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CRM January 2013 Woody Driggs	Add Customer Satisfaction Through Analytics Companies need to improve customer value to boost profitable growth, gain insights into customers' profitability and lifetime value, and monitor customer behavior across multiple channels and social media
CRM November 2007 Colin Beasty	Predicting Profitability After years of trial-and-error, enterprises are finally developing innovative strategies and incorporating new software to allow them to identify - and sell to - their most profitable customers.
Bank Technology News July 2001 Joseph McKendrick	Your Best Customers May Be Different Tomorrow Financial technology helps institutions predict which of their clients are worth fighting for...
Financial Planning February 1, 2005 Julie Littlechild	The Profit Problem Understanding what a financial adviser is making--or losing--on individual clients takes a lot of work. The alternative is to keep on flying blind. Client profitability is not about cash flow, and as a result, it often gets short shrift.
HBS Working Knowledge April 3, 2006 Jonathan Byrnes	Making the CFO Chief Profitability Officer Profitability management opens a new realm of opportunity for the creative CFO. Using it, a CFO can generate revenues, profits, and cash surprisingly quickly, and at very little cost. But it requires that the CFO move beyond his or her traditional domain.
CRM May 3, 2004	Heard and Overheard Quotes from the CRM industry: "Success in CRM is a journey, not a destination"... "In our world CRM stands for Can't Replace Marketing"... etc.
Bank Systems & Technology August 5, 2004 Ivan Schneider	Security National Brings Families Closer Customer profitability software allows a bank to gain strategic clarity about the drivers of its overall profitability, but it's difficult to pin down an exact return on investment.
Bank Technology News May 2001 Maria Bruno	CoreProfit Tackles Profitability from the Bottom Up Company turns profitability models upside down so that banks look at customer costs first...
CRM April 14, 2003 Tom Richebacher	The Art of Customer Profitability Analysis How to remove the roadblocks to learning the true value of your customers.
The Motley Fool May 8, 2006 Rich Smith	Foolish Forecast: Princeton Preview The test-prep company s due to take its first-quarter 2006 earnings test with Wall Street tomorrow morning. In the few hours remaining before test time, here's a quick cramming session and review what we already know.
Insurance & Technology May 22, 2009 Steve Discher	Not All Customers Are Equal: The Case for Differentiated Service Insurers can maximize their customer service technology investments by identifying what is valuable to different tiers of customers and matching capabilities to customer profitability.
CRM January 2005 Jason Compton	Profits One Customer at a Time CRM strategists often speak of improving company performance by boosting revenue on a per-customer basis. CRM magazine cuts through the hype to examine what individual customer profitability can--and cannot--do for your business.
CRM September 24, 2004 Joshua Weinberger	Market Watch: Database Marketers Mine for Perfect Customer Segmentation Database marketing has quickly become integral to many organizations' CRM operations.
HBS Working Knowledge August 8, 2005 Robert S. Kaplan	A Balanced Scorecard Approach To Measure Customer Profitability Some companies become customer-obsessed rather than customer-focused and lose potential profits.
CIO June 1, 2002 Stephanie Overby	The Little Banks That Could Faced with growing competition from the big guys, the little engine that could -- in this case, small and midsize banks -- are using CRM to make it over the mountain
HBS Working Knowledge July 14, 2003 Selden & Colvin	M&A: The Value of a Customer The M&A valuation process often gives short shrift to the caliber of customers held by the target company. Here are analysis tools for assessing customer value.
CRM September 17, 2004 Chris Selland	You're Fired! AT&T recently announced that it is pulling out of the consumer telephone market to focus on its B2B customers.
Registered Rep. November 28, 2012 Anne Field	The Measured Practice You can ask for referrals and recruit prospects. But by tracking the time spent on each relationship -- sometimes down to five-minute increments -- with a tight focus on efficiency, these advisors have grown their practices from the inside out.
CRM March 1, 2004	Just 1 Question Should companies expect their CRM vendors to help them use CRM to determine who their most profitable customers are?
CRM January 2012 Donna Fluss	Redefining CRM It's time to say good-bye to the old definition of CRM -- it is no longer viable as a leading business or even systems strategy.
The Motley Fool February 3, 2004 Gardner & Gardner	Starbucks Pleased With Overseas CEO Orin Smith says talk of international struggles is overstated.
CRM September 19, 2014 Bryan Collins	The Zen of a Connected Business Six benefits of integrating CRM and enterprise resource planning.
CRM April 2015 David Myron	The 4 Core Components of CRM It's time to make knowledge one of the essential components of a successful CRM strategy.
CRM January 21, 2005 Robert Kugel	Seven Mistakes in Managing Customer Profitability Taking the right approach can lead to a sustainable competitive advantage.
HBS Working Knowledge October 6, 2003 Jonathan Byrnes	Managing Profitability: One Year Later The most important issue facing managers in this difficult economy is making more money from the existing business without costly new initiatives. The author revisits this assertion from a year ago.
Search Engine Watch September 4, 2001 Danny Sullivan	We're In The Money, Says Google Google's profitable and has been so on an operating basis for the past two quarters, the company says. Along with being profitable, the company also has a new chief executive officer, Dr. Eric Schmidt...
