Managing Customers Profitably
Managing Customers Profitably

Author: Lynette Ryals

Publisher: John Wiley & Sons

Published: 2009-01-22

Total Pages: 384

ISBN-13: 0470742364

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This book is a response to a need in the market place in the fast-growing field of customer profitability analysis and the profitable management of customer relationships. It combines innovative approaches to calculating the value of customers, with the management strategies necessary to make and keep customers profitable. It includes easy-to-follow instructions on how to calculate customer profitability, including worked examples (non-technical) and discusses strategies and their applications for organizations to manage customers profitably. Based on cases and feedback from the KAM Club and other research, there will be many business-to-business as well as business-to-consumer examples. The book assumes some level of numeracy in its readership. The contents include: Assessing product costs, costs to serve and how these can be estimated, and how to deal with customer-specific overhead costs. It discusses the uses and limitations of the use of customer profitability analysis, and illustrates how to calculate customer lifetime value using two methods, one with actual numbers and one which estimates relative customer lifetime value. Provides an innovative approach to calculating the lifetime value of a customer by taking risk into account. Demonstrates how to recognise and value the relationship benefits of customers, such as word of mouth. Brings into discussion the idea that how customers are managed, links to their profitability. Describes how financial portfolio analysis and theory apply to marketing and how, their application to marketing relates to the optimisation of marketing spend.

Pricing and Profitability Management
Pricing and Profitability Management

Author: Julie Meehan

Publisher: John Wiley & Sons

Published: 2011-06-28

Total Pages: 256

ISBN-13: 047082705X

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The practical guide to using pricing and profitability management to build a better business A comprehensive reference for any business professional looking to understand the capabilities and competencies required for effectively managing pricing and profitability, Pricing and Profitability Management explains how to determine the right approach, tools, and techniques for each of six key categories (pricing strategy, price execution, advanced analytics and optimization, organizational alignment and governance, pricing technology and data management, and tax and regulatory effectiveness). Exploring each category in detail, the book addresses how an integrated approach to pricing improvement can give a sustainable, competitive advantage to any organization. The ultimate "how to" manual for any executive or manager interested in price management, the book presents a holistic, comprehensive framework that shows how integrating these pricing categories into a cohesive program leads to impressive gains that cannot be achieved through a single-pronged approach. Presents a comprehensive framework for more effectively managing pricing and profitability Identities the six key categories of pricing and profitability management Shows you how to gain a competitive edge by managing pricing and profitability Taking a comprehensive view of pricing, companies can position themselves to tap a vast source of shareholder value—the ability to set and enforce profitable prices, not just once, but again and again in response to marketplace changes and evolving business needs—and this book will show you how.

Customer Lifetime Value
Customer Lifetime Value

Author: V. Kumar

Publisher: Now Publishers Inc

Published: 2008

Total Pages: 111

ISBN-13: 1601981562

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Customer Lifetime Value - The Path to Profitability provides methods to measure CLV, strategies for developing customer-centric strategies, explains the implementation of CLV strategies in a B2B and B2C setting, and examines the challenges faced by an organization in implementing a CLV-based framework.

Market-based Management
Market-based Management

Author: Roger J. Best

Publisher: Prentice Hall

Published: 2005

Total Pages: 0

ISBN-13: 9780131469563

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"This groundbreaking book provides the tools and processes needed to actually apply market-driven strategy to today's business world. Roger Best's work has proven to be a refreshing alternative to the many conceptual and theoretical-centered marketing books because it is built around a performance orientation and the belief that real learning occurs only with the application of knowledge."--BOOK JACKET.Title Summary field provided by Blackwell North America, Inc. All Rights Reserved

CIO Best Practices
CIO Best Practices

Author: Joe Stenzel

Publisher: John Wiley & Sons

Published: 2010-05-28

Total Pages: 437

ISBN-13: 0470893257

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Are you a seasoned information technology (IT) executive looking for options available on leadership structures within your IT organization? Look no further. Now in a Second Edition, CIO Best Practices is an invaluable resource that provides a comprehensive, practical guide for CIOs and their executive team peers giving real-world examples of CIOs who have succeeded in mastering the blend of business and technology responsibilities and giving their companies a sound return on investment of technology dollars

