The Must-Have Customer:7 Steps to Winning the Customer You Haven't Got

You already know that you must keep your best customers, because they're the source of your success. However, to keep growing profitably, you need to identify, attract, and retain the must-have customers that you currently don't have. 

In our summary of The Must-Have Customer, by Robert Gordman, you'll learn how to find and then build relationships with the customers who will take your business to the next level. Gordman, who is the president of the Gordman Group, has been a successful business leader and consultant for nearly 40 years.

The Must-Have Customer shares the same insights and strategies he has used to help dozens of companies, whose sales range from $10 million to $80 billion, grow their sales and profits year after year.

You'll learn how to:

• Critically assess your company's position in the marketplace;
• Carve out a defensible “sweet spot” where you can trounce competitors;
• Recognize your must-have customers' rules for doing business;
• Discover why some of your apparently satisfied customers may have defected; and
• Learn how to identify and attract your must-have employees.

By using this approach, any company can grow faster, become stronger, and rise to the next level of success.