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To Cut Costs, Know Your Customer
The pandemic is forcing many B2B companies to cut costs, but conventional approaches to cost reduction may not serve them well. Instead, leaders should intensify their focus on customers by identifying the small, select group of customer value drivers in their companies. They then should cut costs b...
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| Otros Autores: | , |
| Formato: | Electrónico eBook |
| Idioma: | Indeterminado |
| Publicado: |
[S.l.] :
MIT Sloan Management Review,
2020.
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| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
| Sumario: | The pandemic is forcing many B2B companies to cut costs, but conventional approaches to cost reduction may not serve them well. Instead, leaders should intensify their focus on customers by identifying the small, select group of customer value drivers in their companies. They then should cut costs by reducing value-added waste, managing customer acquisition and retention more effectively, and prioritizing and eliminating strategic initiatives that don't align well with customer value. |
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| Notas: | Title from content provider. |
| Descripción Física: | 1 online resource |