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Converting Customer Value: From Retention to Profit

ISBN: 978-0-470-01634-3
Hardcover
416 pages
November 2005
List Price: US $75.00
Government Price: US $48.00
Enter Quantity:   Buy
Converting Customer Value: From Retention to Profit (0470016345) cover image

A company exists to make profit, and everything it does is a step towards that goal. Many firms are trying to get closer to their customers, but few realise how crucial this is to corporate value. Indeed, the long-term value of a company is perhaps best described as the sum of future profits from customers, discounted to a present value. Tackling two hot topics in business - CRM and corporate value - and based on a study undertaken by the Customer Management Leadership Group, John Murphy's new book links customer management directly to company profitability for the first time. By implementing its Customer Management Integration Framework, a company can see cash flows for each customer relationship, and use that information to effectively manage key customers for higher and more resilient levels of profitability.
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