Locating Unprofitable Customers in Your Data and Travel Hockey
- April 8, 2014
- Tom Cowen
As the father of a 10 year old House League hockey player, I am intrigued by the alphabet soup that has been created to classify players...
Go Ahead, Fire Your Customer!
- September 10, 2013
- Mark Hunter
We all have at least one customer with whom we just don’t like working, right? You may think I am going to say “fire” any customer...
Willingness to Pay
- April 9, 2013
- Ben Blaney
I heard a clip of a movie in which two men were discussing the sale of a business. After the “handshake” moment, these e
Which of your customers are profitable, anyway?
- November 11, 2012
- Ben Blaney
Speaking with a prospective customer recently, I was interested to hear that they didn’t actively manage their customers according to a simple four-box matrix of revenu...
Fighting Inflation with Better Price Segmentation
- January 31, 2011
- Tapan Bhatt
In the early stages of the global economic recovery, businesses are grappling with the challenges created by widely different economic circumstances in countries where th...
A New Pricing Strategy for the PC Industry- Raise Prices!
- January 17, 2011
- Colin Carroll
You get what you pay for – the recent turnaround in the fortunes of the PC makers underscores this point really well. For the longest time,...
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