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Determine which Customers Are Worth Keeping - and Which Ones Are Not 2004年05月12日

Using data-intensive procedures allows you to do two things: Identify top customers in terms of their likely future purchasing patterns, and reach out to them through cross-sellin...

拥抱“创造性破坏” 2008年03月18日

畅销书作者彼得斯(Tom Peters)曾说,商业未来的推动者将是那些对当今稳重行事的公司思维定势置之一笑的人。他们无所畏惧,“想法奇特,把那些陈旧的商业剧本抛到九霄云外”。

Empower Customers Through Self-Service Strategies 2003年06月11日

With the right systems, customers can serve themselves and feel they’re in charge. The right self-service strategies reduce cost, too.

Grasp the Financial Impact of CRM 2004年05月26日

To get the most out of a customer relationship management system, your financial systems need to adapt. That requires changing from product-based to customer-based financial repor...

How to Find-and Take Advantage of-Your Profitable Customers 2004年08月09日

To vastly impact your bottom line, gather the necessary information to determine your profitable customers, make business decisions based on that information,and then learn to wor...

Benchmarking Customer Satisfaction 2004年10月15日

Are your customers satisfied? Why not ask them? Or better yet,come up with a complete customer measurement system. That will enable you to put your people and your resources where...

Lessons from the Entrepreneurial Masters 2004年04月13日

Whether you're starting a business or growing a company, the four fundamentals followed by the world's great entrepreneurs will keep you focused on the essentials.

Five Great Ways to Lose Customer Loyalty - Even Before You Gain It 2005年10月13日

Editor's Introduction: Many companies are already familiar with the fact that acquiring a new customer costs up to seven times more than retaining existing ones. That's why progra...

How to Create-and Dominate-New Markets 2003年09月05日

The potential for new markets does not rely on the strength of the need. If you want to successfully create a new market, look for the perceived need. Four distinct paths will hel...

How to Generate True, Lasting Value 2003年09月05日

The pursuit of value in its many forms is key to the success-and longevity-of any business. Four companies illustrate how they create lasting profitability by focusing on values, ...

You Can‘t Get Any Closer Than This to Your Customers 2004年08月09日

If getting close to customers is beneficial,then there's nothing better than getting intimate with them. That's why “customer intimacy” is a fast-spreading practice.

Two Secrets of Unshakable Customer Loyalty 2006年04月24日

How did some of the world's leading companies take over their respective markets? Through two linked approaches: they overpromised to lure customers in and overdelivered to keep t...

Profit from Customer Operating Partnerships 2003年10月13日

Minimize the risk of losing your best customers by forming operating partnerships with them. These partnerships eliminate several steps in the supply chain and, at the same time, ...

Avoid Falling Victim to Hard-Bargaining Customers 2005年01月13日

Even when faced with powerful customers who pressure them on price, industrial suppliers can still profit by aligning with organizations that value joint initiatives over short-te...

Engineer World-class Customer Experiences One Clue at a Time 2005年10月13日

Whether you know it or not, your company is already delivering to customers building blocks of experience. Crafting these

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