Customer Portfolio Management: Creating Value with a Large Leaky Bucket of Customers

by Michael D. Johnson and Fred Selnes

How to create value with all the customers in a portfolio, from the stronger relationships that increase profit margins to the weaker relationships that increase scale.

Which would you rather have: a smaller, watertight bucket of loyal customers or a larger, leaky bucket of both loyal and not-so-loyal customers? In Customer Portfolio Management, Fred Selnes and Michael Johnson argue that for most companies and organizations...

• Format: Hardcover
• Language: English
• ISBN: 0262049627
• ISBN13: 9780262049627
• Release Date: March 2025
• Publisher: MIT Press
• Length: 144 Pages