Measuring and Managing Customer Profitability
IC0593

Measuring and Managing Customer Profitability

Today's customers view suppliers' products and service lines as commodities. We often find that the sales volume of high demanding customers is not proportional to their profit level because they cause extra expenses from you the supplier. In this course, you will learn why measuring customer profitability is increasingly important, how to calculate it, and what actions will increase customer profits to a supplier.

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Course Goal

  • Understand how activity-based costing calculates product/channel/customer costs
  • Learn what actions can increase the profitability of customers to a supplier
  • Understand how rapid prototyping methods quickly implement a costing system
  • Learn the basics for properly allocating direct and indirect expenses
  • Understand how to properly project future expenses/costs for budgeting/rolling financial forecasts
  • Identify obstacles that slow the adoption rate of progressive accounting

Audience

  • Consultants
  • Executives and Managers
  • IT/Business analysts
  • Project Managers

Exam/Certificate


Lesson Plan

#Description
Introduction
1 Introduction to the course material Preview
Eras and Issues in Managerial Accounting
2 Understand the Evolution of Costing Maturity
Activity-Based Costing Basics
3 Understanding the ABC Cost Assignment Network
Implementing with ABC Rapid Prototyping
4 The How and Why of Rapid Prototyping
Calculating Channel and Customer Profitability
5 Why Customer-related costs matter
Applying Analytics
6 Understanding Customer Analytics
Historical vs. Predictive Costing
7 Understanding Costing Impacts
Adoption Rate Barriers
8 Barriers to success and how to overcome them

Instructor

Gary Cokins

4.8 Average Rating

12 Reviews

80 Students

3 Courses

Gary Cokins

President

I am the founder of Analytics-Based Performance Management LLC. It provides advisory services to organizations, consulting firms, and software vendors with their challenges with how to get started, implement, and get leverage from enterprise corporate performance management (EPM / CPM) methods. These include activity-based costing (ABC), customer profitability value analysis, analytics, driver-based budgeting and rolling financial forecasts, strategy maps, balanced scorecard KPIs, dashboards PIs, and enterprise risk management (ERM).

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SAP Training for Businesses

Language: English
Level: Intermediate
Duration: 1.5 hours
Type:  Instructor-led
Release:
Category: SAP Financials

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