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Firing the right customers is good business not every customer is an asset to your company, but determining who to cull, and how, can be a challenge

Choosing to deliberately lose a customer might violate prevailing wisdom, but not all customers are good for your business. The authors suggest that business leaders should focus on customer needs, behavior, and value when deciding which customers to cull in order to improve profitability and better...

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Bibliographic Details
Main Authors: Pedersen, Carsten, Ritter, Thomas (Author)
Format: eBook
Language:English
Published: [Cambridge, Massachusetts] MIT Sloan Management Review 2024
Edition:[First edition]
Subjects:
Marketing
Vente / Droit
Customer Relations / Management / Http://id.loc.gov/authorities/subjects/sh2007005453
Marketing / Aat
Sales / Http://id.loc.gov/authorities/subjects/sh85116717
Marketing / Http://id.loc.gov/authorities/subjects/sh85081333
Online Access:
Collection: O'Reilly - Collection details see MPG.ReNa
Description
Summary:Choosing to deliberately lose a customer might violate prevailing wisdom, but not all customers are good for your business. The authors suggest that business leaders should focus on customer needs, behavior, and value when deciding which customers to cull in order to improve profitability and better serve other customers. They also describe the pros and cons of different approaches to ending customer relationships
Item Description:Reprint #65328
Physical Description:6 pages

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