Season 2, Episode 6: How to Focus on Your Most Profitable Customers

This episode explains “How to Focus on Your Most Profitable Customers”.

Savvy managers are realizing that the new disruptors are not winning by doing old things better but instead, by doing new things that incumbent companies are simply not capable of doing.

Every year, managers at companies large and small find it harder than ever to compete with the likes of Google and Amazon, who are muscling into their businesses, stealing their customers, and cornering every conceivable market and service. But there is a way for companies to survive—and win—in this era of digital behemoths. The following is an article-length excerpt that Chief Executive ran from our new book, Choose Your Customer: How to Compete Against the Digital Giants and Thrive.

Season 2, Episode 5: How to Win a Price War

In this episode, Jonathan will explain “How to Win a Price War.” Any way you look at it, a price war is the ultimate in self-destructive, lose-lose behavior. But it is one of the most common of all management problems and concerns. In short, the real win strategy – for both customers and suppliers – is to turn the price war into a value war.

The episode is based on a recent article that Jonathan and John Wass wrote for Chief Executive.

Season 2, Episode 4: How to Manage Your Most Important Risk

In this episode, Jonathan will explain “How to Manage Your Most Important Risk”. The metrics that most companies use to manage their business processes, specifically including managing risk, are not adequate for today’s business needs. These metrics are broad, aggregate measures like revenues, gross margins, and costs. They show whether a company is making money, but not where it is making money. Effective risk management requires metrics that show both.

The episode is based on a recent article that Jonathan and John Wass wrote for Chief Executive.

Season 2, Episode 3: Precision Pricing When Inflation is Rising

In this episode, Jonathan will explain “Precision Pricing When Inflation is Rising”. Precision pricing — which is highly targeted and enables managers to base prices on each product’s true, current costs and each customer’s true, current profitability — is custom-designed for today’s unstable, inflationary environment. We explain four ways to implement precision pricing instead of traditional across-the-board price increases.

The episode is based on a recent article that Jonathan and John Wass wrote for Harvard Business Review.

Season 2, Episode 2: How Enterprise Profit Management is Transforming Finance

In this episode, Jonathan will explain “How Enterprise Profit Management is Transforming Finance”. Traditional profit metrics’ broad accounts, like revenues, gross margin, and operating cost tell managers whether they are profitable – while EPM’s transaction-level profit metrics show the net profits of every nook and cranny of a company.

This podcast explains how to use Enterprise Profit Management to create sustainable year-on-year profit increases of 10-30%. It’s based on a recent article that Jonathan and John Wass wrote for StrategicCFO360.