Measuring and Managing Customer Profitability   69-slide PPT PowerPoint presentation slide deck (PPT)
$49.00

Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Log in to unlock full preview.
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Measuring and Managing Customer Profitability (69-slide PPT PowerPoint presentation slide deck (PPT)) Preview Image
Arrow   Click main image to view in full screen.

Measuring and Managing Customer Profitability (PowerPoint PPT Slide Deck)

PowerPoint (PPT) + supplemental PDF 69 Slides

$49.00
This presentation is developed a former consultant at Deloitte, KPMG, HP, and SAS, who is an internationally recognized EPM/CPM expert, speaker, and Wiley & Sons published author with almost 50 years of experience.
Add to Cart
  


Immediate download
Fully editable PowerPoint
Free lifetime updates

BENEFITS OF DOCUMENT

  1. Learn why customers are the source of shareholder wealth creation.
  2. Understand how to shift the mindset from growing sales to growing profitable sales and to view customers as investments like in a stock portfolio to seek higher ROIs ? return on customers (ROC).
  3. Learn why the marketing and sales functions need accounting data to better formulate customer account strategies including compensation incentives.

DESCRIPTION

This product (Measuring and Managing Customer Profitability) is a 69-slide PPT PowerPoint presentation slide deck (PPT) with a supplemental PDF document, which you can download immediately upon purchase.

The only value a company will ever create for its shareholders and owners is the value that comes from its customers ? current ones and new ones acquired in the future. To remain competitive, companies must determine how to retain customers longer, grow them into bigger customers, make them more profitable, serve them more efficiently, and target acquiring more profitable customers.

Customers increasingly view suppliers' products and standard service lines as commodities. This means that suppliers must shift their actions toward differentiating their services, offers, discounts, and deals to different types of existing customers to retain and grow them. Further, they should concentrate their marketing and sales efforts on acquiring new customers who have traits comparable to those of their relatively more profitable customers.

As a result of this shift from being product-centric to customer centric there needs to be an increased emphasis on measuring current and future potential profitability of products, standard service-lines, channels, and customers. (For business to consumer (B2C) industries, there is need to also consider applying of "customer lifetime value (CLV)" metrics.)

A mind-shift is needed from pursuing increased sales volume at any cost ? to profitable sales volume. Cost accounting leveraging business analytics is essential to achieve this result. Organizations realize it is substantially more expensive to acquire new customers than to retain existing ones. This focus on customer retention combined with the recognition that spray-and-pray mass marketing of products and service-lines is being eclipsed by direct one-to-one to marketing with customers and prospects is causing the need for the marketing function to require financial data on customer profits and future value. Why? Because given any company's scarce resources, it should attract its relatively more profitable customers rather than high maintenance ones whose substantial cost-to-serve erodes profit margins.

Which types of customers are worth more to retain, grow, acquire, or win-back? And types are not worth pursuing? And how much should you optimally spend on each type of customer micro-segment?

The Internet is irreversibly shifting power from sellers to buyers. Suppliers must react. Earning, not just buying, customer loyalty is now mandatory. A popular term in CRM circles is customer lifetime value (CLV) ? measuring each customer as if they are an investment with an ROI. Is this another fad or a real need?

This presentation is ideal for managers aiming to integrate profitability metrics into decision support systems. It addresses the challenges of traditional accounting methods and emphasizes the need for a shift towards predictive analytics.

Got a question about the product? Email us at support@flevy.com or ask the author directly by using the "Ask the Author a Question" form. If you cannot view the preview above this document description, go here to view the large preview instead.

Source: Best Practices in Customer Profitability PowerPoint Slides: Measuring and Managing Customer Profitability PowerPoint (PPT) Presentation Slide Deck, Gary Cokins


$49.00
This presentation is developed a former consultant at Deloitte, KPMG, HP, and SAS, who is an internationally recognized EPM/CPM expert, speaker, and Wiley & Sons published author with almost 50 years of experience.
Add to Cart
  

ABOUT THE AUTHOR

Author: Gary Cokins
Additional documents from author: 6

Gary Cokins is an internationally recognized expert, speaker, and author in business analytics enterprise and corporate performance management (EPM/CPM) improvement methods (e.g., strategy map and its balanced scorecard; product, channel, customer profitability reporting usinf activity-based costing; driver-based rolling financial forecasts).

He is the founder of Analytics-Based ... [read more]

Ask the Author a Question

Must be logged in

Did you know?
The average daily rate of a McKinsey consultant is $6,625 (not including expenses). The average price of a Flevy document is $65.
Bundle and save! You can save up to 30% with bundles!

