Measuring and Managing Customer Profitability: The Why & How

Description

The only value a company will ever create for its shareholders is the value that comes from its customers - its current ones and ones acquired in the future. Customers increasingly view suppliers' products and standard service-lines as commodities. 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 more profitable customers. They must provide differentiated services to different types of customers. These have varying costs.

Unfortunately most management accounting systems do not report customer profitability. They are restricted to only product and service line profitability reporting. Gain insights into how to shift from being product-centric to being customer-centric. Leveraging business analytics with accurate costs is essential to achieve this result.

This event may be a rebroadcast of a live event and the instructor will be available to answer your questions either during or after the event.

Highlights

Customer Profitability and Value Management

• The shift from a product-centric to a customer-centric focus
• Why non-product "cost-to-serve" measures have increased in importance
• Combine customer profitability with salesforce incentive systems
• Rapid prototyping for implementing successful customer-specific cost calculations
• Measuring future potential customer value with customer lifetime value (CLV) metrics
• Actions that you can take to increase the profit of customer micro-segments
• Link customer value to maximizing shareholder wealth creation

Objectives

Understand techniques which will allow you to accurately measure the profitability of individual customers or sales channels

Designed For

CEOs, CFOs, Sales VPs, Controllers, Cost Accountants and other corporate financial professionals