Valuations & Acquisitions: Know What to Ask

Can your model of the first 12-month customer value (lifetime value) be used not only for setting your annual mail plan and profit and loss, but also throughout deal making? Will financing sources actually focus and understand it? How do you present it?

Whether you’re a cataloger or other multichannel marketer, buyer or seller, financing source, managing director at an investment bank, or an educator, e-mail me a question or two. I’ll try to answer all questions with broad appeal in future editions of this column.