The article for September’s discussion is: “The Right Way to Manage Unprofitable Customers” from Harvard Business Review April 2008. Problem customers can cost your business lots of money, but quickly ejecting them may not be the best way to relieve the burden. Mittal, of Rice University, Sarkees, of Penn State, and Murshed, of Towson University, explore the ins and outs of customer divestment. Using real-world examples, the authors show how deciding to end a relationship with a customer segment or individual can increase profitability, improve employee morale, address capacity constraints, and bolster a business strategy.
This article is available for purchase at the Harvard Business Review website for a nominal fee (free to members) and is also available at many public and corporate libraries.
Each month we explore the topic through a facilitated discussion of an article which is available free or at a nominal cost from a leading business publication. Our past topics have included: closing the gap between strategy and execution, participative management, innovation, how successful leaders think, leadership and behavioral economics. Future articles will explore additional areas of strategy. Suggestions for future articles or future topics are welcome. Please send your information to firstname.lastname@example.org.
This is a discussion event and will not include a featured speaker.
Meetings are usually held on the third Friday of the month in the 11 South LaSalle Building. Meetings in 2008 will be: October 17 and November 14 second Friday. 2009 meetings include January 16, February 20 and March 21.
It is important that this group stays in compliance with applicable laws and regulations regarding the protection of intellectual property and copyrights. Accordingly, we are not able to provide copies of articles that are discussed, but we do direct you to sources where these articles are available either for free or for purchase. Most sites that provide articles in downloadable format stipulate that these articles are for personal use only and not for distribution to others. Please respect whatever limitations or conditions are attached to the articles you download.
Include your email address when registering. It is needed for the email confirmations which will be provided on or before September 17.
If you need to cancel, email Dennis Aust at email@example.com so that we may give your seat to someone else.