The Hidden Wealth of Customers: Realizing the Untapped Value of Your Most Important Asset

(Hardback)

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In The Hidden Wealth of Customers, Customer Strategy Group CEO Bill Lee offers a compelling vision for a "return on relationship" with your most valued customers. A different type of ROI, this strategy of maximizing the relationship itself with existing customers is a modern approach to customer relations, one that will net increased business advantage. This book shows you how to properly engage, organize, manage and maintain this essential audience, which will help keep your strategy focused on key-customer issues and will help increase your organization's profitability.

Reviews

"If you are looking for ways to deepen your relationship with your customers, this book will definitely give you some great ideas and some strong recommendations on how to track and measure your efforts." -- Business 2 Community (business2community.com) "If you are looking for ways to deepen your relationship with your customers, this book will definitely give you some great ideas and some strong recommendations on how to track and measure your efforts." -- Social Media, Marketing & Musings (margieclayman.com) Bill Lee's The Hidden Wealth of Customers is one of most insightful business books I've read this year. As I described in my Forbes interview with Bill [...], he posits useful strategies that go above and beyond the established wisdom for how to cement customer loyalty. He uses ample case studies with real, behind-the-scenes information about companies like Salesforce.com and the innovative tactics they use to make themselves indispensable to their customers. I think most business owners or executives can learn a great deal from this book and would recommend it highly. -- Dorie Clark, Forbes Online Columnist "I'm willing to bet that most companies don't know who their 'rock star' customers are, and are missing a big piece of their future revenue engine as a result. This much-needed book shows how to capture that missing piece." -- Brian Householder, Senior Vice President, Worldwide Marketing and Business Development, Hitachi Data Systems "As with many business books, I had originally planned to skim this one. However, I was hooked after the first chapter. Lee covers some great concepts very well. Unfortunately, I can't associate my name with the book, because two of the firms prominently mentioned are key competitors of ours." -- Chief Customer Officer, a Fortune 500 firm "Since 2007, corporate America has been focused first on survival and second on expense reduction as a means to growing profitability. Revenue growth has now reclaimed its rightful role as a top priority. This book will challenge business leaders to tap a superb revenue engine that's right under their noses." -- Julia Wellborn, Executive Vice President, Wealth Management, Comerica "Bill Lee tears down myths and applies his own principles to innovate the most fundamental relationship in commerce: the customer. Regardless of what relationship your organization has with its customers, you'll come away with new ideas and a motivation to engage with customers far more profitably." -- Robert Hillard, Technology Lead Partner, Deloitte Australia; author, Information-Driven Business "Managing customers as an asset of your business is a key strategic focus of companies that thrive in good times and bad. This book will help you steer your business toward that critical path to prosperity and growth." -- Jeanne Bliss, President, CustomerBliss; former Chief Customer Officer, Microsoft; and author, Chief Customer Officer

Author Bio

Bill Lee is President of Lee Consulting Group. He is also CEO of the Customer Strategy Group, which organizes industry-leading conferences, including the Summit on Customer Engagement, Customer Reference Forum, Summit on Customer Communities, and CAB Exchange Summit. For eight years his organizations have provided educational, research, and consulting services to many of the world's top firms, such as IBM, AT&T, Apple, Microsoft, Wells Fargo, CA Technologies, Dell, Salesforce.com, and others.