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Pareto Principle, 1
PBC. See IBM
Percent fill rates, 148
Performance
data. See Customers
high-selection criteria, 95
measurements, 100
monitoring, 129
systems, setup, 128, 129
needs. See Strategic accounts
CRM system, usage, 159
Performance database, normative development, 151
Personal business contribution (PBC). See IBM
Personal excellence, development, 94
Personal time, vacation, 105
Pitney-Bowes (Canada), 87
Pope, Jeff, 72
Portfolio analysis, 185. See also Customers
conducting, 71
process. See High-level portfolio analysis
PowerPoint presentations, 141
Prahalad, C. K., 45, 189
Predictive accuracy, providing, 87
Presentation package office suite software, usage, 165
Pretax profit, determination, 140
Proactive assistance/support, providing, 87
Problem solving skills, showing, 94
Process efficiency/effectiveness, 151
Production problems. See IBM
Production-process consulting, 169
Productivity
increase. See Accounts; Firms
selling, 180
Product-quality problem, recurrence, 120
Profitability. See Customers
data, examination, 151
driving, 178
increase, 176, 186
model, development, 151
Pro-forma global P&L, Honeywell, 27
Project management/development, 11
Protzman, Bob, 50–51
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