The Must-have Customer

The Must-have Customer

7 Steps to Winning the Customer You Haven't Got

Book - 2006
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Baker & Taylor
An accessible guide to increasing a company's market shares in urban and suburban arenas counsels business leaders on how to assess a market position, learn from employees, and render advertising more effective. 20,000 first printing.

McMillan Palgrave
For almost forty years, Robert Gordman has been a successful business leader and consultant. In The Must-Have Customer, Gordman shares the same insights and strategies he has used to help dozens of companies---companies whose sales range from $10 million to $80 billion---achieve sustained, profitable growth.

The Must-Have Customer will show you how to keep your best customers (the ones who got you where you are today) and how to identify, attract, and forge long-lasting relationships with the customers you don't have---the ones who will take your company to the next level. Each chapter contains powerful questions and a process for asking them that will enable you to drive sales and increase profits year after year.

The Must-Have Customer describes how to assess your company's position in the marketplace and carve out a defensible "sweet spot" against your competitors. You'll find out how to recognize your must-have customers' rules for doing business and why some of your satisfied customers are former customers waiting to happen. You'll also learn how to identify your must-have employees and how they can improve the way you do business with your must-have customers. You'll learn how to create a ready-to-go strategic plan, and how to increase sales and profits by improving the effectiveness of your company's advertising.


Holtzbrinck
For almost forty years, Robert Gordman has been a successful business leader and consultant. In The Must-Have Customer, Gordman shares the same insights and strategies he has used to help dozens of companies---companies whose sales range from $10 million to $80 billion---achieve sustained, profitable growth.

The Must-Have Customer will show you how to keep your best customers (the ones who got you where you are today) and how to identify, attract, and forge long-lasting relationships with the customers you don’t have---the ones who will take your company to the next level. Each chapter contains powerful questions and a process for asking them that will enable you to drive sales and increase profits year after year.
 
The Must-Have Customer describes how to assess your company’s position in the marketplace and carve out a defensible “sweet spot” against your competitors. You’ll find out how to recognize your must-have customers’ rules for doing business and why some of your satisfied customers are former customers waiting to happen. You’ll also learn how to identify your must-have employees and how they can improve the way you do business with your must-have customers. You’ll learn how to create a ready-to-go strategic plan, and how to increase sales and profits by improving the effectiveness of your company’s advertising.


Publisher: New York : Truman Talley Books/St. Martin's Press, c2006
ISBN: 9780312351694
0312351690
Characteristics: viii, 310 p. ; 22 cm
Additional Contributors: Brott, Armin A.

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