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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MIT Sloan Management Review
2020
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| Zusammenfassung: | 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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