BECOMING A CUSTOMER OWNING CORPORATION

You know you ''own'' the customer when...You are their first choice. T hey look to you to solve their problems. They share confidential infor mation with you. They talk to you about their plans. They accept your advice and ideas. You are involved early on in their decisions. They d iscuss options (as opposed to just price and discounts) with you. They give you feedback (good or bad) before you ask. They recommend others to you (and you to others). They trust you to take decisions on their behalf. They want you to succeed. Copyright (C) 1996 Elsevier Science Ltd