Design for Profitability
Design for Profitability

Author: Salah Ahmed Mohamed Elmoselhy

Publisher: CRC Press

Published: 2018-10-09

Total Pages: 218

ISBN-13: 1498727018

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Since the success of products significantly depends on the quality of product performance, inadequate management of the product design process can lead to improper performance of products that can result in significant long-term business losses. Design for Profitability: Guidelines to Cost Effectively Manage the Development Process of Complex Products presents a design guideline for complex product design and development that enables you to cost-effectively improve the technical performance of your products and consequently improve your competitiveness in the marketplace as well as improve profitability. The book helps you improve the competitiveness of your organization in the market and eventually improve profitability. It presents a mobile robots design guideline based on an empirical study of the mobile robots design process. This is an unprecedented guideline based on the empirical investigation of the internal aspects of the design process of complex products for cost-effectively enhancing the competitiveness in the market. The book also presents a hybrid lean-agile design paradigm for mobile robots. In addition, it points out key approaches and risks to manage the product development process efficiently. In designing complex products and integrated systems, industrial designers face a dilemma of cost-effectively striking a balance between product development time and product performance attributes. This book shows how and when value is added in product design and development through identifying statistically the most and least correlated design activities and strategies to product performance attributes. Introducing a new paradigm in the field of engineering design, the book gives you key approaches to efficiently manage the product development process.

Profitable Customer Engagement
Profitable Customer Engagement

Author: V. Kumar

Publisher: SAGE Publications Pvt. Limited

Published: 2019-01-17

Total Pages: 0

ISBN-13: 9788132113409

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The concept of customer engagement has evolved as a powerful tool for building a profitable approach to customer management. Profitable Customer Engagement is an authoritative book that communicates the fundamentals of profitable customer engagement by proposing a customer engagement value (CEV) framework. It is a first-of-its-kind book that outlines the methods of engaging customers profitably in business-to-consumer as well as business-to-business settings. The book offers firms with definitions of the metrics within the CEV framework, and the ways to measure and maximize these metrics that can help in engaging customers profitably. The interrelationships between these metrics, i.e., how each metric impacts the other, are also explained in detail with real-life examples.

Managing Cover Crops Profitably (3rd Ed. )
Managing Cover Crops Profitably (3rd Ed. )

Author: Andy Clark

Publisher: DIANE Publishing

Published: 2008-07

Total Pages: 248

ISBN-13: 1437903797

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Cover crops slow erosion, improve soil, smother weeds, enhance nutrient and moisture availability, help control many pests and bring a host of other benefits to your farm. At the same time, they can reduce costs, increase profits and even create new sources of income. You¿ll reap dividends on your cover crop investments for years, since their benefits accumulate over the long term. This book will help you find which ones are right for you. Captures farmer and other research results from the past ten years. The authors verified the info. from the 2nd ed., added new results and updated farmer profiles and research data, and added 2 chap. Includes maps and charts, detailed narratives about individual cover crop species, and chap. about aspects of cover cropping.

Management Accounting in Support of Strategy
Management Accounting in Support of Strategy

Author: Graham S. Pitcher

Publisher: Business Expert Press

Published: 2018-05-16

Total Pages: 158

ISBN-13: 1947843826

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Management Accounting in Support of Strategy explores how management accounting can support the strategic management process of analysis, formulation, implementation, evaluation, monitoring, and control. If the management accountant is to add value to the business they need to understand how the business works. The toolbox available to the management accountant does not just contain the accounting techniques, but also includes the strategy models and frameworks described in this book. Armed with this array of tools the management accountant is well placed to add significant value to the business. The reader will gain an understanding of the strategic management framework, strategic models and tools, and how management accounting can support the strategic management process. It will be beneficial for undergraduate and postgraduate course students studying strategy or management accounting. The book will also enable practicing accountants to understand how they can make a significant contribution to the success of their organization by demonstrating how management accounting can be used in support of strategy.

Activity Based Management
Activity Based Management

Author: Brian Plowman

Publisher: Routledge

Published: 2017-09-29

Total Pages: 245

ISBN-13: 1351808532

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This title was first published in 2001: Product and particularly customer profitability are black holes in most managers’ understanding of their business. Identifying customer revenue is easy but identifying what they cost - so we can understand whether or not they are profitable - is difficult. In a world in which competition, regulation and the increasing use of the Internet put ever greater pressure on margins it is vitally important to understand both product- and customer-profitability. Activity Based Management (ABM) enables you to do this. This book explains the power of using ABM to increase the profitability of your business. It provides step-by-step guidance on basic principles, comparisons between traditional methods, definitions of processes, activities and cost-drivers as well as details of data collection techniques and implementation steps. Through the book’s numerous detailed examples a logical picture builds up of how to obtain the benefits that ABM can deliver. On its own ABM will change management decision-making: by showing how ABM also supports other profit improvement initiatives such as Business Process Reengineering, Shareholder Value Added and Customer Relationship Management, managers will learn how they can use the best possible toolkit to put their business firmly on the road to leaps in profitability.