Customer Winback

Customer WinbackCustomer Winback: How to Recapture Lost Customers—And Keep Them Loyal
by Jill Griffin and Michael W. Lowenstein

Here we find 300+ pages dedicated to an unusual approach to the subject of customers and their contribution to your success as an organization. It’s interesting how many companies will spend an enormous amount of money, time, and energy to attract new customers while investing little or, more often, nothing in retention or win-back. That’s baffling when you consider the fact that vigilante customers are leaving in droves every day and they are very expensive to replace. Too many companies consider these customers as a lost cause and therefore make no attempts to discover why they left or to win them back.

With the average company losing 20% to 40% of its customers every year (for Web-based companies defection rates are substantially higher), it’s imperative that firms create focused strategies for retention and win-back in addition to their acquisition efforts. The authors provide you with step-by-step solutions for winning back lost customers, saving customers on the brink of defection, and making your firm defection proof. This pragmatic guide is brimming with savvy methods and detailed case studies that show you in real-world detail how to turn lost customers into gold!

(This book review was originally published in 2001 as one of the Top 10 Books – Edition 8.)

motivational speaker Harry K. JonesHarry K. Jones is a motivational speaker and consultant for AchieveMax®, Inc., a company of motivational speakers who provide custom-designed seminars, keynote presentations, and consulting services.

Harry's top requested topics include change management, customer service, creativity, employee retention, goal setting, leadership, stress management, teamwork, and time management

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The Ultimate Business Library

The Ultimate Business LibraryThe Ultimate Business Library: 50 Books That Shaped Management Thinking (Ultimate Business Series)
by Stuart Crainer

Here is a Business Library for your business library. In 323 pages, you’ll find a one-stop guide that provides succinct, insightful summaries of 50 books that have changed the business world—broken new ground, set new standards, or revolutionized old, entrenched concepts.

Of the thousands of business books which have been published over the past century, do you know which ones represent truly breakthrough thinking? Do you know who created these landmark concepts: reengineering, discontinuous change, scientific management, satisfying the customer? This unique collection provides a complete overview of the art of management.

The summaries are written in a crisp, lively style that helps clarify the concepts of the original works, no matter what time period they are from. In addition, Gary Hamel, another noted author, has written a brief commentary on each book. His illuminating insights provide context to help us understand the place of each book in business history.

In addition to the “top 50,” the book also includes mini-descriptions of 50 “runners-up”—other management books that have had significant impact. This is a book full of ideas—and an idea can cause a revolution. The Ultimate Business Library is the best way to get up to speed on important business ideas. It might even inspire you to create some breakthrough ideas of your own!

You’ll wear the book cover off this gem!

(This book review was originally published in 2001 as one of the Top 10 Books – Edition 8.)

motivational speaker Harry K. JonesHarry K. Jones is a motivational speaker and consultant for AchieveMax®, Inc., a company of motivational speakers who provide custom-designed seminars, keynote presentations, and consulting services.

Harry's top requested topics include change management, customer service, creativity, employee retention, goal setting, leadership, stress management, teamwork, and time management

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The Change Monster

The Change MonsterThe Change Monster: The Human Forces that Fuel or Foil Corporate Transformation and Change
by Jeanie Daniel Duck

Can you remember a time in the workplace when we haven’t been discussing the subject of change and how we must adapt to it if we are to survive? You’d think by now we’d not only accept the fact that change is constant, but we’d be experts in adapting to it. That, however, has yet to happen. So, let’s add another change metaphor to the ever-growing list. We’ve recently been informed that change is cheese, five frogs on a log, and even a rampaging river. This author, a senior vice-president at Boston Consulting Group, once likened managing change to balancing a mobile. In this book, she identifies change as a monster. She uses this term to describe the unpredictable “human issues that swirl around change.”

It is Duck’s contention that corporate transformations fail not because of operational tasks or systems but because of emotional factors and social issues. To understand and control the monster, Duck devised the “change curve” to represent the five phases of change: stagnation, preparation, implementation, determination, and fruition. As she goes in depth about each stage, the author illustrates her explanation with personal examples from her experiences as an organizational consultant. Duck explains that each company’s experience along the curve will vary; the phases, though, will always remain the same. She then uses examples to illustrate successes and difficulties in negotiating the curve.

The Change Monster is a tough-minded but compassionate book about leadership when major changes are demanded: after a merger, when profits are falling, or markets are being lost. It is also about the discipline and kindness it takes to get the people who report to and depend on you to confront their fears and move on to a new agenda, strategy, or company.

