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Whether you’re a C-level executive, a line-of-business leader, or a mid-level manager, one job ultimately matters most: achieving superior financial performance.

In Value Above Cost , Columbia University’s Donald E. Sexton systematically explains how to do it. Sexton identifies the real drivers of financial performance and introduces a powerful new metric for managing and building it: Customer Value Added (CVA®). Sexton 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 contribution, profit, cash flow, and ultimately, shareholder value. You’ll learn why CVA® works...how changes in CVA® correlate to changes in profits and cash flow...and how to use CVA® to steer both enterprise strategy and specific marketing initiatives. Sexton illuminates CVA®’s crucial implications for managers, revealing why you must focus attention simultaneously on both customers and costs and why widely hyped strategies such as “net recommend” offer only part of the solution. Finally, drawing on his own extensive experience as a consultant, Sexton presents easy-to-use tools and worksheets for translating CVA® concepts into profitable reality in your own business. Successful senior executives from more than twenty leading organizations including IBM, Pfizer, Citibank, Sony, and 3M, have contributed real-world examples of the importance of Customer Value Added to this book.