Customer Focus

Elevating Customer Focus – More Difficult Than You Think

Typical strategies built around product/service and cost are no longer enough on their own for organizations looking to differentiate themselves. Increasing commoditization pressures and challenging competitive environments are challenging many B2B organizations across myriad industries to enhance their customer focus as a way to create lasting differentiation, drive loyalty, and generate sustainable revenue growth. However, becoming customer focused is a major cultural transformation that requires far-reaching shifts in thinking across the entire organization.

While customer focus alone is unlikely to be a winning strategy for an organization, it is a key element that defines winning organizations in a competitive environment. In this white paper, we discuss the meaning of customer focus, address why becoming more customer focused is a cultural transformation, and highlight three areas that enable firms to drive this transformation within their own organizations.



Request this White Paper

Related Insights

Tipping the Scale Master Three Customer Relationship Competencies

Tipping the Scale: Master Three Customer Relationship Competencies to Elevate Your Game

As new competitors enter B2B markets, it becomes more difficult to maintain growth, profitability and stability. In many cases, similar offerings create a commoditized market...
Business Model Transformation

Business Model Transformation: How to Remain Competitive in a Shifting Marketplace

When markets evolve, businesses must transform to remain competitive. Executives should watch for and respond to signals that indicate the need to explore business model...
eCommerce Strategy

Setting the Foundation for an Effective B2B eCommerce Strategy

When it comes to eCommerce, it’s time for B2B suppliers to move from reactive to proactive. eCommerce can be a powerful lever to drive top-...