Warriors B2G1 Free
 
 

Special Offers see all

Enter to WIN a $100 Credit

Subscribe to PowellsBooks.news
for a chance to win.
Privacy Policy

Visit our stores


    Recently Viewed clear list


    The Powell's Playlist | April 27, 2015

    Austin Bunn: IMG I Am Listening: Austin Bunn's Playlist for The Brink



    When I first started writing, I'd give stories to friends and press a mix tape into their hand: when you read this, listen to this. Let me take this... Continue »
    1. $10.49 Sale Trade Paper add to wish list

      The Brink: Stories

      Austin Bunn 9780062362612

    spacer
Qualifying orders ship free.
$1.00
Used Hardcover
Ships in 1 to 3 days
Add to Wishlist
Qty Store Section
1 Local Warehouse Business- Customer Service

Angel Customers & Demon Customers: Discover Which Is Which, and Turbo-Charge Your Stock

by

Angel Customers & Demon Customers: Discover Which Is Which, and Turbo-Charge Your Stock Cover

 

Synopses & Reviews

Publisher Comments:

One of the oldest myths in business is that every customer is a valuable customer. Even in the age of high-tech data collection, many businesses don't realize that some of their customers are deeply unprofitable, and that simply doing business with them is costing them money. In many places, it's typical that the top 20 percent of customers are generating almost all the profit while the bottom 20 percent are actually destroying value. Managers are missing tremendous opportunities if they are not aware which of their customers are truly profitable and which are not.

 

According to Larry Selden and Geoff Colvin, there is a way to fix this problem: manage your business not as a collection of products and services but as a customer portfolio. Selden and Colvin show readers how to analyze customer data to understand how you can get the most out of your most critical customer segments. The authors reveal how some companies (such as Best Buy and Fidelity Investments) have already moved in this direction, and what customer-centric strategies are likely to become widespread in the coming years.

For corporate leaders, middle managers, or small business owners, this book offers a breakthrough plan to delight their best customers and drive shareowner value.

Synopsis:

- When not teaching at Columbia, Larry Selden advises CEOs at some of America's leading companies- Geoff Colvin's Wall Street Week with Fortune is one of the most popular national business television programs. His bimonthly column in Fortune is called "Value Driven"

Synopsis:

Selden and Colvin show readers how to analyze customer data to understand how to get the most out of the most critical customer segments. The authors reveal how some companies (such as Best Buy and Fidelity Investments) have already moved in this direction, and what customercentric strategies are likely to become widespread in the coming years.

About the Author

Larry Selden is a professor of finance and economics at Columbia University Graduate School of Business as well as a prominent business consultant.

Geoffrey Colvin, the editorial director of Fortune magazine, is the host of the PBS series Wall Street Week with Fortune.

Table of Contents

Angel Customers and Demon Customers Acknowledgments

Chapter 1

The Trillion-Dollar Opportunity You're Missing

What It Means—and What It's Worth—to Be Truly Customer Centered

Chapter 2

Will This Customer Sink Your Stock?

Understanding How Your Average Customer Creates or Destroys Shareowner Value

Chapter 3

The Astonishing Truth About Customer Profitability

The Surprising Things You Discover When You Learn How to "Deaverage" It

Chapter 4

Managing Customer Profitability the Right Way

What Your Real Goal Is and a Practical Scorecard to Track Progress

Chapter 5

Organizing Around Customers

Why Do It and Why More Companies Don't Do It

Chapter 6

The Right Way to Segment Customers

Reconceiving Your Company as a Customer Portfolio

Chapter 7

Knowing and Winning Customers

The Beginning of Value Proposition Management

Chapter 8

Driving It to the Ledger

Making Value Proposition Management Pay

Chapter 9

Becoming Truly Customer Centered

The Nuts and Bolts of Making It Happen in Your Organization

Chapter 10

A Better Way to Do M&A

How to Stop Takeovers from Making Shareowners Poorer

Chapter 11

Your Action Plan

What to Do on Monday Morning

Notes

Index

Product Details

ISBN:
9781591840077
Subtitle:
Tell the Good from the Bad--and Dominate Your Competitors
Author:
Selden, Larry
Author:
Seloen, Larry
Author:
Colvin, Geoff
Author:
Colvin, Geoffrey
Publisher:
Portfolio Trade
Location:
New York
Subject:
Finance
Subject:
Customer Service
Subject:
Entrepreneurship
Subject:
Customer relations
Subject:
Sales & Selling
Subject:
Business-Accounting and Finance
Copyright:
Edition Description:
Paperback / softback
Series Volume:
No. MT-110.
Publication Date:
20041026
Binding:
Paperback
Grade Level:
from 12
Language:
English
Illustrations:
b/w charts and graphs throughout
Pages:
272
Dimensions:
9.27x6.27x.89 in. .97 lbs.
Age Level:
from 18

Other books you might like

  1. Execution: The Discipline of Getting... Used Hardcover $2.50
  2. Statistics for the Utterly Confused... Used Trade Paper $7.50
  3. The Fifth Discipline: The Art And...
    Used Hardcover $4.50
  4. Big Change at Best Buy Used Hardcover $2.95
  5. Up Is Not the Only Way: a Guide To... Used Trade Paper $7.50
  6. Goal 2ND Edition Rev Process of... Used Trade Paper $6.95

Related Subjects

Business » Accounting and Finance
Business » Customer Service
Business » Management
Business » Small Businesses » General
Business » Start Up Business

Angel Customers & Demon Customers: Discover Which Is Which, and Turbo-Charge Your Stock Used Hardcover
0 stars - 0 reviews
$1.00 In Stock
Product details 272 pages Portfolio Hardcover - English 9781591840077 Reviews:
"Synopsis" by , - When not teaching at Columbia, Larry Selden advises CEOs at some of America's leading companies- Geoff Colvin's Wall Street Week with Fortune is one of the most popular national business television programs. His bimonthly column in Fortune is called "Value Driven"
"Synopsis" by , Selden and Colvin show readers how to analyze customer data to understand how to get the most out of the most critical customer segments. The authors reveal how some companies (such as Best Buy and Fidelity Investments) have already moved in this direction, and what customercentric strategies are likely to become widespread in the coming years.
spacer
spacer
  • back to top

FOLLOW US ON...

     
Powell's City of Books is an independent bookstore in Portland, Oregon, that fills a whole city block with more than a million new, used, and out of print books. Shop those shelves — plus literally millions more books, DVDs, and gifts — here at Powells.com.