High-Tech, High-Touch Customer Service: Inspire Timeless Loyalty in the Demanding New World of Social Commerce

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Small Business Trends 10 Best Strategy Books 2013

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Overview

Small Business Trends 10 Best Strategy Books 2013

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Editorial Reviews

Publishers Weekly
Consultant Solomon (coauthor of Exceptional Service, Exceptional Profit) helps businesspeople navigate the murky waters of social media–driven customer service, specifically, how to respond, when to respond, and when to keep their mouths shut. The competitive landscape has changed dramatically, and customer expectations with it; never before have customers had such insight into company behavior or such expectation of immediate response. Solomon advocates anticipatory customer service mixed with old-fashioned product creation and service. He also stresses understanding values-based buying, the importance of communicating the company’s principles, autonomy for customer service workers, and methods of handling the fears and hazards of the new landscape. Though occasionally opaquely acronym-heavy, this is a cogent and clear primer for business owners leery of social media, featuring clear, organized takeaways and a firm, encouraging tone. Agent: Bill Gladstone, Waterside Productions. (May)
From the Publisher

"I hope companies pick up this book and implement its ideas right away! If done right, companies can easily have customers for life." --Portland Book Review

"...for anyone in business seeking to provide great customer service. The lessons can be applied to the business practices of a mom-and-pop shop or a billion dollar corporation.” --StellaService

"The book is a must-read for any business leader. And, fortunately, the content is grounded in decades of experience and proven methodology.” --Eric Jacobson on Management and Leadership

"..a must-read for any business leader. And, fortunately, the content is grounded in decades of experience and proven methodology." --Examiner.com

“I’ve never told folks who read our blog that you have to do something…But this time, I’m telling you. You need to read the book." --CPI blog

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Product Details

  • ISBN-13: 9780814417904
  • Publisher: AMACOM
  • Publication date: 5/23/2012
  • Edition description: New Edition
  • Pages: 208
  • Sales rank: 459,139
  • Product dimensions: 5.90 (w) x 9.00 (h) x 1.10 (d)

Meet the Author

MICAH SOLOMON (Seattle, WA) has been named by the Financial Post as “a new guru of customer service excellence.” He is a top keynote speaker and consultant on customer service issues, the customer experience, and company culture. A successful entrepreneur, he coauthored the bestselling Exceptional Service, Exceptional Profit. His expertise has been featured in FastCompany, Inc. Magazine, Bloomberg BusinessWeek, Forbes.com, NBC and ABC television programming, and elsewhere.

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Read an Excerpt

high-tech, high-touch customer service

Inspire Timeless Loyalty in the Demanding New World of Social Commerce
By Micah Solomon

AMACOM

Copyright © 2012 Micah Solomon
All right reserved.

ISBN: 978-0-8144-1790-4


Chapter One

today's changed customer

making lovemaking difficult

customer service is like making love. I know that sounds farfetched, but bear with me here: It takes only a minute—or two—to get the general concept, but you can gainfully invest a lifetime in mastering the details. (And you'll never get the full picture if you only practice when you're by yourself.)

Mastering the fine points of customer service is a never-ending challenge in part because customer expectations and desires change all the time. In fact, they're different now from the last time you spoke with your customer—in this case, a frequent customer of yours I'll call Lorena Willis.

A bit after 10:30 on a wintry morning, one of your contact center operators answers an incoming from Lorena. Thanks to your processes, techniques, and support software, your operator, Pam Chang, has good historical data on Lorena, including what she bought from you last year (a built-in microwave and a set of professional ceramic knives) and general preferences, such as her preferred mode of shipping.

But there's a hitch: You actually don't know Lorena Willis anymore. Like all of us, she's changed. She's changed since the recession. Since the internet became what seems like a 25/8 proposition. Since the explosion in popularity of mobile devices.

