Imagine that a publishing company wants to establish one-on-one relationships with its most valuable end-user customers (rather than its usual primary customers, the book distributors). Using the pharmaceutical company example as a guide, how might this company establish relationships with its end users? What tools might they use to identify these customers and gather information? What might the primary need groupings be? How might they tailor their customers' experience to create healthy Learning Relationships? What other products and services could they offer to truly address their customers' needs and increase customer value?

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The Answer of Imagine that a publishing company wants to establish one-on-one relationships with its most valuable end-user customers (rather than its usual primary customers, the book distributors). Using the pharmaceutical company example as a guide, how might this company establish relationships with its end users? What tools might they use to identify these customers and gather information? What might the primary need groupings be? How might they tailor their customers' experience to create healthy Learning Relationships? What other products and services could they offer to truly address their customers' needs and increase customer value?

Imagine That a Publishing Company Wants to Establish One-On-One Relationships