Some customers are unprofitable from an economic or time perspective – but many organizations do not differentiate or know the difference. When an organization has a unique, well-differentiated service or product, understanding value from the customer’s perspective becomes a crucial factor in profitable pricing. We must take the time to fully understand what our customers value - from the customer’s point of view. What is value? Why do brand, value, and customer focus matter? Developing a deep understanding of our customers is vital. Our most important customer might be someone we have not yet recognized. Understanding both external clients and internal stakeholders - including the evolving role of the finance department, is critical to long-term success. Using humorous video clips, memes, and vetted research, your understanding of customer bases will improve.
DESIGNED FOR
Strategic CFO & Finance Leaders
BENEFITS
- Recognize and understand different types of customers, including internal stakeholders
- Learn how to build brand value and retain our best, most valuable customers over the long term
HIGHLIGHTS
- Who is your customer?
- What is solution-based planning for customer value?
- Recognizing internal customers (e.g., departments served by finance)
- Exploring profitability differences between customers with similar revenue
- Creating and sustaining a customer value pyramid
PREREQUISITES
None
ADVANCE PREPARATION
None