Customer Portfolio Management by Fred Selnes (Hardback Book)

Name: Customer Portfolio Management by Fred Selnes (Hardback Book)
Brand: MIT Press Ltd

MIT Press Ltd

How to create value with all the customers in a portfolio, from the stronger relationships that increase profit margins to the weaker relationships that increase scale.\nWhich would you rather have: a smaller, watertight bucket of loyal customers or a larger, leaky bucket of both loyal and not-so-loyal customers? In Customer Portfolio Management, Fred Selnes and Michael Johnson argue that for most companies and organizations the larger leaky bucket is more valuable. While loyal customers are generally more profitable, the weaker, or leaky, relationships in a portfolio provide scale economies and a source of future loyal customers. The basic principle behind customer portfolio management (CPM), they explain, is to view a company s market strategies as long-term investments in the\n\nCustomer Portfolio Management\nCreating Value with a Large Leaky Bucket of Customers\nFree UK delivery on this item.\n\nThis brand new item is available with free UK delivery using Royal Mail tracked ser;