In what ways has Lorena likely changed? Let's take a tour through the dominant themes emerging in the marketplace—keeping our eyes trained on those that illuminate the ways your customer service may need updating.

the most crucial customer "trends" today are individual changes

Before I become a master of all generalizations, I'm going to concede something rarely admitted in a trendspotting chapter like this one: The most important factors that have changed about Lorena, or any customer, are individual changes. Is she richer? Poorer? Recently single or newly married? Does she have a new pet or is she grieving for one that has died? No matter how big you grow, or want to grow, as a company, individual customers buy from you, not assemblages of customers, not slices of a market. Learning to treat individual customers as individuals, honoring individual preferences unique to that customer, is a key to business success. But being aware of underlying trends in the marketplace is also essential for the success of any business that relies on significant numbers of transactions and on forward-looking planning.

customer trend #1: customers expect anticipatory technological behavior and aggregated information—instantly

My battery died recently on my aging Volvo, and with it I lost the stations that had been preset into my car radio. Afterwards, driving around manually selecting the stations I generally listen to (more or less just one station), I found myself irritated to have to dig up the long-forgotten instructions on how to set a radio station into memory. After a few days, I found myself thinking, "Doesn't my car know I want this station as a preset? I mean, I listen to it every day—the Volvo should be inviting me to add it to a 'favorites list' or some such."

But my car was manufactured in 2004, and, of course, cars didn't "think" that way in 2004. And neither did consumers. Believe me, customers think that way now: They expect devices—and companies—to, in effect, say, "Mr. Solomon, I note that you've been listening quite a bit to your local NPR station. Care to have me memorize it for you so you'll not have to fumble for it while you're negotiating a difficult turn?"

Customers now expect personalized, anticipatory technological behavior and aggregated information—instantly. To get a sense of how profoundly customer expectations have changed, look around. With the advent of mobile computing, a traveler can get the answers on her iDroidPhoneBerry® that the concierge or bellman or neighborhood know-it-all used to parcel out at his own rate and with varying amounts of reliability: What's a good Italian restaurant within walking distance? What subway line do I take to Dupont Circle, and which exit is best from the station? My plane just landed—in this country, do I shake hands when I meet someone of the opposite gender?

While this bears some resemblance to the model in place only a few years ago—settling into a hotel room, pulling out a laptop, fumbling around for an Ethernet cable, trying to figure out how to log on to the hotel's network—there are real differences. Specifically, the better consolidation of information. Surfing the net—going out on a net-spedition to look for stuff seems like too much work and too big a time investment for today's customers. Today, customers expect technology to bring an experience that is easier, more instantaneous, and more intuitive. Customers want to type or thumb a few keystrokes and have the information they need served up for them concierge-style based on their IP address or satellite location and other useful clues. Consider Hipmunk—which lists travel options along with warnings about long layovers and other agonies, and shows hotels with precise proximity to your actual destination. And GogoBot, where your own Facebook/ Twitter pals have already rated potential trips for you. And of course TripAdvisor, with its user-generated ratings of nearly everything in the world of travel.

A study by Accenture showed a manifestation of this trend: Customers in a retail situation often prefer to look to a smartphone for answers to simple product questions rather than working with a human clerk. The smartphone answers just seem to be faster and more accurate and sometimes, sad to say, come with a little less attitude. (We'll work on this attitude part when we get to building your culture and to hiring.)

Of course, the timeline of customer expectations in general has sped up radically. In addition to mobile computing and improved connectivity, Amazon.com is one of the key factors in this—making the level of what's in stock and available overnight absolutely unprecedented. Within minutes of placing your order, it's likely being slapped with a shipping label at one of the Amazon.com-owned or UPS-Amazon .com-partnered warehouses in one of many strategically located places in the country. (And overnight fulfillment, of course, is only the beginning. YouSendIt, for example, a rapidly growing service that allows you to send enormous files nearly instantly, sticks it to the FedExes of the world with its slogan: "Overnight? Are you kidding?")

customer trend #2: shame shift and values-based buying

"Shame shift" is a term I learned from Jay Coldren, Marriott International's vice president of lifestyle brands. It's a trend that's become a significant part of today's consumer psyche.

Before the economic downturn, the pride of being able to consume in a conspicuous manner—sitting in front of a many-inch flat screen, taking the family on a summer vacation to a center of tropical opulence—was considered appropriate and enjoyable by economically comfortable customers.

Now this same behavior may be seen as crass, even rude. The attitude has shifted from pride in showing off how much we can afford to shyness about consuming too conspicuously. But—and as Pee Wee Herman would've said, it's a "big but"—there's a huge exception.

