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CRM
January 21, 2005
Robert Kugel |
Seven Mistakes in Managing Customer Profitability Taking the right approach can lead to a sustainable competitive advantage.   |
CRM
January 2005
Jason Compton |
Profits One Customer at a Time CRM strategists often speak of improving company performance by boosting revenue on a per-customer basis. CRM magazine cuts through the hype to examine what individual customer profitability can--and cannot--do for your business. |
CRM
November 2007
Colin Beasty |
Predicting Profitability After years of trial-and-error, enterprises are finally developing innovative strategies and incorporating new software to allow them to identify - and sell to - their most profitable customers. |
HBS Working Knowledge
August 8, 2005
Robert S. Kaplan |
A Balanced Scorecard Approach To Measure Customer Profitability Some companies become customer-obsessed rather than customer-focused and lose potential profits. |
CRM
January 26, 2004
Nick Wreden |
Build a Customer P&L Sheet To thrive, companies must be able to calculate customer profitability as part of the process of determining customer equity. |
CRM
October 18, 2004
Joshua Weinberger |
Hot Seat: Should CRM Focus on Maximizing Top Customers or Boosting the Profitability of Others? Some loyal customers may be only marginally valuable today, but enormously valuable tomorrow. |
CRM
January 17, 2014
Mac McConnell |
Four Reasons BPM Can Improve Your CRM System Take business relationships to the next level with business process management. |
HBS Working Knowledge
April 3, 2006
Jonathan Byrnes |
Making the CFO Chief Profitability Officer Profitability management opens a new realm of opportunity for the creative CFO. Using it, a CFO can generate revenues, profits, and cash surprisingly quickly, and at very little cost. But it requires that the CFO move beyond his or her traditional domain. |
Bank Technology News
July 2001
Joseph McKendrick |
Your Best Customers May Be Different Tomorrow Financial technology helps institutions predict which of their clients are worth fighting for... |
IndustryWeek
September 1, 2007
Jill Jusko |
Accounting For Lean Tastes Manufacturers are showing growing support for lean accounting, which proponents say more accurately reflects activities of a lean organization. |
Real Estate Portfolio
May/Jun 2001
Yungmann & Taube |
FFO: Earnings or Cash Flow? In 1991, funds from operations (FFO) was defined by NAREIT and became widely used by the industry. Users of the industry's financial statements have accepted FFO as a starting point from which to analyze the historical, as well as prospective profitability and value of companies... |
Bank Technology News
June 2001
Jan Jaben-Eilon |
Looking for Payback from CRM For banks, good CRM starts with a good business culture... |
PC Magazine
February 17, 2004
Kathy Yakal |
A Satisfying Business Suite Going beyond its accounting roots, NetSuite 9.1 incorporates a very capable small-business accounting product with ERP, CRM, and e-commerce functions. |
CRM
July 1, 2006
Lior Arussy |
Embrace Complexity Avoid paying the price of oversimplified customer interactions. The ability to increase customers' repeat business and achieve corporate profitability is directly linked to the ability to embrace and design your business for complexity. |
| Knowledge@Wharton |
A Rescue Plan to Save the Beleaguered Accounting Industry A new book called Building Public Trust: The Future of Corporate Reporting does not break much new ground, but it does an admirable job of tying together a number of topics that have challenged the accounting industry and providing a framework for financial reporting in the future. |
Bank Technology News
February 2002
Louise West |
Good News for CRM and Outsourcing Vendors Despite the economic slump, banks in Europe are still prepared to spend on certain areas of IT... |
Financial Planning
February 1, 2005
Julie Littlechild |
The Profit Problem Understanding what a financial adviser is making--or losing--on individual clients takes a lot of work. The alternative is to keep on flying blind. Client profitability is not about cash flow, and as a result, it often gets short shrift. |
U.S. Banker
February 2002
Eby Raj Seshadri & Corey Yulinsky |
Quick-Return CRM There are ways to improve customer relationship management without spending huge amounts of money. McKinsey consultants argue that CRM should be more mining of profits than of data... |
Commercial Investment Real Estate
Nov/Dec 2010
Susan H. Nadler |
Mind the GAAP What advantages does the income-tax basis accounting method offer? |
The Motley Fool
March 12, 2007
Jim Mueller |
Foolish Book Review: "Quality of Earnings" Thornton O'Glove's book challenges investors to open their eyes and see what a company is really doing. |
IndustryWeek
October 1, 2002
George Taninecz |
Cost Accounting Undercuts Lean Switching to simpler accounting methods gives a more realistic reflection of the benefits of lean manufacturing. |
IndustryWeek
April 1, 2002
Tonya Vinas |
Customer-Order Management -- Out Of Order Survey respondents demonstrate some best practices in customer-order management, but better tracking of costs could lead to greater efficiencies... |
HBS Working Knowledge
February 2, 2004
Jonathan Byrnes |
Action-Training for Effective Change Profitability management is all about greatly improving a company's performance without the need for capital expenditures. But this requires effective change management and ironically, for many managers, it may seem easier to spend money than to change their managers' behavior. |
CRM
September 2015
Michael Vickers |
