Get a FREE Books of the Moment  sampler!
Check Out These
21 Books You’ve Been Meaning to Read
See the List
Best Seller
Angel Customers & Demon Customers by Larry Selden and Geoff Colvin

Angel Customers & Demon Customers

Angel Customers & Demon Customers by Larry Selden and Geoff Colvin
Ebook
Jun 02, 2003 | 256 Pages
  • Ebook $19.99

    Jun 02, 2003 | 256 Pages

Product Details

Table Of Contents

Angel Customers & Demon CustomersAcknowledgments

Chapter 1


The Trillion-Dollar Opportunity You’re Missing
What It Means—and What It’s Worth—to Be Truly Customer Centered

Chapter 2
Will This Customer Sink Your Stock?
Understanding How Your Average Customer Creates or Destroys Shareowner Value

Chapter 3
The Astonishing Truth About Customer Profitability
The Surprising Things You Discover When You Learn How to “Deaverage” It

Chapter 4
Managing Customer Profitability the Right Way
What Your Real Goal Is and a Practical Scorecard to Track Progress

Chapter 5
Organizing Around Customers
Why Do It and Why More Companies Don’t Do It

Chapter 6
The Right Way to Segment Customers
Reconceiving Your Company as a Customer Portfolio

Chapter 7
Knowing and Winning Customers
The Beginning of Value Proposition Management

Chapter 8
Driving It to the Ledger
Making Value Proposition Management Pay

Chapter 9
Becoming Truly Customer Centered
The Nuts and Bolts of Making It Happen in Your Organization

Chapter 10
A Better Way to Do M&A
How to Stop Takeovers from Making Shareowners Poorer

Chapter 11
Your Action Plan
What to Do on Monday Morning

Notes

Index

Looking for More Great Reads?
Download our Spring Fiction Sampler Now
Back to Top