In most companies, 20% of customers and products generate all of the profit.
The 80/20 Profit Playbook: how the critical 20% drives 80% of enterprise value — and how to find it, fix the trivial many, reprice, and reinvest in what compounds.
Find the vital few. Fix or fire the trivial many.
GAAP averages hide it, but when you measure profit by customer and product, a “whale curve” appears: the top quintile generates well over 100% of profit, and a long tail quietly erodes it.
- The whale curve — why your real profit peaks then erodes
- The 80/20 Quads: protect, develop, earn, exit
- Cost-to-serve: the hidden P&L that flips “profitable” accounts to losses
- The four moves — Focus, Simplify, Price, Reinvest
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- The whale curve — why your real profit peaks then erodes
- The 80/20 Quads: protect, develop, earn, exit
- Cost-to-serve: the hidden P&L that flips “profitable” accounts to losses
- The four moves — Focus, Simplify, Price, Reinvest
No spam. The paper, plus the occasional sharp idea on profitable growth.
Bill Canady
Chairman & CEO of Arrowhead Engineered Products, a billion-dollar global industrial business, and creator of the Profitable Growth Operating System (PGOS). Author of The 80/20 CEO, From Panic to Profit, and The Rule of Three — his methodology has helped 100+ companies create more than $3 billion in shareholder value.
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A working diagnostic of where your vital few — and your value-destroying tail — actually sit. A conversation, not a pitch.