Though targeted at the change-management drivers of the business world, The Change Monster is infused with a sense of the effects of change in all areas of life. This book is a reminder, through stories and anecdotes, of the essentials of the heart and mind that provide the basis for leadership. It also offers warnings that probably will be heeded only after they have been ignored.

Duck is very clear about this and the steps it takes to be successful. She pares away the jargon, excuses and finger pointing this subject engenders and leaves us with an understandable and inspiring map of the territory. Refreshing and to the point, Duck offers corporate leaders uncommon business advice in this evolving age of bricks-and-clicks.

(This book review was originally published in 2001 as one of the Top 10 Books – Edition 8.)

motivational speaker Harry K. JonesHarry K. Jones is a motivational speaker and consultant for AchieveMax®, Inc., a company of motivational speakers who provide custom-designed seminars, keynote presentations, and consulting services.

Harry's top requested topics include change management, customer service, creativity, employee retention, goal setting, leadership, stress management, teamwork, and time management

For more information on Harry's presentations, please call 800-886-2MAX or fill out our contact form.

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The 17 Indisputable Laws of Teamwork

The 17 Indisputable Laws of TeamworkThe 17 Indisputable Laws of Teamwork: Embrace Them and Empower Your Team
by John C. Maxwell

Known as America’s expert on leadership, John C. Maxwell has authored more than 25 books including bestsellers The 21 Irrefutable Laws of Leadership, Developing the Leader Within You, Failing Forward, and The 21 Indispensable Qualities of a Leader. Those of you who are familiar with this author can look forward to another inspirational masterpiece that will leave you eager to dive into and enjoy the process of team-building.

It had to happen sooner or later. The author offers a companion website, designed to go hand-in-hand with his book in order to enhance and complete our learning experience. You simply read a chapter, apply what you learn by following the suggestions at the end of that chapter, and then log on to the free interactive assessment. It will help you gauge your strengths and weaknesses when it comes to teamwork. There you will also find recommendations for ways to further your personal and professional development.

The format of the book will be familiar to those who have read Dr. Maxwell’s excellent leadership books. In this case, there are 17 laws, with each one being comprised of additional elements. Each law has one or two overriding examples, and then many small examples … usually one for each subpoint. At the end of each law’s section, you have questions to answer and assignments to do. This aspect of the book is like having a workbook to help you begin to apply the lessons to your own situation.

In his trademark, easy-to-get-it approach, Dr. Maxwell demystifies the process of building a winning team, making it simple to grasp, retain, and put into practice. He’s invested a great deal of time and effort to identify these 17 Laws of Teamwork. He says: “The wonderful thing about a law is that you can depend on it. No matter who you are, what your background is, or what circumstances you face, you can take these laws to the bank.” You’ll enjoy this one, it’s going to become a classic. Be sure to share it with others on your team.

(This book review was originally published in 2001 as one of the Top 10 Books – Edition 8.)

motivational speaker Harry K. JonesHarry K. Jones is a motivational speaker and consultant for AchieveMax®, Inc., a company of motivational speakers who provide custom-designed seminars, keynote presentations, and consulting services.

Harry's top requested topics include change management, customer service, creativity, employee retention, goal setting, leadership, stress management, teamwork, and time management

For more information on Harry's presentations, please call 800-886-2MAX or fill out our contact form.

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Terms of Engagement

Terms of EngagementTerms of Engagement: Changing the Way We Change Organizations
by Richard H. Axelrod

For decades, organizations have been preaching the need for change. Fast Company chose this subject as a recent cover story for its rapidly growing readership. Everything in our lives seems to be changing on a regular basis—including the way we manage change. The change management paradigm first appeared 20 years ago and was hailed as revolutionary at that time. Today, the entire field of organizational change is undergoing a massive revolution.

Author Richard Axelrod, a pioneer in the field of change management, points out that leader-driven change may have worked well in times past but obviously falls short in today’s technology-driven workplace. He doesn’t stop at critiquing conventional change management programs. He recommends a four-aspect change model, the Engagement Paradigm, designed to overcome communication stalls and mis-communications.

This new approach provides a basis for change that truly involves the entire organization. Four essential new principles make the difference:

  1. Widen the circle of involvement,
  2. Connect people to each other and ideas,
  3. Create communities for action, and
  4. Practice democratic principles.

Axelrod provides excellent examples from such companies as Hewlett-Packard, First Union Bank, Mercy Healthcare, and others. He explains how these four principles enable leaders to create energy and commitment rather than apathy and resistance. Recognizing the potential for misapplication, he also shows how engagement can disengage, and identifies potential pitfalls to avoid.

This practical guide offers innovative, practical guidance for bringing the entire organization to the level of engagement vital to successful change outcomes.

