← Every exhibit
Why does an account score fail to execute commercial budget allocation?
| Object | Question | Missing if the object stands alone |
|---|---|---|
| Customer value | What value is being estimated, for whom, and under which cost boundary? | The investment needed to affect it |
| Selection | Which customer or relationship option is being considered? | The alternatives that lose capacity |
| Relationship objective | Is the aim acquisition, retention, development, or learning? | The work that follows selection |
| Resource need | How much time, money, service capacity, or expertise is required? | Whether the option is feasible |
| Horizon | When will the value and cost be observed? | Whether short and long choices are comparable |
| Allocation decision | Which option receives the next unit of scarce capacity? | Nothing, but it needs all previous fields |
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Reference & Evidence
Source: Table from this essay. Sources and interpretation are given in the article.
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