Profitable Customers (Professional Paperbacks) - Softcover

"Charles Wilson has written a thought-provoking, original book on a topic that is currently top of everyone's agenda. It is, in my view, a must for any organization wishing to improve its management of major accounts." -- Professor Malcolm Mcdonald, Cranfield University School of Management "Charles Wilson provides clear, accessible and practical advice for understanding and improving customer profitability. This book should be read by all managers." -- Frank V Cespedes, Managing Partner, The Center for Executive Development, Massachusetts, USA. ""Charles Wilson has written a thought-provoking, original book on a topic that is currently top of everyone's agenda. It is, in my view, a must for any organization wishing to improve its management of major accounts."" -- Professor Malcolm Mcdonald, Cranfield University School of Management ""Charles Wilson provides clear, accessible and practical advice for understanding and improving customer profitability. This book should be read by all managers."" -- Frank V Cespedes, Managing Partner, The Center for Executive Development, Massachusetts, USA.

Intended as far more than another "customer care" book, this text is designed to help suppliers improve the way they manage their customer base, to defend and build sales, enhance margins,and reduce the cost of serving the customer. The overall message of the book is that by actively managing the customer base, companies can ensure that most attention and service is given to customers who are making a contribution to the company's profit margins, by identifying which are the profitable and unprofitable customers, and developing the relationships accordingly.