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NCR, 207
needs
of clients, 114–115
of consultants, 115–116
negotiation, 99, 101–103, 113
net operating profits after taxes (NOPAT), 214
net operating profits before tax (NOPBT), 150
net present value (NPV)
in comanaging customer assets, 172–173
in criteria of "how much," 167
defined, 76–77
gainsharing and, 178
of supplier's technology, 17–18
in vendor selling, 14–15
net profit, 27, 154
Nintendo, 78
NOPAT (net operating profits after taxes), 214
norming added values, 31–42
bringing customers closer to norms, 40–42
categories of norms, 33–36
creating norm warehouses, 36–38
importance of, 33
industry-specific norms, 38–40
norm, defined, 31–32
norms and customer managers, 32
in targeting proposable leads, 33–36
norm warehouses, 36–38
developing, 36–37
digital dashboards and, 37–38
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