Customer Lifetime Value

CEOs and CFOs like numbers; mostly profitability numbers but  revenue and return on investment also catch their eye. So, if you can’t speak their language

CEOs and CFOs take a liking to seeing numbers; especially profitability numbers. So if you can’t speak their language and convert your project or proposal

This post is one in a series in which I summarize into actionable steps parts of the substantial body of work by Peter Fader, Bruce

This post is one in a series in which I attempt to summarize into actionable steps parts of the substantial body of work by Peter

Recently, I came across a very useful Marketing Science article on customer lifetime value calculations. “Customer Base Analysis in a Discrete-Time Non-contractual setting,” presents an

Recently, a client asked me for a tool to help them calculate their customer retention rate. Along with the request came some questions about what

We recently participated in a written interview for the SME magazine of one of our major Australian banks. The article was not all about us,

Most of our clients see the ability to increase their cross sell rates as a good way to increase their overall of the customer’s

We prefer to use the concept of a 3 x 3 ‘Value Map’ to guide our marketing strategy and execution . The concept of ‘captured customer