Choose any company you know from first-hand experience or reading. I recommend choosing a small company where you have first-hand experience. For this exercise, do not choose insurance companies, as they are strictly regulated in what they offer.
Imagine the president of the company hires you as a consultant, and is paying you well to do the following:
"We have been practicing CRM for many years. Now we want to take a CVM approach. We want to focus only on the highest-value customers. We will encourage the rest to ...well, go elsewhere.
"I need a very strong recommendation from you. You will not get paid to say, 'It depends.' But I also need lots of logic -- I have to sell your answer to our Board of Directors."
I want to see your analytical brainpower displayed in your papers. Do not use definitions unless specifically asked to do so.
Checklist for Grading:
Demonstrate understanding of CVM and CRM.
Take a strong position (not "we could have some of each").
Avoid repeating definitions.
Evidence of use of required references and background materials (necessary for a grade of "B" or higher)
Length of paper should be 600-800 words excluding cover page and references.
Few quotes and absolutely no copying or close paraphrasing from any source without appropriate citation.
No definitions and no summaries from the text.
No general statements with "all," "none," "must," "should," "mandatory," and similar terms.