B2B Customer Insight: The Proven Path To Growth
By John Barrett, Priority Metrics Group, Inc.
For the first time in book form, “B2B Customer Insight: The Proven Path to Growth,” will reveal how customer insight surveys tailored to B2B relationships generate significant strategic data; data that, when properly applied, enables company management to expand their share of existing markets as well as successfully penetrate new ones. When these surveys are regularly conducted and implemented, they lead to increased long-term profits and sustainable growth. This book will appeal to virtually anyone wanting to learn about the hidden dynamics of B2B transactions, and how to make those dynamics work in a supplier’s favor in their customer relationships and overall business development.
In my 25 years of consulting with large manufacturing companies in a variety of industries, I’ve been able to develop a tested and proven customer insight methodology that I will share for the first time in
this book. Utilizing real-life case studies with clients who have agreed to participate in this project, I will also discuss how this research process should never stop with the numbers. Instead, it should provide practical and impactful solutions to specific business dilemmas. The advantage of offering actual case studies of companies who successfully made significant changes (of course based on our PMG customer insight surveys) will also differentiate us from other B2B business books that lack hard, fact-based guidance as well as multiple examples of genuine and significant application. Link to sections of the book below:
Introduction:
Chapter One: The Three Threats to Growth
Chapter Two: Value – The Engine of Growth
Chapter Three: Gaining Customer Insight
Chapter Four: Critical Questions
Chapter Five: Customer Insight Methodology
Chapter Six: Normative Results
Chapter Seven: Achieving Growth through Customer Insight
Author/Editor Bio:
John Barrett received his MBA from the University of South Florida, after which he worked for the retailconsulting firm, Payment Systems Inc., based in Tampa, Florida. He left the company to complete the coursework in the Marketing Doctoral Program at the University of Virginia’s Darden Graduate School of Business. He then joined Sonoco, the packaging company located in Hartsville, South Carolina, where he worked in the corporate marketing and strategic planning divisions for a total of 6 years.
In 1992, John departed from Sonoco to co-found Priority Metrics Group, Inc. (PMG) with fellow Sonoco manager. John, who now serves as President of PMG, has made it his mission in the two decades since the company’s creation to perfect the implementation and application of customer insight and market assessment surveys so that his client companies can enjoy the maximum rewards from these research tools. His areas of expertise include customer satisfaction, strategic market analysis, strategic planning, competitor analysis and mergers & acquisitions. He is also a member of ESOMAR, one of the leading international market research organizations. John presently resides in Spartanburg, South Carolina with his wife, Cindy McPhee-Barrett. The couple has three daughters, Sarah, Alix, and Mahria.