Background: A consumer products organization, specializing in accessories for power motor sports, was developing a long-term strategy for changing their sales process and growth. While they had an understanding of their market, they had not formally looked into their customer base. As such, they had no clear direction on which to base their strategy. Challenge: …
Positioning Study Changes Target Customer Profile Read More »
Background: A professional society (“Association”) with approximately 2,400 members established an aggressive yet attainable goal for growth: increasing dues and non-dues revenue by 15 percent over a five-year period. The Association had been collecting every member revenue transaction dating back several years, yet as an organization it lacked the skills to effectively mine the information …
Last week, LRC had the privilege of co-facilitating a discussion at the American Association of Medical Society Executives (AAMSE) annual meeting in Baltimore. My co-presenter was Jane Aguirre, Vice President of Membership & Alliances with the American Academy of Ophthalmology. Jane has been our client contact as we have conducted member research with the Academy …
AAMSE Recap – Member Satisfaction is NOT Member Engagement Read More »
Customers make decisions about where to spend their time, money, and effort every day. They might be business buyers between 9 to 5, but consumers the rest of the time. In either case, the scenario is always the same for the seller – to make their product or service offering the preferred choice. They do …
Customer Loyalty – What is it? How Can You Measure and Manage It? Read More »