Is Your CRM System Aligned with Your Entire Business? For peak efficiency, your enterprise solution needs to wear many hats |
Bank Technology News
May 2001
Maria Bruno |
CoreProfit Tackles Profitability from the Bottom Up Company turns profitability models upside down so that banks look at customer costs first... |
CRM
April 2012
Esteban Kolsky |
The Big Three The big problems in CRM are not solved by deploying software and changing a few processes. They require a lot more than that to be solved. |
CRM
July 1, 2003
Phillip Britt |
Eight Building Blocks for CRM Success Companies are continuing to pursue CRM projects in 2003 despite the discontent from many about earlier failures and the harsh business climate. But most companies are now taking a more cautious approach to their implementations. |
CRM
September 27, 2013
Nigel Turner |
Why CRM Fails Independent analyst firm Ovum suggests that poor-quality data is costing U.S. businesses around $700 billion a year, or 30 percent of the average company's revenue. |
HBS Working Knowledge
May 1, 2006
Jonathan Byrnes |
"Revenues are Good, Costs are Bad" and Other Business Myths Here are ten of the worst business myths. |
HBS Working Knowledge
October 6, 2003
Jonathan Byrnes |
Managing Profitability: One Year Later The most important issue facing managers in this difficult economy is making more money from the existing business without costly new initiatives. The author revisits this assertion from a year ago. |
CRM
January 2013
Woody Driggs |
Add Customer Satisfaction Through Analytics Companies need to improve customer value to boost profitable growth, gain insights into customers' profitability and lifetime value, and monitor customer behavior across multiple channels and social media |
The Motley Fool
March 14, 2006
Rich Smith |
Foolish Forecast: Is It HOTT in Here? Investors, focus on inventories and free cash flow. That's where you'll find the first evidence of a turnaround, if one exists. |
CRM
December 2014
Esteban Kolsky |
Why CRM Is Not Dead Simple interactions give way to end-to-end experiences. |
CFO
November 1, 2010
Marie Leone |
Technical Difficulties As the pace of accounting-rule changes intensifies, can IT systems keep up? |
CRM
June 2, 2003 |
CRM Defined: Real-Time Enterprise A real-time enterprise (RTE) shares information with employees, customers, and partners in real time through the complete supply and demand chains. This allows the company to instantly alert individuals to changes in customer demand, inventory, competitive actions, and profitability. |
CRM
May 2, 2005
Phillip Britt |
Making Use of Analytics Analysis is an increasingly important part of CRM, yet it's misunderstood by many executives. Here are tips on how to use business intelligence. |
IndustryWeek
February 1, 2008
Ralph Keller |
Continuous Improvement -- How to Combat the Credit Crunch Manufacturers in search of capital are harvesting the cash that's tied up in their inventories. |
CRM
March 2005
Jason Compton |
You've Got Questions, We've Got Answers We went into the market to talk with CRM users about their main challenges, and then went back to industry experts for solutions. Here's what we found. |
CRM
January 2014
Sarah Sluis |
Risk-Proof Your CRM System Focus on the people and the process, not the technology. |
Entrepreneur
December 2003
Mark Henricks |
A Tight Ship Profitability management helped PC maker Dell pull off a turnaround. Can it help you do the same? |
Entrepreneur
October 2003
C.J. Prince |
A Fair Trade Find out how to barter the right way -- and avoid the practices that will land you in hot water. |
BusinessWeek
October 4, 2004
David Henry |
Fuzzy Numbers Despite the reforms, corporate profits can be as distorted and confusing as ever. Here's how the game is played. |
CRM
September 2003
Guglielmo et al. |
The 2003 Market Leaders (Part 2) Which vendors are leading the industry? CRM magazine scrutinized CRM suite vendors and related categories to uncover the top-five leaders in each category: enterprise CRM, mid-market CRM, analytics, contact center outsourcers, and consulting firms. |
CFO
Lori Calabro & Alix Nyberg |
The Global 100 The kingmakers, deal breakers, and power brokers that shape finance. |
CRM
May 3, 2004 |
Heard and Overheard Quotes from the CRM industry: "Success in CRM is a journey, not a destination"... "In our world CRM stands for Can't Replace Marketing"... etc. |
CRM
December 20, 2004
Airelle Emmett |
Changing ''My'' Clients to ''Our'' Clients How do you get buy-in for CRM when your primary users guard their client information like a priceless treasure? As law firms increasingly move to adopt CRM, this dilemma is their greatest challenge. |
IDB America
June 2001
Daniel Drosdoff |
International accounting standards: A good investment A corporate finance expert explains why better accounting standards boost confidence and attract investors... |
HBS Working Knowledge
July 14, 2003
Selden & Colvin |
M&A: The Value of a Customer The M&A valuation process often gives short shrift to the caliber of customers held by the target company. Here are analysis tools for assessing customer value. |
HBS Working Knowledge
March 1, 2004
Jonathan Byrnes |
Reconnect Sales Management to Profitability In many companies, top managers are frustrated because the sales process seems disconnected from corporate objectives. This presents a serious impediment to management's efforts to manage profitability effectively. |
CIO
June 1, 2005
Larry Selden |
How To Avoid Merger Heartburn Before you go on an acquisition binge, you need to know who your target company's customers are and what they want. CIOs can play an important role. |
