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Case Study: When to Drop an Unprofitable Customer

Harvard Business Review

Tommy was a director and Jane was the Midlands regional sales manager for Egan & Sons, a supplier of doors and staircases to Westmid for 63 years. The lack of traceability and transparency extended to the costs for specialized equipment that was used only for particular products or customers. He wasn't looking forward to this visit. "Oh,

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Do You Know What Your Company’s Data Is Worth?

Harvard Business Review

Data contributes not only to brand equity, but to what constitutes product and service delivery in globally connected and hyper-competitive markets. Had the Delta ground stop lasted for a week, the burn rate would go well beyond refunds, travel vouchers, and other costs and begin eroding EvD.

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The Mayo Clinic Model for Running a Value-Improvement Program

Harvard Business Review

These efforts were part of the providers’ quest to increase the value of their care delivery — in other words, achieve better outcomes at the lowest-possible cost. One of the team’s central findings is that TDABC cannot be delegated to the finance function.

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How to Design a Bundled Payment Around Value

Harvard Business Review

The Boston Shoulder Institute wanted to enter the negotiation with an in-depth understanding of all its costs over a typical RCR-care cycle, something that it could not learn from its existing costing systems. They began by taking a careful inventory of resource needs and usage for each process in the cycle.