Westmind - Crm and Dealing with an Unprofitable Custlmer

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[Type the company name] | Dealing with an Unprofitable Customer | [Type the document subtitle] | | [Type the author name] | [Pick the date] | | Question to be addressed: * How should Bamford and Oldenburg deal with the challenges that have emerged with the Westmid Builders account? Discussion Recently both Tommy Bamford and Jane Oldenburg have come up with the issue of cost based accounting system of ABC which has led them to believe that Westmid Builders account was not up to the mark in terms of contributing to the firm’s performance. The challenge is whether to still persist with such an unprofitable customer whom they have had good business relationships with or whether to drop them in order to improve profitability of the firm. Managing an unprofitable customer 1. Re – Assessing the Relationship – it is really important to re- assess what sort of tangible and in – tangible relations we hold with our customers. There could be some factors which are not directly visible but contribute a lot in the non tangible form. 2. Educating Customers – Also. Making the customers aware of the fact that we are not profiting out of making business with them and asking them to contribute towards more profitability or at least a break even in some of the cases would help a great deal. 3. RENEGOTIATE YOUR VALUE PROPOSITION – reconsidering your value proposition that we are offering to the customer is also an option where in we can change the value we have been offering to adjust for profitability. 4. Migrate Customers – creating a scenario where in we could migrate some of the customers or products and make a diversification 5. Divert as a last resort – the last option would be to stop business with a particular customer if all these steps prove to be futile. 6. Customer dis – investment is difficult as present customers are

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