Cokins_Gary

Measuring and Managing Customer Profitability

June 14th, 2017 1:00 PM to 2:15 PM ET
Can't attend live? By registering, you will be able to view the course live, view a recording at any time for 12 months, or both.

To remain competitive, companies must determine how to retain and grow existing customers and acquire new, more profitable customers. In this webinar, you’ll learn how to measure and increase the profitability of your company’s products, standard service lines, channels, and customers. Upon completion of this course, you will be able to:

  • Recognize which types of customers are worth investing in – and which types are not
  • Classify the six eras of management accounting, including the shift from product-centric to customer-centric lines
  • Describe the continuum of direct costing, from project accounting to standard costing to activity-based costing (ABC) to flawed cost allocations
  • Identify key concepts in activity-based costing
  • Explain why “cost-to-serve” expenses (distribution, marketing, selling, and customer service) are more important than product and service-line expenses
  • Recognize customers as the source of shareholder wealth creation
  • Quickly design and implement a customer profitability measurement system using rapid prototyping
  • Shift your organization’s mindset from growing sales to growing profitable sales
  • View your customers as investments
  • Explain why the marketing and sales functions need accounting data to better formulate customer account strategies, including salesforce compensation incentives
  • Measure and manage product, channel, and customer profitability
  • Differentiate between measuring forward-looking customer lifetime value (CLV) for B2C industries and calculating historical customer and consumer profitability for B2B industries

CPE Credit: Participants can earn up to 1.5 CPE credits in the Management Advisory Services field of study. Please note that CPE credit is only available for viewing the live program.

100% Money-Back Cancellation and Refund Policies: If you can’t make the live webinar, you may cancel at any time before the webinar begins for a full refund. If you are not satisfied with the webinar, we will provide you a full refund. For more information regarding refund, complaint and program cancellation policies, please call us at 703-372-0550.

Program Level: Beginner

Prerequisites: None

Advanced Preparation: None

Instructional Method: Group-Internet Based

National Registry of CPE Sponsors: Clear Law Institute 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 the 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.learningmarket.org.

Course Reviews

“The presenter was fantastic.”

“The presenter was knowledgeable, spoke clearly and presentation was spot on.”

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CPE

Clear Law Institute 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.learningmarket.org. For more information regarding administrative policies such as complaint and refund, please see the tab above on our Money-Back Guarantee or contact us at 703-372-0550. CPE Credit: Maximum Credit Hours: 1.5. You must attend at least 50 minutes to obtain credit. Field of Study: Management Advisory Services for 1.5 hours. Teaching Method: Lecture. Upon completion of this course, you will receive a certificate of attendance. Final approval of a course for CPE credit belongs with each state’s regulatory board.

Clear Law Institute has registered with the Texas State Board of Public Accountancy as a CPE Sponsor. This registration does not constitute an endorsement by the Board as to the quality of our CPE Program. This program qualifies for 1.5 hours of continuing professional education.

Faculty - Gary Cokins


About the Presenter

Gary Cokins, CPIM, is the founder of the advisory firm Analytics-Based Performance Management LLC. Mr. Cokins regularly counsels clients on advanced cost management and performance improvement systems. Previously, Mr. Cokins served as a consultant with Deloitte, KPMG, EDS, and SAS, a leading provider of enterprise performance management and business analytics software. Mr. Cokins is the author of the books Performance Management: Finding the Missing Pieces to Close the Intelligence Gap and Performance Management: Integrating Strategy Execution, Methodologies, Risk, and Analytics and co-author of Predictive Business Analytics. Mr. Cokins is a graduate of Cornell University (industrial engineering/operations research) and Northwestern University’s Kellogg School of Management (MBA).

Group Discounts

icon-groupIf you add more people from your organization, the registration fee for each person will be discounted as described below. The discount will be automatically applied during checkout.

2-4

$74
25% Off

5-9

$66
33% Off

10+

$49
50% Off

View Live and/or Recording

icon-webinar-smYou may view the webinar live and/or you may view the recording of the webinar as many times as you wish for up to 1 year afterwards. Immediately after the live presentation, you will be able to view the recording at the same link. You do not need to view the live presentation to get access to the recorded webinar. If you have any questions, please contact us.

Access Everywhere

Access the live and/or recorded webinar on your computer, tablet, or smartphone.

Money-Back Guarantee

If you’re not satisfied with the course, we will promptly refund your money.

All-Access Membership

icon-membershipJoin our all-access membership program to participate in this webinar and any live or recorded webinar for a flat annual fee.

Learn More

FAQs

Any questions?  Please view our FAQs page or contact us.

$99

Group Discounts

icon-groupIf you add more people from your organization, the registration fee for each person will be discounted as described below. The discount will be automatically applied during checkout.

2-4

$74
25% Off

5-9

$66
33% Off

10+

$49
50% Off

View Live and/or Recording

icon-webinar-smYou may view the webinar live and/or you may view the recording of the webinar as many times as you wish for up to 1 year afterwards. Immediately after the live presentation, you will be able to view the recording at the same link. You do not need to view the live presentation to get access to the recorded webinar. If you have any questions, please contact us.

Access Everywhere

Access the live and/or recorded webinar on your computer, tablet, or smartphone.

Money-Back Guarantee

If you’re not satisfied with the course, we will promptly refund your money.

All-Access Membership

icon-membershipJoin our all-access membership program to participate in this webinar and any live or recorded webinar for a flat annual fee.

Learn More

FAQs

Any questions?  Please view our FAQs page or contact us.