Insights into Using Customer Valuation Strategies to Drive Growth and Increase Profits

At one time, organizations considered employees their most valuable assets; however, most CEOs today will agree that the customer ranks highest-far above products, services, and employees. In fact, in order to remain competitive, today's organizations must learn to maximize their most valuable and scarcest resources-customers. As a result, many organizations are implementing strategies designed to grow and leverage existing customers, attract new ones, and maximize the most profitable or valuable ones. Aon Risk Services, Sprint Nextel, and a leading brokerage services firm are three examples of successfully using customer valuation models to set strategy and drive growth.