Converting Customer Value - Murphy, John J. (Manchester Business School) a Burton, Jamie (Manchester Business School) a Gleaves, Robin (Manchester Business School) a Kitshoff, Jan (Manchester Business School)

A company exists to make profit, and everything it does is merely a step towards that goal. Many are trying to get closer to their customers, but few realise how crucial this is to corporate value. Indeed, the long term value of a company is perhaps best described as the sum of future profits from customers, discounted to a present value.