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Book synopsis

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.

Book details

Book category Books in English Economics, finance, business & management Business & management Sales & marketing

• Full title: Converting Customer Value - From Retention to Profit
• Author: Murphy
• Language: English
• Binding: Hardback
• Number of pages: 410
• EAN: 9780470016343
• ISBN: 0470016345
• ID: 04080860
• Publisher: John Wiley & Sons Inc
• Weight: 714 g
• Dimensions: 239 × 165 × 28 mm
• Date of publishing: 07. October 2005

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