"A gritty, practical, how–to guide for anyone looking to implement high–impact customer loyalty programs. Loaded with tips and tricks the things you need to know to use Net Promoter as a discipline for building a more profitable business."
Ralph A. Oliva, executive director, Institute for the Study of Business Markets; Professor of Marketing, Smeal College of Business, Penn State University
"Most customer loyalty management efforts fail because of poor implementation and a lack of attention to detail. This book provides organizations implementing a Net Promoter program with a comprehensive and detailed road map to avoid the pitfalls and traps in execution."
Das Narayandas, James J. Hill Professor of Business Administration, Harvard Business School
"Every top executive needs to understand not only why Net Promoter matters, but how to fully implement it to transform business. Answering the Ultimate Question is the book that will tell you both. Learning how to integrate Net Promoter into your operations can deliver a real bottom–line difference to your company."
William J. Amelio, CEO, Lenovo
"Answering the Ultimate Question clearly illustrates that Net Promoter is not simply about surveying clients, but rather represents a unique and powerful way to run a truly client–centric business. Richard′s and Laura′s book is a virtual ′how–to manual′ for leaders seeking to transform their business."
Troy Stevenson, vice president, Client Feedback & Loyalty, Charles Schwab
1 Net Promoter Fundamentals and Operating Model.
A Net Promoter Primer.
Why Traditional Approaches Fail.
Net Promoter: Key Tenets.
The Net Promoter Operating Model.
Putting It Together: Implementing the Operating Model.
2 Using Customer Economics and Segmentation to Maximize Loyalty.
Quest for Customer Intimacy.
Segmenting for Optimal Results.
Calculating Return on Promoters.
Estimating the Impact of Word of Mouth.
3 Driving Change: Instill Customer–Centric DNA.
Why Discuss Change Management?
Aligning the Organization.
Getting Senior Leadership Committed.
Getting the Front Line Aligned.
Goal Setting in the Context of Change Management.
Program Governance Model.
4 Designing an Enterprise Roadmap.
Relationship Versus Transactional Survey Processes.
The Customer Corridor and Its Touch Points.
Phased Versus Big Bang Approach.
Sequencing Your Roadmap.
5 Building Trustworthy Data.
What Is Trustworthy Data?
Creating the Strategy: Three Key Elements.
The Right Customers: Measuring Who Matters.
The Right Question: Choosing the Right Metric.
The Right Questions: Fitting Survey Strategy to the Business.
Determining the Right Time to Measure.
6 Determining the Root Cause of Promoters and Detractors.
Common Analytical Approaches.
Stated Driver Analysis.
Inferential Driver Analysis.
Comparison of the Tools.
7 The Closed–Loop Process.
Defi ning Closed–Loop Excellence.
Action at All Levels.
Closing the Loop at the Front Line.
Case Study: BearingPoint Closes the Loop at the Account Level.
Closing the Loop at the Management Level.
Closing the Loop at the Executive Level.
Accountability at All Three Levels.
8 Setting Realistic Targets and Improvement Strategies.
Improvement Time Frames and Rhythm.
The Methodology for Setting Targets.
9 Innovation Drives Transformation.
Technology Enables Transformation.
Operational Improvements and Innovation.
Developing Brand–Focused Communities.
Identifying NetWorked Promoters.
Resources: Interviews Conducted.