PPT文档演模板 客户价值管理模式 Identify Value Drivers Develop Action Plans Measure Value Creation After Transaction Measure Market Perception Conduct Baseline Study Business Process Improvement Pay Equity Bonus Benefits Manager Brand Quality Equity 客户价值管理模式 Work Life Balance The “Value” of Customer Value • Strengthen value propositions – value is the basis for customer decisions feedback On-going Transactional Surveys On-going Market Surveys PPT文档演模板 客户价值管理模式 Plan/Do/Check/Act BuiБайду номын сангаасd Commitment To Value Proposition Process & Organization • Tripled market share in a strategically important market: 4% - 12% • Total estimated bottom • Increased employees from line contribution = $4.5M 600 to 1000+ MODELING EMPLOYEE VALUE Retention The Right Workforce” Acquisition Employee Value Relative Compensation Positive Turnover Relative Job Quality Base Salary PPT文档演模板 International Health and Leisure Firm • Doubled profits in a single year • Moved from being a market “nicher” to the market leader PPT文档演模板 Source: Adapted from Customer Satisfaction in Practice by the American Productivity & Quality Center, 1998 客户价值管理模式 Underground Mining Equipment Manufacturer / Distributor • 50% reduction in customer churn • Doubled sales revenue – from $250M to $500M+ • Improved equipment delivery time from 10 days to 2 days Plan/Do/Check/Act The Value Proposition Deployment Process 客户价值管理模式 Customer Value Yields Big Dividends Wireless Telecom Company Heavy Equipment Dealership 客户价值管理模式 PPT文档演模板 2020/11/17 客户价值管理模式 Price Performance Profile PPT文档演模板 客户价值管理模式 Value Map PPT文档演模板 客户价值管理模式 Value Scorecard PPT文档演模板 客户价值管理模式 Head-to-Head Comparisons (Average) • Identify responses with the greatest impact on customers’ future purchase behaviour • Hone in on winning client strategies • Discipline and focus—across all functions • Dramatic impacts and performance gains The key to attracting, satisfying, and retaining customers. PPT文档演模板 客户价值管理模式 3rew 演讲完毕,谢谢听讲! 再见,see you again PPT文档演模板 2020/11/17 客户价值管理模式 Gap Analysis Changes To Deliver Value Proposition Internal Tracking & Measurement Tracking Market Impact Internal Management/ Staff Group of Companies PPT文档演模板 • Achieved record profitability last year • Reclaimed more than $8mm in lost sales • 30% improvement in on-time deliveries • Improved margins on equipment repairs from 11% to 28%