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Hidden Wealth Of Customers

Hidden Wealth Of Customers

by Bill Lee  
Language: English
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Book Summary of Hidden Wealth Of Customers


About the Book: Hidden Wealth Of Customers

Introducing "return on relationship" with your most valued customers The traditional model of growing your business--by relying on employees in sales, marketing, and product development--is dying. Todays most successful companies are taking a different approach: getting customers to market, sell, and create products for them. In assessing client value, most companies look at the money paid for their goods and services. But in this book, Customer Strategy Group CEO Bill Lee offers a compelling new vision for growth by maximizing your "return on relationship" with select customers--those that offer rich sources of hidden wealth. A different type of ROI, this strategy of making the most of your firms existing relationships is a modern approach to customer relations--one that yields a distinct business advantage. Illustrated by numerous case studies--Salesforce.com, SAS Institute, 3M, Microsoft, and others--The Hidden Wealth of Customers shows the value some customers can have by helping to market your offerings, penetrate foreign markets, leverage the demand-generating power of social media, build customer communities, improve innovation, and more. Lee explains how to effectively engage this crucial audience, which has the power to keep your strategy focused on important customer issues and increase profitability. When done right, your best customers will prospect for you while also speeding product adoption and improving customer satisfaction and long-term loyalty. Consider this book a blueprint for finally making the most out of your most valuable customer relationships.

About the Author: Bill Lee

Bill Lee is President of Lee Consulting Group. He is also CEO of the Customer Strategy Group, which organizes industry-leading conferences, including the Summit on Customer Engagement, Customer Reference Forum, Summit on Customer Communities, and CAB Exchange Summit. For eight years his organizations have provided educational, research, and consulting services to many of the worlds top firms, such as IBM, ATandT, Apple, Microsoft, Wells Fargo, CA Technologies, Dell, Salesforce.com, and others.


Details Of Book : Hidden Wealth Of Customers

Book: Hidden Wealth Of Customers
ISBN: 1422172317
ISBN-13: 9781422172315
Binding: HardBound
Publishing Date: 2012-06-05
Publisher: Harvard Business School Publishing
Number of Pages: 240
Language: English
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