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Tag: acquistion

The Skinny on “Fattening Up” Customers

The Skinny on “Fattening Up” Customers

| December 13, 2011 | 3 Comments

I often use the metaphor of fishing as a way to explain new customer acquisition. From the firm’s perspective, there is a great big ocean out there full of prospective customers of all different shapes and sizes. First we have to decide how we want to catch them: do we want to cast our nets […]

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