"What we're seeing now is consumption being excused by 'attached meaning,' " as Jay puts it.

What is "attached meaning"? Think of the people you know who willingly pay five bucks for a cup of coffee, provided the coffeeshop gives part of that fiver to help the rainforest. This phenomenon is significant. A study of consumer habits confirms that shoppers are becoming "more deliberate and purposeful" in their purchasing decisions. "Conspicuous consumption has given way to more conscious or practical consumerism" and "rampant deal-seeking is being replaced by more purchase selectivity."

Another study shows that 87 percent of consumers in the United States believe that companies should value the interests of society at least as much as strict business interests. Customers are demanding more alignment of company values with their own, and this customer sentiment is being expressed in buying choices. John Gerzema, chief insights officer at Young & Rubicam, told Inc. magazine editor at large Leigh Buchanan that, according to his vast database of consumer attitudes, 71 percent of people agree with the statement, "I make it a point to buy brands from companies whose values are similar to my own."

customer trend # 3: timelessness over trendiness

One of the notable characteristics people seek in their purchases today is "timelessness"—a desire that has emerged from the recession at full tilt.

"When you consider layoffs, downsizing, delayed raises, and reduced hours, more than half of all American workers have suffered losses," Young & Rubicam's Gerzema notes. "This very real pain has driven us to reconsider our definition of the good life. People are finding happiness in old-fashioned virtues."

Examples are everywhere: Urban and suburban women flouting zoning regulations to raise their own hens in their side yards; the practice of "cow-pooling" (where several families join forces to share in the purchase of a cow); or the surge in popularity of Hunter boots, the boots that the Queen of England wears when she walks her corgis: This footwear classic combines authentic story and excellent product and, as a result, has caught fire. Customers are looking for old standbys that can become hip again. A backstory—history—has become important to the consumer. "People are looking for things that are authentic," says interior designer and web phenomenon Maxwell Gillingham-Ryan (apartmenttherapy.com). The drive for authenticity, according to Gillingham-Ryan, "will resonate with people as long as we live in these times."

But we are living in these times, so don't be fooled into thinking your customers will accept timelessness without timeliness. They want the twenty-first-century version of timelessness—on a timetable that matches the impatient standards of the digital generation. Inconvenienced in any way, they'll usually lose interest. For example, Restoration Hardware is perfectly positioned for the timelessness trend—but it still needs to have an iPad app and be able to deliver overnight to the farthest reaches of its customer base. A Twinings Tea slogan nails the ideal, uh, blend we're looking for here: "Your 15-minute break, 300 years in the making."

customer trend #4: customer empowerment

Customers feel newly empowered in their relationships with companies. They're expecting businesses to respect that sense of empowerment—and they lash out at those that don't. They expect that your company will make itself easy to contact and will respond to customer comments at a high and thoughtful level. Which I suggest you do. Because feedback will be offered, whether you welcome it or not. It used to be that a peeved customer might drop by your shop and give the manager an earful. Or go through an extended search to figure out the correct address for an executive high enough to make a difference, and then sit down and write an angry letter. Later, the internet brought an increased sense of empowerment, with online comment forms and the ability to send instantaneous complaint emails.

Today, those methods are looking slow and outdated. Technology has created faster, more viral ways for consumers to make their annoyance felt. Exhibit "A" here, of course, is Twitter: Anyone who has enough people reading his tweets can get a company's attention in a hurry with a cleverly or powerfully worded complaint, either within Twitter's 140 characters or via a shared link directing followers to a longer post elsewhere on the web. Not only that, but the people who see it may resend it to their own Twitter followers (retweet it). Before long, one person's complaint will reach enough people and elicit enough similar responses to make the company wake up and pay attention to the message of the original complainer.

Customers understand that this is empowerment at the speed of light. And they expect you to understand it too, to incorporate the empowerment expectations of customers into your problem-resolution process. In other words, understand that the playing field has flattened—or prepare to be flattened yourself. (Much more on this when we get to social media, in Chapters 11, 12, and 13.)

customer trend #5: the greening of the customer

While the strength of the green trend will ebb and flow with time and varies in strength from customer to customer, it's a clear underlying sentiment among much of today's buying populace. And the younger the customer, the more "hooked on green"—so there's no reason to think this trend will abate as the buying power of younger consumers increases. In interacting with your customers, it's always wise to operate from the assumption that they'll have concerns relating to the environmental impact of your operation and their purchase. Those unconcerned with the environment will rarely be offended if you take environmental precautions, but those who are environmentally concerned will be upset by, for example, your business's excessive packaging, whether or not they do the favor of letting you know of their disappointment.

