Articles / Recommended Reading

Applying Customer Relationship Valuation

Ashok Jain article

Applying Customer Relationship Valuation
Ashok Jain, Carmen Sims, Joice Gil
Deloitte Financial Advisory Services LLP

The Journal of Professional Pricing
Third Quarter 2008

Summary
Customer relationships represent one of the primary driv­ers of successful pricing strategies and are affected by them in turn. Thus, smart companies must consider both during their planning processes. This article explores this essential relationship and shows how firms can under­stand and maximize it to increase overall profitability.

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