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Value Above Cost
Driving Superior Financial Performance with CVA, the Most Important Metric You've Never Used
Overview
This book systematically explains how to maximize shareholder value. Columbia University''s Don Sexton fully identifies the real drivers of shareholder value, unifying key concepts from marketing, branding, economics, management, finance, accounting, and statistics.
Introduction of Customer Value Added (CVA)
Sexton introduces a powerful new metric: Customer Value Added (CVA), the difference between customer-perceived value and variable cost per unit.
Application and Case Studies
Next, he demonstrates CVA at work, presents research and case studies that prove its value, and shows how to use it to consistently measure, manage, and optimize profit, cash flow, and shareholder value.
Key Insights
Readers will learn why CVA works; how to measure it; how changes in CVA correlate to changes in profits and cash flow; and how to use CVA to steer the enterprise.
Implications for Managers
Along the way, Sexton illuminates CVA''s key implications for managers, including why managers must focus attention simultaneously on both customers and costs, and why well-publicized "generic strategies" such as "net recommend" offer only part of the solution.
Practical Tools
Finally, drawing on his own extensive experience consulting on CVA and related issues, Sexton presents easy-to-use worksheets for translating CVA concepts into reality in your own organization.