Awareness of environmental sensitivity should become part of the day-to-day thinking you put into customer service interactions. For instance, perhaps a particular customer who purchased a large item from you that arrived in less than perfect shape would prefer a discount rather than having a pickup and rerun of the order—because of his concern about the carbon impact of the return shipping. Or maybe your offer to throw in an additional, but not entirely needed, product as compensation for a delay will only grate rather than be appreciated.

customer trend #6: the desire for self-service

Self-service, which includes everything from web-based e-commerce to IVR (interactive voice response telephone systems) to concierge-like self-help touch-screen menus in public spaces to passengers printing their own boarding passes at home before traveling, is a powerful trend in customer service, and companies that ignore it, pursue it reluctantly, or violate the basic laws of its implementation will be left in the dust. There are various factors driving the self-service trend: our round-the-clock lifestyle, a buying populace that is increasingly tech savvy, even in some cases the higher comfort level of socially anxious customers when doing business with machines rather than face to face or even on the phone. (The rules of doing self-service correctly are explored in depth in Chapter 8. Disregard them at your own peril.)

* * *

Yeow. How can you keep your knowledge up to date to meet the changing needs of your customer? Especially when every business's customers are different from every other business's—and the best a chapter like this can do for you is to paint things in broad strokes?

The answer: ask. Once you've built true customer intimacy, as we'll spend much of this book together doing, you'll have the ultimate foothold into the future. Truly loyal customers earnestly want to share with you how their needs and wishes are changing. And how they want you to change with—and for—them.

Now, I don't mean "ask" as a pat answer. Keeping tabs on and understanding your customers is difficult, exhausting, literally endless, and often confusing. Think of the man in the New Yorker cartoon telling his companion while scanning the wine list, "I want Chardonnay, but I like saying 'Pinot Grigio.' " If customers willingly will buy what they don't "want" (and believe me, they do it all the time) due to some psychological drive—to impress, to try something new, for nostalgia, or even to roll particular French words like "Pinot Grigio" around on their tongues—how can you ever know on any kind of immutable basis what they really are seeking from you?

You can't really: There's no "set and forget" in customer intimacy, and that's a humbling thought. But it's also the basis of how you win the customer service game—by always asking. Always valuing empathy. Never trusting that your assessments from yesterday are sufficient for today. So, you'll have a couple of restless, even sleepless, nights keeping up. Do it well enough and your future restless nights can be in Bali, or Fenway Park ... or wherever you choose.

(Continues...)



Excerpted from high-tech, high-touch customer service by Micah Solomon Copyright © 2012 by Micah Solomon. Excerpted by permission of AMACOM. All rights reserved. No part of this excerpt may be reproduced or reprinted without permission in writing from the publisher.
Excerpts are provided by Dial-A-Book Inc. solely for the personal use of visitors to this web site.

