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- The Right Way to Manage Unprofitable Customers
- Some of your customers aren't paying their bills. Others are so high-maintenance that the cost of serving them is eroding your profits. What to do? For many companies, the answer is simple: Show them the door....
- Articles 2008-07-01
Additional Resources
- Managing Customers For Value
- The energy retail business thrives on efficient customer interactions. Customers are the lifelines of the energy retail business. They want efficient service, better products, and good offers from energy retailers. In such scenario, it becomes imperative for the energy retailer to keep a track of the Customer Lifetime Value CLV...
- White papers 2004-03-11
- Managing Customers In A Downturn: Maximize Short-Term Revenue Or Position Yourself For Long-Term
- As the global economy continues its downward spiral, companies all over the world face tremendous pressure to generate cash and sales. Businesses that had obsessed about growing revenue are now focusing on grabbing whatever slice they can from a shrinking pie. In this challenging environment, what's the right strategy for...
- White papers 2008-12-17
- Opportunity of a Lifetime: A More Scientific Approach to Managing the Customer Lifecycle Can Create Significant Value
- This paper talks about a research into the economics of the customer lifecycle, particularly in the U.S. wireless sector, clearly indicates the need for companies to take a more scientific approach to managing customers. Companies adopting this emerging discipline, known as Customer Lifecycle Management, or CLM, needs to incorporate five...
- White papers 2004-03-01
- Sequent Extends Systems Management Offerings; New Products and Services Support Open, Standards-Based Infrastructure For Managing Entire IT Solutions
- BEAVERTON, Ore.--BUSINESS WIRE--Dec. 12, 1994--Sequent Computer Systems Inc. Monday announced three products that provide new systems management capabilities for users of Sequent high-performance systems running UNIX and Windows NT. The new products join Sequent's comprehensive services and software offerings for enterprise system management, called ControlPoint. These...
- Research articles 1994-12-12
- Managing Expectations
- Expectations can be both a blessing and a curse! When you meet people's expectations, they're generally very grateful—a blessing. If you fail to meet those expectations, they may tell everyone about their disappointment, and be slow to offer forgiveness—a curse.Take this example: You're considering buying some expensive goods and you...
- Articles 2007-11-12
- Managing Sales Opportunities
- For many business-to-business markets, the customer is not a single decision-maker, which means the sales process can be prolonged and complex. The traditional process of generating leads and handing them to the sales force for completion may not be sufficient. The sales and marketing program has to penetrate far deeper...
- Articles 2007-11-30
- Managing Sustainable Value Chains
- In the period from the 1960s to the 1980s, Japanese industry taught the world a lot about managing value chains. Now that we have committed to more sustainable practices, these lessons have never been so important. By minutely managing every aspect of the value...
- Blog posts 2009-09-11
- Managing Key Accounts without Allowing Them to Manage You
- 80% of a typical business's income comes from just 20% of its customers. So does it make sense to dedicate time and resources to keeping that 20% satisfied? Absolutely! But satisfied may not be enough. You also need to ask yourself, "How can we better serve the needs of our...
- Articles 2007-10-16
- Positioning - Managing Your Market Identity
- When one speaks of market positioning, it talks about how company is positioned in the minds of customers and potential customers. That is to say, the sum total of their perceptions of the company in each regard. There are merely two of the possible tools of communicating to the market....
- White papers 2003-01-01
- Managing Customer Relationships with Email
- The Internet provides streamlined, cost-effective channels for delivering products and services to customers. As a result, today's customers are progressively more Internet-savvy. In fact, email and web-based communications are growing faster than any other means of customer interaction. Effectively managing email is critical to organization's ongoing ability to service customers....
- White papers 2003-01-01
- Nucleus Research Quantifies Value of Kronos® Solutions for Customers around the World; Customers achieving bottom-line results by more effectively managing their workforce
- ORLANDO, Fla. -- According to the results of an independent study conducted by Nucleus Research (www.NucleusResearch.com), Kronos([R]) Incorporated (Nasdaq: KRON) customers around the globe are achieving quick and measurable returns from investments by more effectively managing their workforce. Kronos customers from Australia, Canada, Mexico, the United Kingdom, and the United...
- Research articles 2006-10-17
- Managing forklift fleets: a new era.(Materials Handling Report)
- By improving fleet asset utilization, distributors can create a win-win with customers "We see managing the lift truck asset as the next logical step companies can take to increase profitability," says Mike MacPhail, head of fleet m By...
- Research articles 1999-02-01
- How to Get Customers to Pay Up
- Hounding clients to pay their unpaid bills is a loathsome task, even when the economy is good. But in a recession, mismanaging accounts receivable threatens both customer relationships and the health of the company. Here's how to make your clients pay — tactfully. ...
- Articles 2009-03-06
- Hiring, Training, Managing And Motivating Quick Printing Salespeople
- This article covers the process of hiring the right person. If selling in general is a mystery to many quick printers, then hiring and managing salespeople must seem to be up there with the greatest mysteries of all time. You only need to look at the failure rate among quick...
- White papers 2003-01-01
- Managing Brand Value Strengthens Business Health
- From the executive summary: ‘A brand is a set of expectations and associations evoked from experience with a company or product. It is all about how customers think and feel about what the business or product actually delivers, from beginning to end. The customers are likely to have a positive...
- White papers 2003-11-01
- Managing Key Relationships; Key Account Management
- Businesses will increasingly be less able to sustain revenues and maximize profits unless they adopt specialized relationship techniques to maximize their intimacy with their most important customers and business partners. This article explains how managing key relationships, a practical program addresses commonly occurring issues of low levels of customer responsiveness,...
- White papers 2003-07-08
- Tensilica Hires Myeong-heum Yeon as Managing Director, Korea Office; New Director to Promote Configurable Processors to Korean Customers
- SANTA CLARA, Calif. & SEOUL, South Korea -- TensilicaR, Inc. today announced that it has hired Myeong-heum Yeon as managing and sales director of its Korean office. Mr. Yeon has a strong background at major companies including Texas Instruments, Samsung and LG Electronics. Tensilica has major customers in Korea, including...
- Research articles 2005-11-15
- Leading Industry Visionaries and Global Customers to Deliver Real-World Best Practices at Plateau's 11th Annual User Conference
- Insights 2006 to Feature Presentations from Customers and Partners - Including GE, U.S. Air Force, AOL, American Red Cross, NASA and Northwest Airlines - Highlighting Best Practices for Managing, Assessing, and Improving Organizational Talent ARLINGTON, Va. -- Plateau Systems, a leading provider of software for developing, managing and optimizing...
- Research articles 2006-09-29
- Reducing and Managing Workplace Absenteeism
- Productivity loss due to absenteeism is a serious and growing challenge. In the United States, the annual cost to employers for time lost due to accidents is almost $100 billion, and other unscheduled worker absences costs even more. Absence management is a growing body of knowledge and experience that managers...
- Articles 2007-03-27
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