CENTER LOGINBright spots are emerging across the economic landscape as companies begin to dig out from the malaise and get on the growth track. That’s a welcome sign after nearly two years of retreating into cost control measures that have shrunk many companies to a shadow of their former self. But how many companies are truly positioned to capitalize on new growth opportunities?
We believe the next evolution of business performance is in optimizing customer relationships, where companies gain a deeper understanding of the value drivers to develop efficient and effective marketing programs. By adopting the Customer Relationship Optimization (CRO) approach, companies establish interactive, collaborative relationships that optimize value for both customer and company.
How do you make the transition into CRO and elevate your company into a strategic and value-added position?
There are three components to an effective CRO initiative, a formula we call the “Three A’s”:
Assess – Develop a deeper and more robust understanding of the health of the customer relationship, where insight is achieved across multiple dimensions and key relationship value drivers
are identified and prioritized. A multi-dimensional diagnostic approach to assessment feeds the next element in the formula – alignment.
Align – Connect organizations, resources, investments and programs and focus each directly on the critical relationship drivers identified through assessment. Once alignment is achieved, the
focus shifts to the next step – action.
Act – Create a customer optimization roadmap - a guide that summarizes the findings from assessment and alignment and turns them into an overall plan of prescriptive action. Actions
comprise both short-term and long-term initiatives, all identified and defined.
The end result of deploying the Three A’s of Assess, Align and Act is the creation of high value customer relationships that drive top-line business performance with maximum efficiency and effectiveness.
Isn’t it time you positioned your company for growth by adopting the CRO approach?
--Read Ziegler, President & CEO Vantedge Group
Is your company positioned to optimize its relationships?
THX that's a great ansewr!
Growth is the key to driving performance improvements. It's much easier to cut costs but at some point companies must generate new growth or they simply go out of business profitably.
It is refreshing to see the focus move to growth. I couldn't agree more...executives are paid to grow companies, not maintain them. The CRO approach is intriguing as part of that mandate.
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