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Table of Contents

Contents

Introduction 1

Forearmed Is Forewarmed 2

A Light Touch at Just the Right Time 3

Saying Your Business Is ‘‘On the internet’’ Is Like Saying It’s

‘‘On the Power Grid’’ 4

All You Need to Know in a Rhyming Nutshell 5

Homeward Bound 6

Where Tech Makes Loyalty Easier 7

How This Book Is Organized 8

PART ONE

Timeliness and Timelessness 9

CHAPTER 1

Today’s Changed Customer: Making Lovemaking

Difficult 11

The Most Crucial Customer ‘‘Trends’’ Today Are Individual

Changes 12

Customer Trend 1: Customers Expect Anticipatory

Technological Behavior and Aggregated

Information—Instantly 12

Customer Trend 2: Shame Shift and Values-Based

Buying 14

Customer Trend 3: Timelessness over Trendiness 15

Customer Trend 4: Customer Empowerment 16

Customer Trend 5: The Greening of the Customer 17

Customer Trend 6: The Desire for Self-Service 18

‘‘And Your Point Is?’’ 19

CHAPTER 2

The Customer Remains the Same: Everything That

Isn’t New Under the Sun 21

Providing Value: As Easy as 1, 2 . . . 4 22

A Perfect Product or Service 22

Delivered in a Caring, Friendly Manner 23

In a Timely Fashion 25

. . . Backed Up by an Effective Problem-Resolution

Process 26

‘‘And Your Point Is?’’ 30

CHAPTER 3

Timeless Customer Service Done Right—and

Wrong: Mastery Versus Catastrophe 32

The Masterful Company 32

A Cameo of Catastrophe: Timeless Service Done Tragically

Wrong 40

‘‘And Your Point Is?’’ 45

PART TWO

High-Tech, High-Touch Anticipatory

Customer Service 47

CHAPTER 4

A Google of Apples a Day: The Art of Anticipation

in the Modern World of Customer Service 49

The Apple Store Experience 50

From Cradle to Credit Card 53

A Tale of Two Installs 53

Bringing It All Back Home 57

‘‘Attaching’’ Yourself to Customers: Gmail and More 58

‘‘And Your Point Is?’’ 61

CHAPTER 5

Anticipatory Customer Service: Your Culture 63

The Curse of the Short-Term Focus 64

Consciously Building a Company Culture: Why Bother? 66

You Can’t Out-Pixar Pixar—But Here’s What You Can

Do 69

Cultural Friends with Benefits 70

Cultural Fit, Oddballs, and When Not to Hire 71

Positive Peer Pressure: The Double Significance of Every

Hiring Decision 72

Vendors: Partners, Not Poison 74

Spelling Out How You Treat Customers, Vendors, and

Employees 75

How to Get Started Building Your Core 76

The Best Time to Start? Now. 77

Buy-in or Highwayin’ 79

Your Core Values Are Just the Start—But They Are a

Start 79

Culture Meets the Larger World 81

How This Plays Out in a Pinch: Southwest’s Culture Saves a

Service Dog 82

‘‘And Your Point Is?’’ 83

CHAPTER 6

Anticipatory Customer Service: Your People 86

A Wet Dog at Petco 88

Supernatural Selection 89

Trial by Hire 90

‘‘Fit’’ and Its Pitfalls 91

‘‘And Your Point Is?’’ 93

CHAPTER 7

Sangria, Sippy Cups, and Jesse Ventura: Autonomy

Versus Standards 95

Patting Down Jesse Ventura 96

The Case for Autonomy in Customer Service Work 98

The Need for Standards 101

Standards and Autonomy: The Hybrid Path 102

Pour Lion and PEPI 105

Conveying Standards—And Maintaining Autonomy 106

‘‘And Your Point Is?’’ 107

PART THREE

The Rise of Self-Service and Social

Media—And Other Seismic Shifts 109

CHAPTER 8

The Rise of Self-Service: A Boon to Your

Customers—But Only If You Do It Right 111

Awarding Myself the Mobile Prize 111

Principles of Successful Self-Service 115

‘‘And Your Point Is?’’ 119

CHAPTER 9

Technological Change and Disabled Customers: A

True Opportunity, If You Avoid the Missteps 121

There’s More to Ramping Up than Putting Ramps Up: A

Variety of Issues and Solutions 121

Wynn Some 125

‘‘And Your Point Is?’’ 126

CHAPTER 10

Shoulder Your Customer’s Burden (and Make Sure

You’re Not Adding to It!) 127

Stupid Stuff 127

Stupid Is as . . . I Forget 128

Get to Them First 132

Where Are the Opportunities to Get to Them First? 133

Permission to Anticipate 136

The Specific Medium Is the Message—And Its Only Chance

of Getting Through 139

‘‘And Your Point Is?’’ 140

Chapter 11

Anti-Social Media: Fears and Hazards of the New

Landscape 142

Bicycle Pumps and Veterinarians 142

Regime Change in 140 Characters 143

Ouch: The First Time They Talk About You 143

Nobody Uses Twitter to Tell a Friend His Fly’s Undone 144

Social Media Is Not a Disease 146

A Story That Almost Became a Viral Tweet 146

‘‘And Your Point Is?’’ 148

CHAPTER 12

Social Service: Principles for Social Media Customer

Service 149

Principle 1: Avoid the Fiasco Formula: A Digital Stitch in

Time Saves Nine (Million) 150

Principle 2: Lie Back and Think of England: Digital

Arguments with Customers Are an Exponentially Losing

Proposition 150

Principle 3: Turn Twankers into Thankers: Reach Out

Directly to Online Complainers 151

