Managing Customer Value - Cimaglobal

ManagingCustomer ValueByMarc J. EpsteinandKristi YuthasMANAGEMENT ACCOUNTING GUIDELINEMANAGEMENTSTRATEGYMEASUREMENTP ublished by The Society of Management Accountants of Canada, the AmericanInstitute of Certified Public Accountants and The Chartered Institute ofManagement 2007 by The Society of Management Accountants of Canada (CMA Canada), the American Institute of CertifiedPublic Accountants, Inc. (AICPA) and The Chartered Institute of Management Accountants (CIMA). All Rights part of this publication may be reproduced, stored in a retrieval system or transmitted, in any form or by any means, withoutthe prior written consent of the publisher or a licence from The Canadian Copyright Licensing Agency (Access Copyright).For an Access Copyright Licence, visit or call toll free to : 1-55302-208-4 NOTICE TO READERSThe material contained in the Management Accounting Guideline Managing Customer Value is designed to provide illustrativeinformation with respect to the subject matter covered.

MANAGING CUSTOMER VALUE 5 • to outline a comprehensive view of customer value that includes understanding,measuring, and improving customer-related profits across the lifetime of the customer relationship. Specifically,the Guideline provides a systematic approach for addressing customer value issues that includes:customer segmentation,measuring

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