Purpose – Most business executives understand the importance of taking care of their best customers but they often limit their focus to engaging the left side of their customers' brains: the calculating side, paying attention to “hard” financial considerations such as level of discounts....

Purpose – The author has previously written about the concept of “strategic market position.” Simply stated, SMP is a strategic discipline which ties together the principles of customer preference, producer economics, and corporate finance and helps companies understand when and how...