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Curtis Bingham - ArticlesHow Vulnerable Are Your Customers? (Part Five)Your customers are vulnerable during these tough economic times. What can you do about it? In this six-part article series, the fourth critical step you need to implement to ensure a successful customer strategy is to find prospects trading downwards--into your market. How Vulnerable Are Your Customers? (Part Six)Your customers are vulnerable during these tough economic times. What can you do about it? In the final article of this six-part series, the last of five critical steps you need to do is to consider what would happen if you let go of your most unprofitable customers? How Vulnerable Are Your Customers? (Part Three)Part Two of this article series described how customers are feeling vulnerable and offered the second of five tactics to secure a successful customer strategy. This article outlines the third critical step: Leverage technology to enable you to deliver more with less. How Vulnerable Are Your Customers? (Part Two)The first article in this series described how customers are feeling vulnerable in this economy and outlined five steps to ensure a secure customer strategy. This article focuses on the first step: Determine who your best customers are and those that you must keep at all costs. How Vulnerable Are Your Customers? (Part Four)Your customers are vulnerable during these tough economic times. What can you do about it? In this six-part article series, the third critical step you need to implement to ensure a successful customer strategy is to leverage technology to do more with less. How Vulnerable Are Your Customers? (Part One)During these tough economic times your customers are vulnerable. They're being bombarded by competitors' offers and, for the first time, your loyal customers are listening to them. There are five things you need to do now as you update your Customer Strategy to reflect the new reality of the recession. Heaven Can Wait--but Your Business Strategy Can'tBusiness Strategy is too important to postpone. The consequences of doing so can be huge: loss of customers, decreased revenue, competitive obsolescence, employee burnout, and more. Don't wait until it is too late. Just do it. Are You Too Making a $100m Mistake?Before you reject a possible new business area, make sure you take all the right actions in your decision process so you don't lose out. Be sure to spend more time up-front to find out who and how many customers will actually buy your new product or service and what specifically these prospective buyers are looking for. The Savvy CustomerShortest time to market no longer cuts it. Nor does lowest cost. And excellent customer service is now expected. As the old rules for achieving competitive advantage fade away, what can be done to secure customers and vanquish competitors? Increasingly the only true, sustainable competitive advantage is intimate and thorough understanding of customer needs. Gaining Critical Insight to Grow Your BusinessDeclining prices and margins. Decaying sales. Unprofitable customers. Lackluster market performance. Does your company suffer from these maladies? You will if you don't understand your customerswhat they need, want, and most especially, what they are willing to pay for. The only way to guarantee increased revenues and more profitable customer relationships is to center strategic decision-making on actionable customer insight.
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