May 26, 2006

News & Opinion: To Get More Information and Help...

By: Dylan Schleicher @ 4:56 PM – Filed under: Management & Workplace Culture

Please check out my book: Chief Customer Officer: Getting Past Lip Service to Passionate Action. It is packed with real-world experiences youll recognize and practical and realistic actions you can t ake right from the page to action.
Also take a look at Fred Reichhelds Book - The Ultimate Question: Driving Good Profits and True Growth. Reichheld advocates using the Would you Recommend? question to customers as a key indicator of driving profitability. Youll find th at my book complements and agrees with his conceptand puts forth some concrete ideas on how to execute on the concept in the real world of the corporate machine. For example; one thing to watch out for is to ensure that you dont just use the referral question to get a good Net Promoter score. My concern is that companies are already getting precariously close to using this powerful tool to game the system and work for the score rather than where it should drive companies to improve and change. Asking the question without going back and clarifying the issues with customers on why they did or did not or would not recommend you wont get your company to change. Im already hearing of companies out there who are starting to prod their customers, call us if you cant say youd recommend us. It would be a shame for this to fall into another number thats gamed rather than used to get the company to drive action for customers.

My other favorite book that complements and gives meat on the bones to the concept of customer profitability is Managing Customers as Investments by Sunil Gupta and Donald R. Lehmann.

If your goal is to take action to drive your company closer to customers these three books click-together well to give you strong concepts, real-world advice and practical application for driving customer focus yielding customer profitability for your corporate machine.

About Dylan Schleicher

Dylan Schleicher has been a part of the 800-CEO-READ claque since 2003. Even though he's stayed on at the company, he has not stayed put. After beginning in shipping & receiving, he joined customer service and accounting before moving into his current, highly elliptical orbit of duties overseeing the ChangeThis and In the Books websites, the company's annual review of books and in-house design. He lives with his wife and two children in the Washington Heights neighborhood on Milwaukee's West Side.