Return on customer
creating maximum value from your scarcest resource
- ISBN: 9780385510301
- Editorial: Bantam Doubleday Dell, Inc.
- Fecha de la edición: 2005
- Lugar de la edición: New. None
- Encuadernación: Cartoné
- Medidas: 24 cm
- Nº Pág.: 296
- Idiomas: Inglés
Unfortunately, the financial metrics you learned in business school are not easily adapted to account for the value companies generate from this scarce resource, with the right balance between current-period sales and customer lifetime value. But striking that balance is necessary if you want to know whether you#re better off investing in customer acquisition, or in product development, or opening new stores, or plant efficiency, or better qualified personnel, or more service, or cost reduction. While you may believe in your heart that a particular decision creates shareholder value, there#s no financial metric currently available to tell you how much shareholder value you actually created, or even whether you created any at all. But Return on Customer can help you. Return on Customer is a breakthrough financial metric that can quantify the actual shareholder value you are creating (or, possibly, destroying) with your various business actions and initiatives.# #from Return on Customer
