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Related Articles by Our Team
Methods our team has pioneered over the last couple of decades are now recognized as critically important today in bringing a customer focus to marketing, operations, and finance. A key method is segmenting customers for profitability and developing business rules for profitable, differentiated service delivery with our profit matrix.
Here are three articles from our Chairman Bob Sabath on his pioneering efforts in profitability segmentation:
“A New Way to Maximize Contribution,” Supply Chain Management Review, May/June 2003, Bob Sabath
“Who—and What—is Profitable?,” Supply Chain Management Review, July/August 2007, Bob Sabath with Patricia J. Daugherty, Daniel D. Mattioda, and Haozhe Chen
“Integrating Marketing and Supply Chain Management to Improve Profitability,” CSCMP Explores…, Summer 2007, Bob Sabath with Dr. Judith M. Wipple
Our thought leadership papers put what we’ve pioneered in context with what we view as the next steps and suggest how to get started valuing customer relationships to drive profit.
- Voice of the Customer Research by CEO Linda Sharp
Customer Focus as Business Imperative
- Traditional Customer Research with VoC by CEO Linda Sharp
More Actionable, Powerful, Relevant Research
- Technology Innovation by Senior Religence Consultant Ray Sheen
Engineer in Positive Customer Experiences
- Value Creation by Senior Religence Consultant Ray Sheen and CEO Linda Sharp
Map What the Customer Experiences
- Profitability Segmentation by CEO Linda Sharp
with Chairman Bob Sabath and CFO George Fruehan
Focus on High-Profit Growth Potential
- Strategy Execution by CEO Linda Sharp with Senior Religence Consultant Dave Pearson
Operationalize Strategy to Deliver Advantage
- Operational Control by CEO Linda Sharp
Relevant Intelligence about Customer Relationships
To learn more about the body of knowledge we’ve built to help companies take the next steps—and the ones after that—on the path to profiting from a customer focus, click here.
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