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Tag: peter fader

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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If You Want To Be Customer-Centric, You’ve Got To Be Direct

If You Want To Be Customer-Centric, You’ve Got To Be Direct

| November 6, 2011 | 4 Comments

The first assignment my MBA students receive challenges them to come up with a list of companies that they believe are customer-centric businesses. The idea is to sharpen their thinking about what defines customer centricity and to highlight the few companies that are executing on this important concept correctly and systematically. Apple is cited frequently — noting […]

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