View bundle(s)




Trusted by over 10,000+ Client Organizations
Since 2012, we have provided best practices to over 10,000 businesses and organizations of all sizes, from startups and small businesses to the Fortune 100, in over 130 countries.
AT&T GE Cisco Intel IBM Coke Dell Toyota HP Nike Samsung Microsoft Astrazeneca JP Morgan KPMG Walgreens Walmart 3M Kaiser Oracle SAP Google E&Y Volvo Bosch Merck Fedex Shell Amgen Eli Lilly Roche AIG Abbott Amazon PwC T-Mobile Broadcom Bayer Pearson Titleist ConEd Pfizer NTT Data Schwab




Read Customer Testimonials

 
"One of the great discoveries that I have made for my business is the Flevy library of training materials.

As a Lean Transformation Expert, I am always making presentations to clients on a variety of topics: Training, Transformation, Total Productive Maintenance, Culture, Coaching, Tools, Leadership Behavior, etc. Flevy "

– Ed Kemmerling, Senior Lean Transformation Expert at PMG
 
"As an Independent Management Consultant, I find Flevy to add great value as a source of best practices, templates and information on new trends. Flevy has matured and the quality and quantity of the library is excellent. Lastly the price charged is reasonable, creating a win-win value for "

– Jim Schoen, Principal at FRC Group
 
"The wide selection of frameworks is very useful to me as an independent consultant. In fact, it rivals what I had at my disposal at Big 4 Consulting firms in terms of efficacy and organization."

– Julia T., Consulting Firm Owner (Former Manager at Deloitte and Capgemini)
 
"I have used Flevy services for a number of years and have never, ever been disappointed. As a matter of fact, David and his team continue, time after time, to impress me with their willingness to assist and in the real sense of the word. I have concluded in fact "

– Roberto Pelliccia, Senior Executive in International Hospitality
 
"My FlevyPro subscription provides me with the most popular frameworks and decks in demand in today’s market. They not only augment my existing consulting and coaching offerings and delivery, but also keep me abreast of the latest trends, inspire new products and service offerings for my practice, and educate me "

– Bill Branson, Founder at Strategic Business Architects
 
"As a niche strategic consulting firm, Flevy and FlevyPro frameworks and documents are an on-going reference to help us structure our findings and recommendations to our clients as well as improve their clarity, strength, and visual power. For us, it is an invaluable resource to increase our impact and value."

– David Coloma, Consulting Area Manager at Cynertia Consulting
 
"As a consultant requiring up to date and professional material that will be of value and use to my clients, I find Flevy a very reliable resource.

The variety and quality of material available through Flevy offers a very useful and commanding source for information. Using Flevy saves me time, enhances my expertise and ends up being a good decision."

– Dennis Gershowitz, Principal at DG Associates
 
"Flevy.com has proven to be an invaluable resource library to our Independent Management Consultancy, supporting and enabling us to better serve our enterprise clients.

The value derived from our [FlevyPro] subscription in terms of the business it has helped to gain far exceeds the investment made, making a subscription a no-brainer for any growing consultancy – or in-house strategy team."

– Dean Carlton, Chief Transformation Officer, Global Village Transformations Pty Ltd.




Save with Bundles

This document is available as part of the following discounted bundle(s):

Save 30%!
Analytics-Based Enterprise and Corporate Performance Management

This bundle contains 5 total documents. See all the documents to the right.

$255.00 $179.00 (30% discount)


Add Bundle & Save


Your Recently Viewed Documents

Customers Also Bought These Documents


Customers Also Like These Documents

Related Management Topics


Consulting Frameworks Strategy Frameworks Strategy Development Gap Analysis Procurement Strategy KPI Strategy Deployment & Execution Process Analysis Strategic Planning Customer Profitability Consulting Training Sales Company Analysis Hoshin Kanri Strategy Development Example Organizational Design Customer-centric Organization PMI Operational Excellence Strategic Analysis Chief Strategy Officer Cost Reduction Assessment Process Improvement Strategic Thinking Balanced Scorecard Performance Management Business Case Example Financial Modeling Business Case Development Account Management

Download our FREE Strategy & Transformation Framework Templates

Download our free compilation of 50+ Strategy & Transformation slides and templates. Frameworks include McKinsey 7-S, Balanced Scorecard, Disruptive Innovation, BCG Curve, and many more.