CFO Series: Identify the 'Good' Clients to Improve Margins

Overview

Some customers are unprofitable from an economic or time perspective, but many organizations do not know the difference. When an organization has a unique, well-differentiated service or product, understanding value from the customer’s perspective becomes a crucial factor in profitable pricing. We must take the time to fully understand what is valuable from the customer’s point of view. What is value? Why do brand, value, and customer focus matter? Developing a deep understanding of our customers is vital. Our most important customer might be someone we haven’t yet recognized. Understanding both external clients and internal stakeholders, including the evolving role of the finance department, is critical to long-term success.

Highlights

The major topics that will be covered in this course include:

Who is our customer?
- How to segment your customers
- Identifying and understanding your most valuable customers
What is solution-based planning for customer value?
Recognizing internal customers (e.g., departments served by finance)
Exploring profitability differences between customers with similar revenue
Creating and sustaining a customer value pyramid

Prerequisites

None, preferably six months of professional financial statement analysis experience and/or experience in preparing or reviewing accounting processes and reports; experience working with internal or external clients and business leaders. Preferably some experience in analyzing customer profitability.

Designed For

Financial leaders, financial managers, CEOs, CFOs, controllers, accountants, board members, advisors, and consultants; CPAs in public practice and CPAs in industry; business owners, entrepreneurs and professionals who are interested in realizing more value from the organization.