Another corker from Jim Clifton at Gallup

LONDON – I tend to refer to Gallup Management Journal a fair bit to find data and thinking that supports advice I give to clients and to inform my thinking about the world of Brand & Talent.

In his post “Good to Great? Or Lousy to Good?” he makes a brilliant point about organisations who hit the numbers through selling (and losing) customers based on price alone.

Company leaders talk a good game about growth at state-of-the-company speeches. But then they go right back to their offices and continue okaying new contract lows to hold customers or win replacement business. They do this largely because Wall Street has not really caught onto the deep implications of organic growth and how to spot it, even though it remains the best single metric to predict sustainable growth, sustainable profit, and share growth. If someone said to me, “In your 30 years of studying customer data, what is the indicator or single metric that is the key to buying or selling stock?” My answer would be, “Same-customer sales.

Have a look here

And … note this article is more than 5 years old.

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