Seven Myths of Customer Management How to Be Customer-Driven Without Being Customer-Led

The Seven Myths of Customer Management is required reading for everyone who's job interacts with or impacts customers. Written in a lively, readable and anecdotal style, this book challenges much conventional wisdom and provides a powerful antidote to many potentially dangerous and expensive misconceptions. Written by two experienced and expert practitioners, it offers practical and pragmatic advice on how to unlock customer value and maximise corporate revenues. 'I wish I had had this book in front of me as the Marketing & IT snake-oil men tried to sell me their wares. This is the best exposition I have so far seen on creating focused customer strategies around what really counts and what will ultimately drive the bottom-line. Without ever losing sight of the importance of customers and meeting their needs, it introduces a realistic management-based approach and kills some sacred cows along the way.' Michael Pinder Managing Director, Premier Banking , Barclays Private Clients 'Before launching Switch I was employed in the strategic planning department of a major UK bank concentrating on the personal sector market - I only wish that back in the mid-eighties I had access to this book and the fund of knowledge it contains! A very readable and understandable book, down to earth with many appropriate real life examples - a good and compelling read.' Timothy M Green CEO of Switch Card Services (1991 - 2002) 'We shouldn't be surprised that Paul Hawkes and John Abram have penned a very surprising book. Exploding the myths of customer leadership is the dose of realism we should expect from two people who have always had their feet firmly on the ground. As leaders of one of the most successful marketing organisations of the past 20 years, they are renowned for their radical common sense. In this book, they tear sloppy arguments and widely held mantras to shreds. In their place they present a cogent, integrated framework for maximising the value of your organisation by maximising the value of your customers. Read it before you get your cheque book out; you'll use a lot less ink if you do.' Peter Simpson Commercial Director, First Direct 'Businesses thrive on creating and serving customers. In The Seven Myths of Customer Management, Paul Hawkes and John Abram show managers how to do so successfully and for long-term profits. The book is full of practical and workable advice on how to approach your markets and manage your customers.' Peter Lake Managing Director, Sweet & Maxwell Group 'An enjoyable book that provides lots of practical advice in a straightforward entertaining way. And, it tells the truth about the excesses of the 'CRM industry'.' Catherine McGrath Director Direct to Customer, Prudential Assurance 'Paul Hawkes and John Abram built an unrivalled reputation through their enormously successful consultancy practice for no-nonsense, hugely practical and extremely commercial solutions for every marketing issue imaginable across most industry sectors. An obvious next step was to produce a book that leverages the unique asset they have built over those years, a genuine insight into how to really deliver customer strategies to drive maximum value for shareholders. This is not a book for the office cabinet, it is the best 'policy and procedures manual' I have read relating to the hugely talked about but equally hugely misunderstood subject of CRM. Keep it handy - you'll need it!!' Simon Waugh Group Director of Marketing, Centrica PlcAbram, John is the author of 'Seven Myths of Customer Management How to Be Customer-Driven Without Being Customer-Led' with ISBN 9780470858806 and ISBN 047085880X.