Answering the Ultimate Question: How Net Promoter Can Transform Your Business

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More About This Book

Overview

Fred Reichheld's 2006 book The Ultimate Question, that question being, "How likely is it that you would recommend this company to a friend or colleague?"-challenged the conventional wisdom of customer satisfaction programs. It coined the terms 'bad profits' and 'good profits' and pointed to a faster, much more accurate way of gauging customers' real loyalty to a company, introducing a quantitative measure (the Net Promoter Score) for establishing a baseline and effectively tracking changes going forward. Richard Owen and Laura Brooks are co-developers, along with Reichheld, of the methodology behind answering the question. In this book, Owen and Brooks tell how based on a variety of real case studies' to actually embed Net Promoter discipline in organizations of all types.

Product Details

  • ISBN-13: 9780470260692
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 11/24/2008
  • Pages: 304
  • Sales rank: 257,577
  • Product dimensions: 6.20 (w) x 9.10 (h) x 1.20 (d)

Meet the Author

Richard Owen is CEO of Satmetrix. Satmetrix was instrumental in developing the concept of Net Promoter and is dedicated to helping organizations apply and benefit from this revolutionary approach using innovative technology and services.

Laura Brooks, PhD, is vice president of research and consulting at Satmetrix. She is the acknowledged expert in applying the Net Promoter discipline at an operational level. Brooks has conducted and published over thirty studies on Net Promoter, customer loyalty, and word of mouth marketing.

Table of Contents


Introduction
1 Net Promoter Fundamentals and Operating Model
2 Using Customer Economics and Segmentation to Maximize Loyalty
3 Driving Change: Instill Customer-Centric DNA
4 Designing an Enterprise Roadmap
5 Building Trustworthy Data
6 Determining the Root Cause of Promoters and Detractors
7 The Closed-Loop Process
8 Setting Realistic Targets and Improvement Strategies
9 Innovation Drives Transformation Conclusion Resources: Interviews Conducted References Index

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