| Attend upcoming webinar and earn continuing education credits. | Measuring and Managing Customer Profitability | | | | | | | | December | | | | 5 | | 1 pm - 2:15 pm ET | | | | | | | | | | To remain competitive, companies must determine how to retain and grow existing customers and acquire new, more profitable customers. In this webinar, you'll learn how to measure and increase the profitability of your company's products, standard service lines, channels, and customers. Upon completion of this course, you will be able to: - Recognize which types of customers are worth investing in – and which types are not
- Classify the six eras of management accounting, including the shift from product-centric to customer-centric lines
- Describe the continuum of direct costing, from project accounting to standard costing to activity-based costing (ABC) to flawed cost allocations
- Identify key concepts in activity-based costing
- Explain why "cost-to-serve" expenses (distribution, marketing, selling, and customer service) are more important than product and service-line expenses
- Recognize customers as the source of shareholder wealth creation
- Quickly design and implement a customer profitability measurement system using rapid prototyping
- Shift your organization's mindset from growing sales to growing profitable sales
- View your customers as investments
- Explain why the marketing and sales functions need accounting data to better formulate customer account strategies, including salesforce compensation incentives
- Measure and manage product, channel, and customer profitability
- Differentiate between measuring forward-looking customer lifetime value (CLV) for B2C industries and calculating historical customer and consumer profitability for B2B industries
Course Reviews from Past Attendees
"The presenter was fantastic."
"The presenter was knowledgeable, spoke clearly and presentation was spot on." | | | | | | | | | | Gary Cokins, CPIM, is the founder of the advisory firm Analytics-Based Performance Management LLC. Mr. Cokins regularly counsels clients on advanced cost management and performance improvement systems. Previously, Mr. Cokins served as a consultant with Deloitte, KPMG, EDS, and SAS, a leading provider of enterprise performance management and business analytics software. Mr. Cokins is the author of the books Performance Management: Finding the Missing Pieces to Close the Intelligence Gap and Performance Management: Integrating Strategy Execution, Methodologies, Risk, and Analytics and co-author of Predictive Business Analytics. Mr. Cokins is a graduate of Cornell University (industrial engineering/operations research) and Northwestern University's Kellogg School of Management (MBA). | | | | | | | | | | | ● Earn continuing education credit for no additional fee
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