Thursday, November 13th, 18:00 – 22:00
Frankfurter PresseClub e.V., Ulmenstraße 20, 60325 Frankfurt am Main


In February 2015 Spain’s IE Business School, one of Europe’s top-ranked schools, will launch their first executive education program based in Germany, the Advanced Management Program (AMP) Frankfurt.  This program, compatible with a busy professional life, is designed for executives in leadership positions to provide participants with a deep strategic vision of the economic environment and its impact on their companies, an update on the essential skills and tools in management and helps them to sustainably enhance their capabilities in leadership and team management.

For this reason we would like to invite you to see for yourself an example of what IE can offer to you and your business through a masterclass from Professor Martin Boehm who will talk about his vision of how to maximize customer lifetime value, an issue of fundamental importance across sectors and industries.

The last decade he spent researching and consulting in the area of customer management had a profound effect on Martin Boehm’s thinking as a marketing professor at IE Business School. Those were years during which the corporate world finally realized the necessity to shift from a transaction based to a relationship based marketing.

What really interests Prof Boehm from a marketing standpoint is the management of customer relationships in order to increase a firm’s long-term profitability. “Customers are important intangible assets of a firm that should be valued and managed”, he says. “Only by attracting, retaining, and growing profitable customer relationships firms will be successful in the future”. His research therefore aims to provide managerial implications on how to build profitable and long-lasting customer relationships. His primary concern is to quantify the impact of various customer management activities on a customer’s lifetime value – the net present value of the stream of future profits expected over a customer’s lifetime.

At the same time, Prof Boehm develops analytical models to estimate or approximate a customer’s lifetime value. “One of the major challenges in customer relationship management is still to arrive at reliable estimates of a customer’s future profits and lifetime”, he says. “Not being able to measure a customer’s lifetime value prevents the development of successful strategies for customer management”. More info

For more information, please contact:

Daniel Kusebauch
Director AMP Germany
daniel.kusebauch@ie.edu
Tel.: +49 (0) 69 1338 468-10