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ADDRESS: 901 Dulaney Valley Road, Suite 800
Towson, MD 21204
PHONE: 888-481-3500
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Customer Profitability Analysis (with activity-based costing, ABC)COURSE ID: CPAABC
DESCRIPTION

The only value a company will ever create for its shareholders and owners is the value that comes from its customers – the current ones and the new ones acquired in the future. Customer profitability reporting, using activity-based costing (ABC) principles, aids in determining which types of customers to retain, grow, win-back, and acquire and how much to optimally spend doing each action.

DESIGNED FOR: • Chief financial officers (CFOs) • Controllers • Management accountants • Budget managers • Strategic planners • Marketing managers • Sales managers • Business analytics specialistsFIELD OF STUDY: Mgmt Advisory ServicesLEVEL: IntermediatePREREQUISITES: Prior activity-based costing learningCOURSE PRODUCER: Business Learning InstituteCREDITS: 2.0OBJECTIVES:
  • Recognize why customers are the source of shareholder wealth creation
  • Identify and measure resource cost drivers
  • Identify why, as differentiation from product advantages is reduced or neutralized due to commoditization, the service level differentiation matters and the customer relationship grows in importance as a competitive advantage
  • Recognize how to shift the mindset from growing sales to growing profitable sales
  • Describe why the marketing function needs accounting data to better formulate customer account strategies
  • Identify how to measure and manage product, channel, and customer profitability
  • Identify how measuring forward-looking customer lifetime value (CLV) differs from calculating historical customer profitability
HIGHLIGHTS:

* Constructing a cost assignment network model
* Identifying and measuring resource cost drivers
* Identifying and measuring activity cost drivers
* Distinguishing accuracy with relevance
* Viewing customers as an investment portfolio with ROIs
* Recognizing high from low maintenance customers
* Rationalizing which customers to focus on
* Customer lifetime value (CLV) for business to consumer (B2C) industries
* Analyzing the information to lift profits from customers
* Changing salesforce incentives to blend sales and profits commissions

INSTRUCTOR
Download the 2016 Business Learning Institute Course Catalog DOWNLOAD PDF
Business Learning Institute - Course Catalog
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