Customer Reviews

The Must-Have Customer: 7 Steps to Winning the Customer You Haven't Got

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[...]! After 35 years in Retail, finally a simple, step-by-step outline that teaches you how to add more customers that behave just like your best customers. No more beating your head against the wall trying to convert infrequent customers into core customers. IF you follow ALL the steps (and you're honest with yourself) ... IT ALWAYS WORKS!

Steve Rosen
Managing Director, Retail Marketing Solutions

Powerful ideas, backed up with practical guidance and fascinating case studies. The "Must-Have Customer" reads like a good novel - it's that hard to put down. And unlike many business authors, Gordman clearly knows what he's talking about.

The Must-Have Customer: Seven Steps To Winning The Customer You Haven't Got by Robert Gordman (President of the Gordman Group) with the assistance of professional author Armin Brott provides a powerful and persuasive understanding of an expertise developed through over thirty years of business consulting and executive management for retail companies. Introducing readers to the tactics and wisdom from Gordman which helped dozens of companies improve their sale range from about ten million to eighty billion, The Must-Have Customer comprehensively provides readers with "user-friendly" and persistently informative guide to productive and securing utilization of the business and consulting process for any company. The Must-Have Customer is very strongly recommended for all business executives, consultants, managers, and productivity assessment officers for its exclusive and complete mapping of the entire system.

I'm not a big fan of business books but this one is different. It makes you think hard about things you should be thinking about. Ed Zelinsky

A strong step by step approach that illustrates how necessary it is for a company of any size to identify and focus on those customers that will add to company's efforts to grow sales and profitability . Mr Gordman makes us think about the 'right' questions and then through specific examples offers processes and tools a company can use to position its own 'Sweet Spot' business strategy.

If your business needs a tune up this book is a must read. Well written and fast paced.

I have read many business books and this is one of the best! Mr. Gordman provides a knowledgeable and interesting perspective on market research and the role it plays in understanding and acquiring The "Must-Have" Customer.

I found this book to be an explosive rifle shot that eliminates wasted time and goes directly to the art of acquiring the big customer. Compare your entrepeneurial skills to Robert Gordman and your business will increase by a significant factor. It's an easy read eye opener that will deeply implant the words "must-have", "core" and "sweet spot" into the very heart of your daily business thoughts.

Eric J. Grossman
Breckenridge, Colorado

Many "business advice" books take a single premise and spend several hundred pages restating it. This book by Mr. Gordman provides numerous practical steps you can take to better understand who your customers really are, whether consumer or B2B, how to keep them and keep up with them, and how to find more of them. His personal experience case studies demonstrate that he knows of what he speaks. It is an easy read. I agree with the quote by Marcus Buckingham on the cover "Read this book".