Prof. Fred Selnes, Professor of Marketing at BI Norwegian Business School, shares key insights from his acclaimed book “Customer Portfolio Management: Creating Value with a Large Leaky Bucket of Customers.”
Professor Fred Selnes challenges the traditional belief that firms should focus only on a small base of highly loyal customers. Using the powerful metaphor of a “large leaky bucket,” he shows that weak customers with low margins and high churn can still be highly valuable because their volume helps cover fixed costs and reduce average indirect costs per customer. The core principle is that as long as prices from these weak relationships exceed marginal variable costs, they contribute positively to profitability while enabling the firm to invest in stronger, deeper relationships.
Drawing on cases like airlines, Amazon, and Apple, he illustrates how companies can systematically convert weak, single-product relationships into strong, multi-category relationships over time, creating both customer value and sustainable competitive advantage. This long-term portfolio lens demands robust customer data, nuanced segmentation, and top-management ownership of customer strategy, not just tactical marketing initiatives.
This podcast is brought to you by Global Management Consultancy. For more information, please visit www.globalmanagementconsultancy.com.
Disclaimer:
A. The background music used in this video is the property of its respective developer and is protected by Copyright. Although it is a free version, Business Talk, Global Management Consultancy and Deepak Bhatt do not hold the rights to this music.
B. Prof. Fred Selnes shared thoughtful perspectives from his acclaimed book, “Customer Portfolio Management: Creating Value with a Large Leaky Bucket of Customers,” during his conversation on the Business Talk podcast channel. The uploaded video contains copyrighted material; therefore, any modifications to graphics, music, or the presence of the author or host are strictly prohibited.
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Prof. Fred Selnes, Professor of Marketing at BI Norwegian Business School, shares key insights from his acclaimed book “Customer Portfolio Management: Creating Value with a Large Leaky Bucket of Customers.”
Professor Fred Selnes challenges the traditional belief that firms should focus only on a small base of highly loyal customers. Using the powerful metaphor of a “large leaky bucket,” he shows that weak customers with low margins and high churn can still be highly valuable because their volume helps cover fixed costs and reduce average indirect costs per customer. The core principle is that as long as prices from these weak relationships exceed marginal variable costs, they contribute positively to profitability while enabling the firm to invest in stronger, deeper relationships.
Drawing on cases like airlines, Amazon, and Apple, he illustrates how companies can systematically convert weak, single-product relationships into strong, multi-category relationships over time, creating both customer value and sustainable competitive advantage. This long-term portfolio lens demands robust customer data, nuanced segmentation, and top-management ownership of customer strategy, not just tactical marketing initiatives.
This podcast is brought to you by Global Management Consultancy. For more information, please visit www.globalmanagementconsultancy.com.
Disclaimer:
A. The background music used in this video is the property of its respective developer and is protected by Copyright. Although it is a free version, Business Talk, Global Management Consultancy and Deepak Bhatt do not hold the rights to this music.
B. Prof. Fred Selnes shared thoughtful perspectives from his acclaimed book, “Customer Portfolio Management: Creating Value with a Large Leaky Bucket of Customers,” during his conversation on the Business Talk podcast channel. The uploaded video contains copyrighted material; therefore, any modifications to graphics, music, or the presence of the author or host are strictly prohibited.
Absolutely Essential: Inside Dr. Jonathan Moreno’s Vision for Global Bioethics
Business Talk
33 minutes 13 seconds
1 month ago
Absolutely Essential: Inside Dr. Jonathan Moreno’s Vision for Global Bioethics
Dr. Jonathan Moreno, the David and Lyn (Silfen) University Emeritus Professor and Penn Integrates Knowledge (PIK) Professor at the University of Pennsylvania, shares key insights from his acclaimed book, “Absolutely Essential: Bioethics and the Rules-Based International Order.”
The document explains how Dr. Jonathan D. Moreno links the birth of modern bioethics to the Nuremberg trials, where informed consent and respect for human dignity became core principles of both medical research and the post WWII liberal democratic order. It shows how these bioethical norms rest on universal human rights and philosophical ideas of equality, and how they are now strained by a fracturing rules based system, rising nationalism, and emerging technologies such as AI. The interview highlights shifts in global science from the decline of Russian research capacity to China’s rise as a peer competitor and stresses that genuine scientific progress remains inherently multinational despite growing geopolitical tensions. COVID 19 is presented as a stress test that exposed weaknesses in global bioethics through vaccine nationalism, corporate dominance, and inequitable access, reinforcing the need to rethink ethics beyond individual autonomy toward a “pandemic era bioethics” balancing personal rights and public health. Dr. Moreno also underscores the importance of international organizations like the WHO, the growing power of corporations relative to states, and key geopolitical events that, in his view, mark the end of the old post war order issues he develops further in his book “Absolutely Essential: Bioethics and the Rules-Based International Order.”
This podcast is brought to you by Global Management Consultancy. For more information, please visit www.globalmanagementconsultancy.com.
Disclaimer:
A. The background music used in this video is the property of its respective developer and is protected by Copyright. Although it is a free version, Business Talk, Global Management Consultancy and Deepak Bhatt do not hold the rights to this music.
B. Dr. Jonathan Moreno offered thoughtful perspectives from his acclaimed book, “Absolutely Essential: Bioethics and the Rules-Based International Order,” in his conversation on the Business Talk podcast channel. The uploaded video contains copyrighted material; therefore, any modifications to graphics, music, or the presence of the author or host are strictly prohibited.
Business Talk
Prof. Fred Selnes, Professor of Marketing at BI Norwegian Business School, shares key insights from his acclaimed book “Customer Portfolio Management: Creating Value with a Large Leaky Bucket of Customers.”
Professor Fred Selnes challenges the traditional belief that firms should focus only on a small base of highly loyal customers. Using the powerful metaphor of a “large leaky bucket,” he shows that weak customers with low margins and high churn can still be highly valuable because their volume helps cover fixed costs and reduce average indirect costs per customer. The core principle is that as long as prices from these weak relationships exceed marginal variable costs, they contribute positively to profitability while enabling the firm to invest in stronger, deeper relationships.
Drawing on cases like airlines, Amazon, and Apple, he illustrates how companies can systematically convert weak, single-product relationships into strong, multi-category relationships over time, creating both customer value and sustainable competitive advantage. This long-term portfolio lens demands robust customer data, nuanced segmentation, and top-management ownership of customer strategy, not just tactical marketing initiatives.
This podcast is brought to you by Global Management Consultancy. For more information, please visit www.globalmanagementconsultancy.com.
Disclaimer:
A. The background music used in this video is the property of its respective developer and is protected by Copyright. Although it is a free version, Business Talk, Global Management Consultancy and Deepak Bhatt do not hold the rights to this music.
B. Prof. Fred Selnes shared thoughtful perspectives from his acclaimed book, “Customer Portfolio Management: Creating Value with a Large Leaky Bucket of Customers,” during his conversation on the Business Talk podcast channel. The uploaded video contains copyrighted material; therefore, any modifications to graphics, music, or the presence of the author or host are strictly prohibited.
