GROW · Customers & Sales / Module 2 of 6Locked
M46
Customer Profitability
The biggest customer is treated as the most valuable. Nobody has checked what it costs to keep them.
Why this module matters
Knowing profitability by customer allows the business to set terms, allocate service and manage concentration risk on the basis of evidence rather than fear. Without it, the largest customer is treated as the most valuable by default, and decisions about that customer are made defensively.
Inside this module
- A business case to work through, and the decision it forces
- The business problem and why it matters, in full
- The concept and a practical framework for the analysis
- Diagnostic questions for your own business
- A step-by-step worked example with real numbers
- An interactive calculation: Customer profitability sheet
- How to interpret your results and record your decision
- An editable action plan and a management routine to keep the change alive
This preview shows what the module covers. The full module opens with access to the GROW category (Grow: solve what is stopping the next stage.): USD 71.28 · KES 9,266.40.
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