Customer‐centered moves can yield quick gains

Looks at why traditional growth tactics have become less effective and why it is necessary to balance short term moves with new business building. Looks at understanding customer priorities.

Managers can take three distinct actions to generate quick gains in revenue and profits: de‐average and re‐segment the customer base, replicate the best customer relationships, and evolve the product offer into a system or value‐added solutions offer.

Provides managers with guidelines for growth action plans.

Of particular interest to strategic planners, CEOs, senior executives.