(This book review was originally published in 2001 as one of the Top 10 Books – Edition 8.)

motivational speaker Harry K. JonesHarry K. Jones is a motivational speaker and consultant for AchieveMax®, Inc., a company of motivational speakers who provide custom-designed seminars, keynote presentations, and consulting services.

Harry's top requested topics include change management, customer service, creativity, employee retention, goal setting, leadership, stress management, teamwork, and time management

For more information on Harry's presentations, please call 800-886-2MAX or fill out our contact form.

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The Influence Edge

The Influence EdgeThe Influence Edge: How to Persuade Others to Help You Achieve Your Goals
by Alan A. Vengel

If you’re looking for a good read that allows you to sit back, relax, read, absorb content and assume that the author’s advice will work when the time comes—look elsewhere! While this is definitely a good read, the author made certain you were going to accompany him on this learning journey!

Old-school, top-down chain-of-command hierarchies are obsolete, fast giving way to networked, team-oriented organizations. To be successful in this new environment, the ability to influence others is essential. This book is a direct, step-by-step, clear and concise guide to this artful skill.

Organized as a workbook—with two dozen forms, tools and exercises and illustrated throughout with all-too-familiar real-life scenarios—The Influence Edge explains what really goes on under the surface in everyday relationships.

The interactive format of the book allows you to learn the concepts and, more importantly, actually practice the crucial techniques before you return to the workplace and put your ideas on the line.

Today’s workplace demands much of those who pursue success. You must build alliances, interact with a variety of personalities from a position of little or no direct authority, create and maintain long-term rapport with difficult people, and develop special influence tactics that are essential to getting your job done.

The author, Alan A. Vengel, draws on his consulting work with executives and managers in hundreds of major corporations in a wide variety of industries to provide you with the essential elements of influence to survive in today’s competitive workplace.

Vengel shares the interesting concept of “push-pull energy,” the idea that that there are two very different ways of influencing people and that you need to know when and how to use each one, or when it’s best to combine the two. It’s a subtle concept but the exercises throughout the book show you how to use it to design a very sophisticated and effective influence strategy.

If you want to accomplish your workplace goals, you’re going to have to build long-lasting rapport with a variety of personalities. This book should be your first step in that critical journey.

(This book review was originally published in 2001 as one of the Top 10 Books – Edition 8.)

motivational speaker Harry K. JonesHarry K. Jones is a motivational speaker and consultant for AchieveMax®, Inc., a company of motivational speakers who provide custom-designed seminars, keynote presentations, and consulting services.

Harry's top requested topics include change management, customer service, creativity, employee retention, goal setting, leadership, stress management, teamwork, and time management

For more information on Harry's presentations, please call 800-886-2MAX or fill out our contact form.

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Get Weird!

Get Weird!Get Weird! 101 Innovative Ways to Make Your Company a Great Place to Work
by John Putzier

Here we go again! Cute title, large number of suggestions, but same bottom line message … you’d better start concentrating on how to make your company a great place to work. If you don’t, your employees will find such a place elsewhere. Workplace performance expert, John Putzier, offers a goldmine of ideas for attracting and retaining the best talent available.

He has managed to compile an incredible array of unusual yet theoretically sounds tips, tools, and techniques for today’s managers. The majority of his ideas are fast, easy to implement, inexpensive, and very unique.

By changing the very tone and culture of your company, you can enhance employee morale, creative thinking and productivity—thus creating that magnetic environment that will attract and retain today’s most productive talent.

(This book review was originally published in 2001 as one of the Top 10 Books – Edition 7.)

motivational speaker Harry K. JonesHarry K. Jones is a motivational speaker and consultant for AchieveMax®, Inc., a company of motivational speakers who provide custom-designed seminars, keynote presentations, and consulting services.

Harry's top requested topics include change management, customer service, creativity, employee retention, goal setting, leadership, stress management, teamwork, and time management

For more information on Harry's presentations, please call 800-886-2MAX or fill out our contact form.

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Contented Cows Give Better Milk

Contented Cows Give Better MilkContented Cows Give Better Milk
by Bill Catlette and Richard Hadden

Here we have another cute title designed to grab our attention in order to deliver a “simple as dirt” concept: A person’s degree of satisfaction with their work situation is entirely and directly related to their output. If this concept is so simple, why aren’t more leaders taking advantage of it? Business bookshelves and boardrooms are cluttered with the all too predictable and easy prescriptions for empowerment, restructuring, and the like. Consultants are readily available to assist you in this all important undertaking. It really comes down to a personal decision. You either act or you don’t.

This book provides you with inspiring examples of companies that have made the decision to act … and a few that haven’t.

