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White Paper Customer Value Management ᮣ New Techniques for Maximizing the Lifetime Profitability of your Customer Base. Author: Jeffrey Pease. Contributor: Susan Marfise, Dion Wright. Audience: This paper is intended for enterprise managers who need to understand customer value management, the next step beyond traditional customer relationship management. Contents Customers Are Your Critical Asset . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .ii Customer Value Management Defined . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1 Three “Rs” of the CVM Cycle . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .2 Right Customers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .2 Right Relationship . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .3 Right Retention . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .4 Conclusion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .5 Business Objects • Customer Value Management i Customers Are Your Critical Asset In an economy where products, marketing campaigns and even sales channels are transitory, business managers increasingly recognize customer relationships as the key to enduring profit. Bain and Company’s Frederick Reichheld has…

um tópico que aproxima essas duas áreas de conhecimento é o customer profitability, que seria uma medida para avaliar o valor financeiro de um cliente para o negócio, sendo, portanto, um conceito essencial para que Marketing e Contabilidade Gerencial sejam efetivos. O que os autores afirmam é que a demanda por demonstrar claramente a ligação entre a performance de marketing e performance do negócio tem aumentado gerencialmente, mas ainda não se utiliza a ferramenta customer profitability…

[pic] Wendy’s Analysis Khalid Al-Ajmi Neil Commerce Terrell Matthews Anil K Cheerla MBAD 271: Strategic Management Professor Gary Bojes Table of Contents Executive Summary 3 Background 4 Mission Statement 4 Vision Statement 4 Analysis of Strengths: 5 Strength 1 5 Strength 2 6 Strength 3 7 Analysis of Weaknesses 8 Weakness 1 8 Weakness 2 9 Weakness 3 10 Summary of Strengths and Weaknesses 11 Internal Factors Framework 12 Three Core…

Strategic Analysis of Apple Inc. Brian Masi Capstone Strategy Course (MGT440), Professor Linda Cohen Barney School of Business, University of Hartford December 15, 2009 MGT 440, December 2009 Masi Table of Contents Overview Executive Summary............................................................................................................. 1 Apple Inc. Strategy Facts: Scope, Generic Competitive Strategy, and Value Creation ...... 2 Strategic Analysis 1.…

the micro and macro environments, giving emphasis to competition and external factors. After that, the SWOT analysis was used to organize these findings. Once the segments were identified, the objectives were defined based on a growth strategy. Finally, the marketing mix was used to suggest some recommendations of change in order to reach the objectives. To achieve these goals, some recommendations of change are suggested as follow: * Branding: Build and maintain a brand of Fair…

.................................6 4.3 Corporate Objectives .......................................................................................................6 5 SITUATIONAL ANALYSIS ...........................................................................................................7 5.1 Macroeconomic Analysis .................................................................................................7 5.2 Industry Analysis…

VALUE INNOVATION: PASSPORT TO WEALTH CREATION Here are practical ways to help your company grow profitably. Thomas A. Dillon, Richard K. Lee and David Matheson OVERVIEW: Although most managers will agree that innovation can be the passport to wealth creation, many of their actual business practices and behaviors fail to support the activities crucial to value innovation. In particular, many companies over-emphasize technology innovation and R&D, which, when used in isolation, are…

products to people who are already customers). Whichever is your goal, the way to get there will for sure be a careful, deep thought and a hard one. This of course, if you want to succeed in a ferocious market. Sales have been changing dramatically over the years, and are no longer based just on selling as much as you can, or having the biggest revenue. Sales are no longer that small office on your enterprise that is dealing merely with face-to-face contacts and contracts, doing has much…

Marketing decision process: Step I: Situation analysis ("the 4 C's"). Identify problems and opportunities 1. Consumers: unmet needs 2. Company: competencies 3. Competitors: vulnerabilities 4. Collaborators: common goals Step II: Generate alternative strategies/courses of action: 1. Choice of target markets/market segments 2. Product positioning 3. Various marketing mix combinations Step III: Evaluate alternatives using both quantitative and…

effective leadership with provide important benefits for the business: * Reduce Operating Costs * Improve communication across all levels * Delivery of high customer service The mentioned work, also clearly defines a Mission and a Vision Statements for the Business in a way to create a “belong feeling” among the employees. This report also draws attention to the fact that Magnetic Island is located in a World Heritage Natural protected area and maps the regional issues…