Customer Centricity : Focus on the Right Customers for Strategic Advantage

A powerful call to action, Customer Centricity upends some of our most fundamental beliefs about customer service, customer relationship management, and customer lifetime valueNOT ALL CUSTOMERS ARE CREATED EQUALDespite what the tired old adage says, the customer is not always right. Not all customers deserve your best In the world of customer centricity, there are good customers…and then there is pretty much everybody else.In Customer Centricity, Wharton professor Peter Fader, coauthor of the follow-up book The Customer Centricity Playbook, helps businesses radically rethink how they relate to customers. He provides insights to help you Customer Centricity will help you realign your performance metrics, product development, customer relationship management and organization in order to make sure you focus directly on the needs of your most valuable customers and increase profits for the long term.ALSO Once Fader convinces you of the value of customer centricity in this book, The Customer Centricity Playbook, with Sarah Toms, will show you where to get started.“Reveals how to increase profits from your best customers, find more like them, and avoid over-investing in the rest….Decidedly accessible and absolutely necessary.”―Jim Sterne, Founding President and Chairman, Digital Analytics Association“Perfect read…It’s short (60-90 minutes), clear, and the best summary I’ve read of why companies should rethink their approach to customers.”―Andrew McFarland, SVP, Chief Customer Officer, Black Box“Knowing what your customers are worth is the secret to focusing your time and money where it makes the most difference. You can’t be all things to all people, so you need to learn to find out who really matters to your success. Fader makes it clear with great ideas and a readable style.”―Andy Sernovitz, author, Word of Mouth MarketingTHE WHARTON EXECUTIVE ESSENTIALS SERIESThe Wharton Executive Essentials series from Wharton Digital Press brings the ideas of the Wharton School’s thought leaders to you wherever you are. Inspired by Wharton’s Executive Education program, each book is authored by globally renowned faculty and filled with real-life business examples and actionable advice. Wharton Executive Essentials guides offer a quick-reading, penetrating, and comprehensive summary of the knowledge leaders need to excel in today’s competitive business environment and capture tomorrow’s opportunities.