Value Based Customer Management
Despite enormous investments in CRM systems, most B2B businesses don't understand account-level profitability very well. Operating in this "fog" of customer profitability is very costly; sales staff are likely to over-serve low-value accounts and under-penetrate the potentially high value ones.
Experience
Oliver Wyman’s recent work in the area of Value-Based Customer Management includes:
Hospital equipment manufacturer: Refocusing on the highest-value accounts >
Reinsurance service provider: Streamlining sales and channel processes >
Homecare products manufacturer: Creating tailored value propositions by account tier >
Clinical laboratory testing company: Aligning sales resources and plans >
