Articles / Implementation / Recommended Reading / Relationship / Value

Closing the delivery gap

Image credit: http://www.bain.com/

Image credit: http://www.bain.com/

Closing the delivery gap

James Allen, Frederick F. Reichheld, Barney Hamilton and Rob Markey
Bain & Company

How to achieve true customer-led growth

Most companies assume they’re consistently giving customers what they want. Usually, they’re kidding themselves. When we recently surveyed 362 firms, we found that 80% believed they delivered a “superior experience” to their customers. But when we then asked customers about their own perceptions, we heard a very different story. They said that only 8% of companies were really delivering.

Why does this “delivery gap” exist at so many companies? It’s not because business leaders fail to recognize the importance of their customers. In fact, more than 95% of management teams we’ve surveyed claim to be customer focused. We’ve found that the delivery gap exists for two fundamental reasons.

(read more – PDF)

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