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276 Customer(s) (Continued) loyalty, 128 129, 152, 254 needs, 26, 50, 52, 59, 156, 197, 268, 270 perspectives, 50, 59 60 preferences, 26, 36, 166, 175, 197, 231, 270 pro t margin, 56 pro les, comparison of, 169 170 pro tability, see Customer pro tability relationship with, 70 response analysis, 164 retention, 154, 158, 164, 167 168, 170 171 satisfaction, 47, 50, 101, 126, 129, 147 148, 156, 158, 171, 197 segmentation, 121, 128 129, 158, 167, 181 turnover rate, 11 types of, 128 value, see Customer value Customer database marketing systems, 152, 155 156 Customer-focused strategy, 29 Customer intelligence (CI), 99, 146, 149, 152 155 Customer intelligence/customer relationship management (CI/CRM): ABM combined with, 166 codependencies, 161 162 customer pro tability integrated with, 164 167 data mining, 162 163 development of, 152 153, 155 156 gure-eight continuous cycle, 158 161 importance of, 149, 157 158 shareholder wealth creation, 171 trends in, 157 Customer lifetime value (CLV): applications, 99, 167, 169 calculation of, 168 169 de ned, 154 predictive vs. actual, 169 170 Customer pro tability: competitive awareness, 130 customer sales volume related to, 122 124 customer segmentation, 121, 128 129 determination of, 117 118 shing pole graph, 121 measurement of, generally, 165 166, 171 improvement strategies, 126 128, 156 pro le curve, 121, 123 pro t cliff curve, 121, 129 130 pro t distribution matrix, 126 129 pro t contribution layering, 124 126 reporting, 165 166, 169

overabundance of information; our minds are not able to manipulate the information into a readily understandable format. This is where Excel comes in handy. We have now optimized two parameters on MyStrategy-1 and created several different statistics on each individual run. Since we optimized only two parameters, we will be able to create a three-dimensional contour chart of our data. Remembering back to high school math, we know that a threedimensional chart requires three axes. In our graph, the longLength parameters will be the x-axis, shortLength parameters will be the y-axis, and the return on account will be the z-axis. (We could create different charts by using different performance statistics for our z-axis.) You may feel that the draw down statistic is the better key in parameter selection. Before we can create our chart, we must manipulate the data into a format that Excel can easily interpret and the best way to do this is by creating a pivot table. A pivot table is simply a customizable table that rearranges our data into a more readable format. If you don t have Excel, your spreadsheet software should be able to create a pivot table. (We refer you to your spreadsheet user s guide.) From within Excel, go up under the Data menu and select PivotTable and PivotChart Report. The PivotTable Wizard will open and ask you several questions concerning our data. A dialog box titled PivotTable and PivotChart Wizard should open and look similar to Figure 5.7.

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The concept of customer relationships is plagued with another problem that impacts on post-sales service. At a corporate level, we talk about customers in terms we would absolutely refuse to accept if they were applied to us. Customer acquisition is one example. No customer wants to be acquired. No customer would agree to be in a relationship in which he or she is regarded as acquired. Would you When we use such terms, we move beyond semantics into action the way we treat customers. The moment a customer is acquired, we move to the next target. We take the acquired customer for granted and stop nurturing for the next level. Why should we, if the acquisition process is complete Customers, however, represent a journey, not a destination. They must be treated as long-term investments and not quarterly results fillers.

The case of Sam elucidates the often very complex interaction between psychological functioning and diabetes management. Poor management of diabetes can indeed lead to mood uctuations and aberrant behavior, even mimicking very signi cant mood disorders such as bipolar disorder; however, children and adolescents may have primary mood, anxiety, or behavior disorders that are further complicated by poor compliance with the medical regimen for diabetes. Compliance issues are especially salient with adolescents, who may be reluctant to adhere to treatment if procedures interfere with social functioning or make them appear different from their peers. In general, clinicians should respect these issues and consult with more seasoned colleagues and experts in adolescent endocrinology issues in order to provide a comprehensive and coherent assessment of the individual s functioning.

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Guardian (SJ)

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FIGURE 3.8 Element spacing along the E-plane versus the blind angle of a printed dipole array on a dielectric-coated ground plane.

(avoidant, depressive, or dependent features) Pliant, submissive, loyal, humble; feels vulnerable and in constant jeopardy; feels hopeless, depressed, helpless, and powerless.

Transfer of frequency modulation through a mixer. (From Egan, 2000.)

In the preceding section, we argued that downside risk should receive a higher risk premium than upside risk In this section we will look at the source and magnitude of this difference The rst thing to observe is how close the traditional measures of downside risk are to the standard deviation proxy among our recommended measures of downside risk There will, of course, be some correlation because traditional measures of risk include the downside as well as the upside The degree of asymmetry, and general quirkiness of the return distribution, will determine how well traditional (general) measures of risk will follow downside measures It also may not always be the case that downside risk is higher than upside risk For large stable corporations, there may be enough reserves and low-risk projects to weather any storm Consider the case of IBM and Cisco Systems.

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suggestions that need to be enforced to ensure that seamless upgrades can occur, especially where the components being upgraded are to be shared amongst multiple applications. Further information on binary compatibility can be found at developer.symbian.org/wiki/index.php/Compatibility_(Fundamentals_of_ Symbian_C++).

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