The common approach to business has companies looking for growth by creating an advantage over the competition. Another company then responds by making a further improvement and gains a tenuous lead. Other competitors respond in kind, and the lead again changes hands.
Companies should stop focusing exclusively on the competition and increase their focus on their customers. But not all customers are equal. Just like the right customer can be a very profitable long-term asset to an organization, the wrong customer can be a severe drain on the company by requiring resources that cost well over the revenues generated. Duologica helps companies identify the right customers, and build the value of each customer over time. That's the road to enduring growth.
Building share of market is no longer enough. To sustain growth, companies need to build share of customers—one at a time. Every customer contact is a moment of truth that either helps or hinders the development of a profitable customer relationship.