from a cash-flow standpoint, or efficient to serve.
02
The Decision Framework
The framework translates four account health dimensions — contribution, growth, cash flow, and cost-to-serve — into a configurable weighted score that separates revenue volume from long-term account quality.
The model can be adjusted as business priorities change, while the methodology remains grounded in known account behavior, stakeholder expectations, and practical portfolio review needs.
Demo data note: Customer names, account attributes, classifications, and financial values shown in this case study have been fictionalized or transformed for public presentation.
Configurable weighting
Leadership can adjust the relative importance of contribution, growth, cash flow, and cost-to-serve as priorities change.
Portfolio segmentation
Accounts are grouped into strong, stable, weak, and critical categories to support review prioritization.
Account-level ranking
The table allows teams to identify which accounts need deeper review instead of relying on aggregate trends alone.
Trend context
Historical score movement shows whether portfolio health is improving, stable, or deteriorating over time.
03
Technical Implementation
The framework was implemented in Power BI using structured source data from SQL Server, Analysis Services, and existing semantic models. Custom DAX measures, automated refresh logic, and governed definitions supported a repeatable account-health review experience.
The work combined commercial problem framing, scoring-model design, executive data storytelling, and analytics product thinking — not just dashboard development.
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