Purpose – The purpose of the paper is to teach the reader how to compile a customer equity model in order to calculate the true profitability of customers. The reader can use the information to make better business decisions across their organization. Design/methodology/approach –...

Purpose – Looks at how the zeal to drive revenue growth can introduce a costly and unmanageable level of complexity, which obscures pieces of the business and drags down overall profitability. Design/methodology/approach – Opinion piece. Findings – Managers can take four distinct actions...

Purpose – Organizations intent on driving profitable growth recognize they need innovation, but most measures of innovation are incomplete, focusing only on R&D or new product development. This paper suggests an alternative, enterprise‐level measure that reflects the broadest definition of...

Purpose – Business leaders can apply key messages as early as today to begin aligning business operations with business strategy to strengthen sustainability. Principles can be applied at all levels in any organization, from the entire enterprise down to discreet product or service offerings....

Purpose – The purpose of this paper is to ask what companies should do when sustainable growth rates far exceed revenue growth rates. Design/methodology/approach – Provides an overview of US corporate profitability. Findings – Finds that today, for the first time since 1969, corporate...