Evaluation Products, Customers and Contracts

David E. Vance ()
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David E. Vance: School of Business Rutgers University

Chapter Chapter 6 in Corporate Restructuring, 2009, pp 85-101 from Springer

Abstract: Abstract Stop the bleeding is often one of the first commands in restructuring. It is rare when any two products, customers, services or contracts are equally profitable; some are probably very profitable and some unprofitable. The unprofitable, when averaged in with the profitable can make the overall company look bad. Identification and elimination of losing products, customers, services and contracts can dramatically improve profitability. This is corporate triage at a more detailed level. Those elements of a business that drain resources, and distract management time and attention should be eliminated. When they are, management can focus on improving the profitability and performance of its core business.

Keywords: Contribution Margin; Sales Growth; Order Entry; Strategic Importance; Complementary Good (search for similar items in EconPapers)
Date: 2009
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-642-01786-5_6

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DOI: 10.1007/978-3-642-01786-5_6

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