Measuring and Managing Customer Profitability

Course Details

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Course Description

Customers increasingly view suppliers’ products and standard service lines as commodities. This means that suppliers must shift their actions toward differentiating their services, offers, discounts, and deals with different types of existing customers to retain and grow them. As a result of this shift from being product-centric to customer-centric, suppliers need an increased emphasis on measuring current and future potential profitability of products, standard service-lines, channels, and customers. Activity-based costing (ABC) provides the information lacking in traditional costing practices to address both issues – measuring customer and channel profitability including the costs of products and standard service lines.

Learning objectives

  • Why customers are the source of shareholder wealth creation.
  • How to shift the mindset from growing sales to growing profitable sales & to view customers as investments like in a stock portfolio to seek higher ROIs – return on customers (ROC)
  • Why the marketing and sales functions need accounting data to better formulate customer account strategies including compensation incentives.
  • How to measure and manage product, channel, and customer profitability
  • How measuring forward-looking customer lifetime value (CLV) differs from calculating historical customer / consumer profitability for B2C industries.

About Presenter

Gary Cokins, CMA, MBA

Advisor, Analytics-Based Performance Management LLC

gcokins@garycokins.com

Gary Cokins is an internationally recognized expert, speaker, and author in enterprise and corporate performance management improvement methods and business analytics. He is the founder of Analytics-Based Performance Management, an advisory firm located in Cary, North Carolina at www.garycokins.com . Gary received a BS degree with honors in Industrial Engineering/Operations Research from Cornell University in 1971. He received his MBA with honors from Northwestern University’s Kellogg School of Management in 1974.Gary began his career as a strategic planner with FMC’s Link-Belt Division and then served as Financial Controller and Operations Manager. In 1981 Gary began his management consulting career first with Deloitte consulting, and then in 1988 with KPMG consulting. In 1992 Gary headed the National Cost Management Consulting Services for Electronic Data Systems (EDS) now part of HP. From 1997 until 2013 Gary was a Principal Consultant with SAS, a leading provider of business analytics software. 

Analytics-Based Performance Management LLC. provides advisory services to organizations, consulting firms, and software vendors with their challenges to get started, implement, and leverage enterprise and corporate performance management (EPM / CPM) methods such as customer profitability analysis (using ABC), analytics, rolling financial forecasts, strategy maps, and balanced scorecards (KPIs).

FAQ

  • To receive CPE credit for the event, you must register for the webcast prior to the start of each program.
  • CPE is available to all eligible participants within 24 hours of each webinar.
  • You must attend complete webinar and respond to all polling questions asked during the webinar. CPE is issued on 50 minute credit hour basis.
  • This event may be a rebroadcast of a live event and the instructor will be available to answer your questions during/after the webinar.
  • If you are Canadian Chartered Professional Accountant (CPA) many of our courses qualifies for your verifiable CPD requirements you will get your certificate for the program. You can check a tab of “Webinar Qualifies for” for the same.However please do verify with respective regulatory body about the eligibility for the same.
  • Many of our courses are approved by “CFP Board” for CE credits of certified financial Planner(CFP). Please check a tab of “Webinar Qualifies for” to verify whether webinar qualifies for CE credits for CFP or not.

Refund/Cancellation Policy

For more information regarding refund, complaint and program cancellation policies, please contact our offices at 646-688-5128

In case any of the course or live webinars gets cancelled we would be refunding you the entire amount (if paid).

Reviews

4.5
(130)
68%
21%
9%
2%
0%
  • AA
    Ashraf Abdallah , CIA, CISA
    Jun 3rd 2020
    Many thanks for my-cpe.com for this useful platform aiming for enriching professional knowledge while fulfillment of social responsibility.
AV
Anatoly Vysotsky
Garry's expertise in corporate performance management concepts is unparallel. With certain simple tricks he helped me solve some of the things I was facing difficulty with. Turns out to be a technical understanding difference. Thank you Garry for your inputs.
HF
Harrold Flemins , CPA
A+ presenatation, very valuable, I would recommend to anyone
AB
Akima Blyden , CPA
Thank you for the presentation. It was really worth the time. I enjoyed learning about customer profitability. It was really an impressive webinar
DG
Daniel Guetzkow , CPA
Minor problems. At the end, we could still see the presenter's screen while he was catching up on email. Your contract with speakers might wish to address any legal liabilities you incur when such anomalies happen.
KH
Kevin Hatfield , CPA
The presenter was very knowledgeable and answered many of my questions with just the material presented. I would recommend that anyone interested in this subject refer to this webinar and presenter. Also, the moderator of myCPE is awesome. Before starting the webinar they have explained the necessary requirements which ultimately helped during the webinar.

