The One to One Manager

Discover insights from the pioneers of Customer Relationship Management in this compelling exploration of 1 to 1 initiatives. Visionary authors Don Peppers and Martha Rogers, Ph.D., delve into the challenges faced by managers at leading organizations like Xerox, General Electric, and British Airways. Through in-depth interviews with executives and over two dozen global case studies, the text examines the day-to-day realities of implementing 1 to 1 strategies. Readers will meet transformative leaders such as General Robert McDermott, who revolutionized USAA into a tech-savvy institution focused on customer needs, and Richard Vague, the CEO of First USA, who advocates for the "trusted agent" model in fostering lasting customer relationships. The book also highlights Nina Smith from Xerox, navigating complex sales channels, and Anne Lockie of the Royal Bank of Canada, who combines technology and human insight to connect with millions of customers. Additionally, Bruce Varner, a Texas fire chief, exemplifies customer service by training his team to value local citizens. These early adopters provide invaluable lessons for managers striving to navigate a rapidly evolving business landscape centered around customer needs, loyalty, and profitability. A vital resource for executives, this work serves as a roadmap for the future of customer-focused business strategies.