Principle 4: Consider Getting a Complainer on the

Telephone (with Permission)—Even if the Relationship

Started in Social Media Land 154

Principle 5: Get Happy Outcomes into the Public

Eye 155

Principle 6: Use Social Media and Personal Email to Make

Your Customers Feel Important 155

Principle 7: Monitor 156

Principle 8: If Your Social Media Responses Are Inferior

to—Or Not Integrated with—Your Other Channels,

They’re Hurting Your Brand 157

‘‘And Your Point Is?’’ 158

CHAPTER 13

Listening: Your Ears Are Your Most Important

Technology 160

Only One Perspective That Matters 160

Sanctuary Much: The S.M.A.R.T. Approach to the Human

Force Field 162

Using Electronic Systems to Enhance Your Listening 165

It’s All About Listening—And It Starts by Opening Yourself

to Hearing 169

The Maytag Repairman Lets You Slap Him in the

Facebook 169

Break It to Ourselves More Gently 172

Surveying the Landscape 173

‘‘And Your Point Is?’’ 175

Notes 179

Index 191

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Sort by: Showing all of 5 Customer Reviews
  • Posted May 20, 2012

    more from this reviewer

    Why are there so few companies that are exemplars of customer se

    Why are there so few companies that are exemplars of customer service? One would think many could follow the golden rule and impress their customers but instead as customers we are poorly treated daily. Author Micah Solomon unlocks the mystery to providing exceptional customer service. High Tech, High Touch is a clearly written guide that will enable business owners and managers to transform their organization's customer service and in so doing distinguish themselves from the competition.

    Mr. Solomon's discussion of consumer behavior trends is a must read; and then each reader should plan strategically how these trends affect one's own business. Many businesses aspire to exceed customers expectations in their mission statements, but they need to read this book's sections on anticipatory customer service to achieve that goal. Mr. Solomon is a thorough observer of companies' social media successes and failures. We can all learn a lot from his spot-on observations and directions.

    1 out of 1 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted August 18, 2012

    There are probably dozens of books on customer service, but of

    There are probably dozens of books on customer service, but of the ones
    I've looked at, Solomon's is the only one I have ever come across that
    wasn't like "smile," "have a good attitude..."
    Instead, High Tech High Touch Customer Service explains to managers,
    executives, and the frontline what is involved in providing true
    service, service that is memorable enough that it makes a difference in
    a business's bottom line: -How to hire appropriately -How to use social
    media without getting overwhelmed - How to build a true service culture
    that will lead to sustainable business success -How to deploy technology
    and build processes that will, in many cases, do this work for you.
    Solomon also covers some subjects that are utterly and completely
    ignored in other books I've seen on the subject: -- how to serve
    customers with disabilities (physical, visual, hearing, etc.) -- the
    incredible importance of self service, and how to design it right. He
    even includes his email address and mobile phone (!) in case you have
    followup questions.

    Was this review helpful? Yes  No   Report this review
  • Posted August 2, 2012

    more from this reviewer

    Remember the friendly neighborhood stores you went to when you w

    Remember the friendly neighborhood stores you went to when you were growing up? Regardless of how modernized today’s trip to the store has become, patrons still want to feel just as valued as you did then. Entrepreneur and author Micah Solomon tells you how to transform today’s tech-savvy customers into loyal, supportive patrons. He provides business and personal anecdotes about consumer trends and the latest techniques for extending exemplary customer service. Despite being slightly repetitive, he does a sound job of showing you how to keep web critics from hurting your business. He also explains how to hire the best employees to create a growth-oriented, tech-supportive culture. getAbstract recommends Solomon’s easy-to-use suggestions to anyone with customers.

    Was this review helpful? Yes  No   Report this review
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    Posted October 16, 2012

    No text was provided for this review.

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    Posted August 21, 2012

    No text was provided for this review.

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