Tag: Low Margin by Customer

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...
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