CRM February 2, 2004 Martin Schneider	Vertical Focus: Financial Services Firms Learn to Value Relationships, Not Transactions Profits and speedy service are still key, but financial services firms are getting back to basics.
HBS Working Knowledge February 2, 2004 Jonathan Byrnes	Action-Training for Effective Change Profitability management is all about greatly improving a company's performance without the need for capital expenditures. But this requires effective change management and ironically, for many managers, it may seem easier to spend money than to change their managers' behavior.
CRM January 26, 2004 Nick Wreden	Build a Customer P&L Sheet To thrive, companies must be able to calculate customer profitability as part of the process of determining customer equity.
Registered Rep. November 1, 2006 Susan Konig	Take Their Measure If you're a financial advisor, you've probably asked yourself more than once, how can I build the perfect book of clients? You might think that getting there is as simple as eliminating all but your highest-net-worth clients. But not all advisors want to take this step -- or should.
CRM January 1, 2007 Lior Arussy	Shall We Dance? Every organization has its share of responsibilities, but making sure to work with the right customers is a priority. A company that allows vague, undefined customer roles and responsibilities easily experience misunderstandings and abuse.
The Motley Fool February 22, 2006 Rich Smith	Foolish Forecast: Pushing the Limited Judging from the rolling margins, the company appears to be slipping, becoming less profitable over time, and thus unlikely to turn in a profits improvement three times better than its sales improvement. Investors, take note.
CRM May 2, 2005 Phillip Britt	Making Use of Analytics Analysis is an increasingly important part of CRM, yet it's misunderstood by many executives. Here are tips on how to use business intelligence.
HBS Working Knowledge December 1, 2003 Jonathan Byrnes	Bridge the Gap Between Strategy and Tactics Core integrated planning is a five-step process. Here are the key Magic Matrices, and some important planning issues they enable managers to address.
CFO July 1, 2003 Alix Nyberg	Buyer Be Aware Overbuying and elusive ROI measures plague CRM, yet customers continue to sign on.
CRM December 2, 2010 Lauren McKay	How Socially Intelligent Are Business Intelligence Vendors? In August, Allen Bonde, industry blogger and managing director of consultancy Evoke CRM, decided to put today's "social CRM" vendors to the test, by ranking companies on just how social they are.
Investment Advisor January 2006 Maya Ivanova	Listen Up Financial advisory firms are demonstrating their ability to weather the tough times of the last few years. But to continue their profitability in the future, they need to make client service a priority.
Financial Advisor April 2005 David L. Lawrence	Linking Client Profitability To Client Acquisition Goals The kind of financial advisory practice you operate will determine the type of client you seek.
The Motley Fool March 14, 2006 Rich Smith	Foolish Forecast: Is It HOTT in Here? Investors, focus on inventories and free cash flow. That's where you'll find the first evidence of a turnaround, if one exists.
HBS Working Knowledge December 5, 2005 Jonathan Byrnes	Middle Management Excellence What is the single most important thing a CEO can do to maximize his or her company's performance? The answer is to creatively, aggressively, and systematically build the capabilities of the company's middle management team: the vice presidents, directors, and managers.
HBS Working Knowledge March 1, 2004 Jonathan Byrnes	Reconnect Sales Management to Profitability In many companies, top managers are frustrated because the sales process seems disconnected from corporate objectives. This presents a serious impediment to management's efforts to manage profitability effectively.
Financial Planning December 1, 2005 Beck & Tibergien	Is Your Price Right? A groundbreaking new study shows why it may be time for financial advisers to raise their fees.
Entrepreneur September 2007 David Worrell	So Long, Big Guys A handbag designer boosts profits - and its image - by shunning mass retail distribution.
CIO January 15, 2003 Mohanbir Sawhney	New Value, Same Customers The value of customers goes beyond what they spend. By using activity-based costing approaches to allocate marketing, sales and support costs to specific customer accounts, you can create a more accurate picture of what your customers are really worth.
Bank Technology News April 2001 David Rountree	Customers Rule Today Long before the Internet, the customer was said to be king. But the Net appears to spell certain, if slow, death for banks that don't act accordingly...
U.S. Banker February 2002 Eby Raj Seshadri & Corey Yulinsky	Quick-Return CRM There are ways to improve customer relationship management without spending huge amounts of money. McKinsey consultants argue that CRM should be more mining of profits than of data...
Financial Planning November 1, 2008 Michael A. Bell	Time Is Money When asked what their greatest challenge is, virtually all advisors say it's not product complexity -- or even the regulatory landscape -- that causes the most stress. It's lack of time.
CRM January 21, 2005 Colin Beasty	Required Reading: Tracking the Evolution of CRM In the most recent collaboration by Accenture's CRM strategists, Defying The Limits: Mastering High Performance CRM takes a unique vantage point for surveying the past, present, and future of CRM.
HBS Working Knowledge February 7, 2005 Jonathan Byrnes	Precision Retailing Can you apply profitability management to a retailer?
The Motley Fool July 26, 2006 Jim Mueller	Foolish Forecast: Audible Sounds Iffy Tomorrow, the spoken-word content provider will announce earnings for the second quarter of 2006. Will this promising company again disappoint analysts and investors?