Your Key to Success: Customer Share, Not Market Share

Continuing Tuesday's Dispatch... As Peppers and Rogers argue in "One to One B2B," a "final, extremely important lesson ... is that managing individual customer relationships almost certainly will require not just organizational, but cultural changes.  Attitudes have to change, not just processes." ...  Uh-oh.  That's tough.   You can purchase a new computer system, but you sure can't purchase a new leadership chip.  So how do you move your management and your corporate culture forward?  Where do you look for help?

Here's one possibility: The Center for Real Estate Enterprise Management, Centerprise, a non-profit research and management training organization based in The Presidio in San Francisco.  OK, I'm biased; I'm on their Advisory Board.  John McMahan, the Executive Director, brings a wealth of investment advisory, consulting and academic experience to Centerprise.  McMahan's vision is that the real estate industry needs to build a strong base of research and to deliver highly interactive training sessions (usually two full days for 10-20 participants) taught by an outstanding faculty.   Course offerings this fall include "Corporate Real Estate Strategic Planning," "Benchmarking: Key to Improved Performance" and "Marketing Real Estate Investment Products."

The PikeNet Forum, of course, with 400-500 attendees is quite a different animal, but it has always been aimed at building thought leadership and developing a social net to support change.  (This week I'm on the East Coast looking at venues for next year's event.)  What would you like to see at the next Forum?  How can the Forum advance your company's agenda? 

--Peter Pike / ppike@pikenet.com