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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.
HBS Working Knowledge May 1, 2006 Jonathan Byrnes	"Revenues are Good, Costs are Bad" and Other Business Myths Here are ten of the worst business myths.
HBS Working Knowledge April 4, 2005 Jonathan Byrnes	The Age of Precision Markets A look at the shift from mass markets to precision markets as well as the factors driving a precision market.
HBS Working Knowledge March 7, 2005 Jonathan Byrnes	Achieving Supply Chain Productivity More than anything else, supply chain productivity requires that supply chain managers become experts at knowledge generation and change management.
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 February 7, 2005 Jonathan Byrnes	Precision Retailing Can you apply profitability management to a retailer?
CFO February 1, 2012 Matt Surka	Squint if You Have To To maintain company profitability, companies must find new growth opportunities.
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 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.
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.
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.
HBS Working Knowledge August 2, 2004 Jonathan Byrnes	Account Management: Art or Science? The answer, not surprisingly, is that both aspects are important. But in many companies, the science of account management is neither well understood nor systematically applied.
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...
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
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.
Entrepreneur December 2003 Mark Henricks	A Tight Ship Profitability management helped PC maker Dell pull off a turnaround. Can it help you do the same?
Bank Systems & Technology January 6, 2009 Terry Moore	Strategic IT Cost Reduction Can Preserve Core Strengths The pressures on bank IT budgets will continue into 2009 as institutions look to execute broad cost-reduction programs to preserve capital and improve profitability.
CRM October 18, 2004 Joshua Weinberger	Hot Seat: Should CRM Focus on Maximizing Top Customers or Boosting the Profitability of Others? Some loyal customers may be only marginally valuable today, but enormously valuable tomorrow.
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.
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.
CFO January 1, 2009 Josh Hyatt	Playing Favorites CFOs have another new responsibility: Using profitable customers to drive corporate value.
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.
Bank Systems & Technology April 1, 2005 Keith Knudsen	One Question For: Keith Knudsen, EVP, Security National Bank How is Security National Bank leveraging technology to improve customer relationships and boost profitability?
CRM January 21, 2005 Robert Kugel	Seven Mistakes in Managing Customer Profitability Taking the right approach can lead to a sustainable competitive advantage.
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.
CIO January 26, 2012 Fred O'Connor	Five Tips for Dealing with Your CFO CFOs are increasingly calling the shots, which means CIOs are reporting to them, not the CEO. Do you know how to talk business in a way they'll understand? If you're all about the tech, the answer is no.
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.
CRM February 2015 Robert Wollan	It's Time to Tear Up Your Sales Playbook Stay relevant in today's competitive market with these five tips.
Insurance & Technology September 2, 2007 Anthony O'Donnell	Finance Transformation Needed, BearingPoint Survey Says Technology challenges and opportunities are top of mind for financial services CFOs seeking to transform their companies finance organizations.
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.
The Motley Fool March 30, 2009 Kristin Graham	Finding a Company to Hold Forever These five competitive forces can help uncover investments with long-term profitability.
CFO October 1, 2010 Marie Leone	"I Hate CFOs Who Always Say No." This CFO was skeptical that her company could balance social responsibility and financial success, but now she's a believer. An interview with Rose Marcario, COO and CFO, Patagonia Inc.
CIO October 28, 2015	Attention CIOs: Here's how to bond with the CFO IT project success hinges on financial support from the CFO, so learn the lingo and stay in close touch
Bank Technology News January 2005 Bugnitz & Benson	Business Strategy: Technology and the Bottom Line Assessing the business value of existing technology and new investments has always been a thorny issue. But it must be done. After all, that which cannot be measured cannot be controlled.
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...
IndustryWeek April 21, 2010	Consider This -- Using Pricing as a Competitive Advantage Here are three tried and tested pricing strategies to help manufacturing companies climb to the top of the heap in this time of economic recovery.
CFO March 1, 2004 Joseph McCafferty	Good, but Not Great Seventy-two percent of U.S. finance executives say they have a positive outlook on the domestic economy over the next year.
CFO November 1, 2009 Alix Stuart	Are You "Strategic"? CFOs have long aspired to that lofty moniker. Is the time at hand when many can lay claim to it?
CFO June 1, 2011 Russ Banham	The Price Is (More) Right Improved technology -- and leadership from finance -- may help companies optimize their margins.
CIO June 1, 2005 Larry Selden	How To Avoid Merger Heartburn Before you go on an acquisition binge, you need to know who your target company's customers are and what they want. CIOs can play an important role.
Financial Planning March 1, 2011 Stephanie Bogan	Growth: Realizing Your Potential To build your advisory practice into what you dream it will be, you need to see it clearly and then think like a businessperson, streamline operations and market yourself.
IndustryWeek February 1, 2008 Brad Kenney	Business Challenges: By the Numbers What is the top business challenge facing your company in the next five years?
CRM May 1, 2006 Collins, Nair & Schumacher	Reaching the Next Level of Performance in Marketing Marketers should expand their focus and look for opportunities to drive incremental revenue across all stages of customers' interactions.
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.
CFO November 1, 2009 Kate O'Sullivan	After the Storm What impact will the recession have on your career prospects?
IndustryWeek June 20, 2012	Finance Needs to Step Up Its Game Companies are giving CFOs more tools to work with, but they expect results.
CFO May 1, 2010 David McCann	An Action Plan for IT CFOs who oversee technology should have no fear: a methodical, top-down management approach can produce strong results.
CFO March 1, 2012 David Rosenbaum	So, You're the Boss of the CIO. Now What? CFOs are more likely than ever to oversee IT. How much do you need to know in order to manage it effectively?
CFO Alix Nyberg	CFOs in the Sales Process After a season of slumping revenues, many CFOs are being called upon to reassure potential customers of their companies' financial health. Often, their mission is to convince customers the company will be alive and well a year from now...
CFO March 1, 2005 Julia Homer	Time and Change Today's CFOs no longer labor in obscurity, but the notoriety of the few has increased the pressure on the rest.