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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.   |
IndustryWeek
April 21, 2010 |
Consider This -- Using Pricing as a Competitive Advantage Here are three tried and tested pricing strategies to help manufacturing companies climb to the top of the heap in this time of economic recovery. |
Knowledge@Wharton
July 30, 2003 |
Which Customers Are Worth Keeping and Which Ones Aren't? A look at managerial uses of "Customer Lifetime Value" measurement. |
CRM
May 1, 2008
Christopher Musico |
Tech Solution: Price Optimization Tools Use technology to help you price products and services to stay competitive while still ensuring profitability. |
HBS Working Knowledge
March 7, 2007
Sarah Jane Gilbert |
How Do You Value a "Free" Customer? In multi-sided markets, some customers contribute to a company's bottom line directly while others contribute indirect benefits, which are more difficult to calculate. |
IndustryWeek
August 18, 2010
Wilbur Reid |
Consider This -- Why Companies Need a Chief Pricing Officer In the new order, the rise of strategic pricing roles such as a chief pricing officer and supporting pricing team will help companies achieve strong financial performance. |
CFO
December 1, 2009
Vincent Ryan |
Price Fixing With economic recovery on the horizon, it's time to revisit the wisdom of rock-bottom prices. |
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. |
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. |
CRM
November 15, 2004
Laura Preslan |
Take the Chaos Out of Pricing It is possible to take price management from disparate to optimized. Once the price strategy is documented the remaining decisions become much easier to make, because they are tied to the strategy. |
Financial Planning
October 1, 2010
J. Scott Slater |
On Beyond AUM More advisors should look to drive additional revenue from charging separate fees for value-added services. |
Financial Advisor
April 2007
David Lawrence |
RIM Shot Service pricing is not the sole issue for today's financial advisors to deal with. There are several issues unique to Retirement Income Management practices that require attention. |
CRM
August 1, 2009
Paul Greenberg |
Managing Social Customers for Profit A new paradigm calls for a reassessment of an industry metric. |
Insurance & Technology
May 22, 2009
Steve Discher |
Not All Customers Are Equal: The Case for Differentiated Service Insurers can maximize their customer service technology investments by identifying what is valuable to different tiers of customers and matching capabilities to customer profitability. |
CFO
June 1, 2011
Russ Banham |
The Price Is (More) Right Improved technology -- and leadership from finance -- may help companies optimize their margins. |
HBS Working Knowledge
July 21, 2008
Sean Silverthorne |
Solving the Market Resources Allocation Puzzle Harvard Business School professors offer a way for managers to conceptualize the most effective approach for deciding between the myriad marketing options at their disposal. |
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. |
Knowledge@Wharton
June 4, 2003 |
Choosing the Wrong Pricing Strategy Can Be a Costly Mistake Two professors in Wharton's marketing department say devising appropriate pricing strategies is more critical than ever in a world of hyper-competition. Pricing strategies also take on added importance at a time when central bankers and economists are concerned about deflation. |
CRM
November 23, 2012
Pelin Thorogood |
The New Science of Retaining Customers Look to digital analytics to improve buyer loyalty and customer lifetime value. |
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 |
IndustryWeek
April 1, 2008
Nick Zubko |
Price Check on Manufacturing A benchmarking survey polled more than 500 pricing professionals in manufacturing, distribution and industrial services to shed light on their methods, perceptions and trends in pricing practices and capabilities. |
Information Today
February 24, 2015
Barbie E. Keiser |
IDEO: Designing Better Libraries The IDEO team has turned its attention to libraries with its newest offering, Design Thinking for Libraries, First Edition: A Toolkit for Patron-Centered Design. |
