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Customers are any organization's most important assets. A significant
challenge is to retain existing customers as well as to identify and
attract new customers. One key to this process is to learn what
customers want, and equally importantly, to ensure that all interactions
with customers are monitored and that the results are incorporated in
processes and products that serve to enhance customer experiences.
For example, this learning can take the form of discovering patterns of
activity in which customers engage prior to terminating a service, in order
to avert losing a customer.
Or it may take the form of learning the patterns of activity that members of
some non-customer group exhibited prior to purchasing a product or service, in order
to generate incentives or promotions that would influence new target customers.
Above all, it is important to
learn patterns of activity that represent customer attempts to resolve
problem situations, regardless of whether they are product or service
related, not only to help ensure that the customer remains a customer,
but also to provide an early warning mechanism that can identify
potential internal organizational problems.
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