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Measuring And Managing Customer Profitability

  • CPA (CA)
  • CIA
  • CMA
  • CPA (US)

Published: September, 2019

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  • Course Description
  • Course Qualification
  • Presenter
  • Faq

Course Description

Overview

  • Managerial Accounting – era and issues
    7 mins
  • What is Activity-based costing (ABC)?
    12 mins
  • Key issues faced while Implementing ABC
    28 mins
  • How one should calculate a channel and customer profitability?
    33 mins
  • What is analytics and how to apply it successfully?
    56 mins
  • Historical costing versus predictive costing
    59 mins
  • Which are major barriers that slow down the adoption rate of ABC?
    77 mins
  • Major excuses preventing being progressive
    80 mins

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 to 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.

Who Should Attend?

  • Accountant
  • Accounting Firm
  • Bookkeeper
  • CPA - Small Firm
  • Entrepreneurial CPA
  • Finance Pros
  • QB Pro Advisor
  • Xero Advisor
  • Young CPA

Course Qualification

Webinar Qualifies For

  • 1 CPE Credit of Accounting & Auditing for Certified Internal Auditors (CIA)
  • 1 CPE Credit of Accounting & Auditing for Certified Internal Auditors (CIA)
  • 1.5 CPE Credit for Certified Management Accountants (CMA)
  • 1 CPE Credit of Accounting for Certified Public Accountants (CPA-US)
  • 1 CPE Credit of Accounting for Certified Public Accountants (CPA-US)
  • 1.5 CPD Credit for Chartered Professional Accountant (CPA Canada)

Presenter

About Presenter

Gary Cokins, CMA, MBA

Founder & CEO Analytics-Based Performance Management LLC

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. 

About Company

Analytics-Based Performance Management LLC

www.analyticsperfmgmt.com

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

FAQs content

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