Learn just what it is that permits one organization to achieve unprecedented levels of success over a substantial period of time while a nearly identical competitor is going down the tube. How, for example, could Southwest Airlines achieve 23 consecutive years of record revenues and profits while TWA, Continental, Pan Am, Eastern, Braniff and others all around them were hemorrhaging red ink?

It’s no accident that the organizations consistently identified as winners also happen to be some of the best places on earth to work. This occurs not as an afterthought, but as a vital, premeditated element of business strategy.

It’s a message that would doubtless be echoed by generations of dairy farmers. Contented cows give better milk!

(This book review was originally published in 2001 as one of the Top 10 Books – Edition 7.)

motivational speaker Harry K. JonesHarry K. Jones is a motivational speaker and consultant for AchieveMax®, Inc., a company of motivational speakers who provide custom-designed seminars, keynote presentations, and consulting services.

Harry's top requested topics include change management, customer service, creativity, employee retention, goal setting, leadership, stress management, teamwork, and time management

For more information on Harry's presentations, please call 800-886-2MAX or fill out our contact form.

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The Customer Revolution

The Customer RevolutionThe Customer Revolution
by Patricia B. Seybold

For most companies, the issue of customers in charge is just coming onto the radar screen. For many, it was over before they had an inkling. Patricia Seybold, author of the influential, best-selling Customers.com, makes it plain in her most recent offering, that this can be either your biggest problem or your greatest opportunity.

Thanks to the Internet and mobile wireless devices, both business and consumer customers are demanding that you change your pricing structure, distribution channels, and the way you design and deliver products and services. Your business must be transformed so that it is completely customer-centric, or you will be out of business.

You can fight it if you want but you’re better off, says the author, to practice “sweet surrender,” just as the music industry has started to come to terms with Napster. Many try to characterize the changes taking place as the New Economy, the Internet Economy, or the information, knowledge, or bio-economy. However, simply put, what we now have is a customer economy, and it’s going to result in changes that you would not have thought possible even a few short years ago.

Seybold has been on a worldwide quest to find companies in North America, Europe, and Asia that are developing the state-of-the-art practices that will help them win in the new area of the customer economy. They’re profiled and analyzed in case studies ranging from small businesses to multinational giants and range from manufacturers to retailers, and service firms. What she provides is not only a brilliant analysis but also a practical program for how you can make the customer revolution a profitable one. The companies that thrive in the customer revolution will be those that measure and monitor what matters to customers, in near real time!

(This book review was originally published in 2001 as one of the Top 10 Books – Edition 7.)

motivational speaker Harry K. JonesHarry K. Jones is a motivational speaker and consultant for AchieveMax®, Inc., a company of motivational speakers who provide custom-designed seminars, keynote presentations, and consulting services.

Harry's top requested topics include change management, customer service, creativity, employee retention, goal setting, leadership, stress management, teamwork, and time management

For more information on Harry's presentations, please call 800-886-2MAX or fill out our contact form.

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The 108 Skills of Natural Born Leaders

The 108 Skills of Natural Born LeadersThe 108 Skills of Natural Born Leaders
by Warren Blank

The myth of “born leaders” has been with us for decades. However, that myth misses an important fact: the qualities great leaders display are waiting in all of us to be discovered, developed, and magnified. No one is actually born a leader. Anyone can become one. All you need is to master the specific set of skills people commonly associate with so-called “natural born” leaders.

Included in this book is a self-assessment inventory which you can use to ascertain which skills are most in need of improvement. You must know where you are before you can determine where you need to go.

Warren Blank’s work identifies the 108 specific traits that typically cause others to see people as natural born leaders. The self-assessment inventory allows you to match up to that common portrait. The book then provides strategies and methods for developing your strengths and improving on your weaknesses.

With examples ranging from Franklin D. Roosevelt to G.E.’s Jack Welch, this book illustrates that leadership qualities fall into three basic categories: Foundational Skills (such as self-awareness), Direction Skills (including the ability to set a course and develop others as leaders), and Willing Follower Skills (such as the ability to influence others and create a motivating environment). The ongoing theme is the simple fact that everything you need to become a leader is right inside of you. This book will help you let your own “natural” skills blossom.

(This book review was originally published in 2001 as one of the Top 10 Books – Edition 7.)

motivational speaker Harry K. JonesHarry K. Jones is a motivational speaker and consultant for AchieveMax®, Inc., a company of motivational speakers who provide custom-designed seminars, keynote presentations, and consulting services.

Harry's top requested topics include change management, customer service, creativity, employee retention, goal setting, leadership, stress management, teamwork, and time management

For more information on Harry's presentations, please call 800-886-2MAX or fill out our contact form.

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