Florida CFO Group Blog

Helpful topics from Florida CFO Group's experienced CFOs

Are You Losing Money on Your Biggest Customers? Part II

Part Two of Three Parts: Factors Impacting Customer Profitability

In the second of a three-part series on how to recognize if you’re losing money on your largest customers, Florida CFO Group partners Betsy BennettMark Brown, and Jay White discuss the factors impacting customer profitability.

Is Customer profitability an issue from the start of the relationship, or does it erode over time?

Betsy: It depends. I think the whole key is that you need to have some mechanism to try and measure customer profitability, either an interactive system that works with your general ledger system or an ad hoc financial analysis that you do on a periodic basis. 

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Are You Losing Money on Your Biggest Customers?

Part One of Three Parts: Revenues vs. Profitability

In the first of a three-part series on how to recognize if you’re losing money on your largest customers, Florida CFO Group partners Betsy Bennett, Mark Brown, and Jay White discuss recognizing if you are losing money on your largest customers and the impact of chasing revenues vs. profitability.

How is it possible not to know you’re losing money on your largest customers?

Betsy: It’s very possible if you’re not tracking finances by customer. For instance, in a service business, you might not track the results of each individual customer relationship in your financial records. So, one might be costing you a disproportionate amount to support, and unless you have other mechanisms other than a general ledger, you’re not going to detect that.

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Mergers & Acquisitions: Looking at a Potential Purchase

Florida CFO Group partners Dale West, Jay White, and Betsy Bennett discuss:Looking at a Potential Purchase -- sizing up acquisitions and determining if an acquisition strategy is right for your organization.

What Makes an Acquisition a Good Fit

Betsy: Having an acquisition plan depends on the culture and the ultimate strategy of an organization. For some organizations an acquisition strategy would not be compatible with their overall strategy. For others that want to grow their top-line very, very quickly, they almost have to have an acquisition strategy.

Dale: An example of a situation where an acquisition strategy may not be compatible with the culture is a family-owned business that feels very strongly about the family heritage.

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Are Budgets a Waste of Your Management Team’s Time?

Florida CFO Group partners Betsy Bennett, Mark Brown and Harold Hale discuss the importance of budgeting and if comparing results to budget on an annual basis is an out-of-date practice.

Mark: Just as you do not need a map for your daily commute to the office, if your business is stable and doesn’t change month-to-month, quarter-to-quarter, you probably will not find a need for budgets.

Betsy: Some executives believe that our fast-paced world makes 12 months too long of a planning period.  That the farther we get from the actual planning, the less relevant the budget becomes.

Harold: Yes, but a budget creates a baseline plan for your expected revenues and expenditures and provides you with a map of where your operational capital resources are allocated. Then, when the unexpected happens – good or bad – you are able to respond more quickly.

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