NASBA Approved

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MY-CPE LLC (Sponsor Id#: 143597) is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.NASBARegistry.org.

upcoming Live CPE Webinars

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Thursday, August 06, 2020 | 10:00 AM EDT View Details/Register
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Thursday, August 06, 2020 | 12:00 PM EDT View Details/Register
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Excel Tips & Tricks: For every Accountant, CPA, Bookkeeper, Tax Professional, Auditor & Controller
Thursday, August 06, 2020 | 01:00 PM EDT View Details/Register
Advanced 1031 Exchange and Delaware Statutory Trusts: Tax Savings to Wealth Creation
Thursday, August 06, 2020 | 01:00 PM EDT View Details/Register
Data Analysis 101 - Getting to the heart of performance data
Thursday, August 06, 2020 | 01:30 PM EDT View Details/Register
Individual Tax Update 2020
Thursday, August 06, 2020 | 03:00 PM EDT View Details/Register
BASIS CALCULATIONS & DISTRIBUTIONS FOR PASS-THRU ENTITY OWNERS SCHEDULE K-1 ANALYSIS (LATEST)
Friday, August 07, 2020 | 09:00 AM EDT View Details/Register
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Friday, August 07, 2020 | 09:00 AM EDT View Details/Register
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Friday, August 07, 2020 | 09:00 AM EDT View Details/Register
  • Cost FREE
  • CPE Credits 1.5
  • Subject Area Accounting
  • Course Level Basic
  • Instructional Method group internet based
  • Prerequisites None
  • Advanced Preparation None
  • Who should attend? Finance Pros Bookkeeper Accountant Xero Advisor QB Pro Advisor CPA - Small Firm Accounting Firm Young CPA Entrepreneurial CPA
  • Handout Material Download

upcoming Live CPE Webinars

IRS COLLECTION REPRESENTATION IN THE WAKE OF COVID-19
Thursday, August 06, 2020 | 10:00 AM EDT View Details/Register
Building a Framework for Regulatory Ethics
Thursday, August 06, 2020 | 10:30 AM EDT View Details/Register
Passive Loss Issues with Schedule K-1s
Thursday, August 06, 2020 | 11:00 AM EDT View Details/Register
S-Corp Preparation, Basis Calculations & Distributions – Form 1120S Schedule K & K-1 Analysis
Thursday, August 06, 2020 | 11:00 AM EDT View Details/Register
Top 10 Things All CPAs Need to Know About IRS Representation
Thursday, August 06, 2020 | 11:30 AM EDT View Details/Register
INTRO TO ACCOUNTINGSUITE™ & MULTI-CHANNEL INVENTORY
Thursday, August 06, 2020 | 12:00 PM EDT View Details/Register
Effective Leadership – Finding Common Ground Despite Differing Points of View
Thursday, August 06, 2020 | 12:00 PM EDT View Details/Register
Excel Tips & Tricks: For every Accountant, CPA, Bookkeeper, Tax Professional, Auditor & Controller
Thursday, August 06, 2020 | 01:00 PM EDT View Details/Register
Advanced 1031 Exchange and Delaware Statutory Trusts: Tax Savings to Wealth Creation
Thursday, August 06, 2020 | 01:00 PM EDT View Details/Register
Data Analysis 101 - Getting to the heart of performance data
Thursday, August 06, 2020 | 01:30 PM EDT View Details/Register
Individual Tax Update 2020
Thursday, August 06, 2020 | 03:00 PM EDT View Details/Register
BASIS CALCULATIONS & DISTRIBUTIONS FOR PASS-THRU ENTITY OWNERS SCHEDULE K-1 ANALYSIS (LATEST)
Friday, August 07, 2020 | 09:00 AM EDT View Details/Register
Practical QB Training - Year End Closing, Analysis, Being Tax/Audit Ready
Friday, August 07, 2020 | 09:00 AM EDT View Details/Register
FASB ASC 606 : TIPS ON ACCOUNTING & AUDITING FOR REVENUE RECOGNITION
Friday, August 07, 2020 | 09:00 AM EDT View Details/Register
Accountant prepared a return and it is under Criminal Investigation by the IRS, Now What?
Friday, August 07, 2020 | 09:00 AM EDT View Details/Register