return on investment in customer service: the bottom line report (executive summary PDF DOWNLOAD)
FreeExecutive summary of our research into evidence of the financial returns from customer service. This document summarises a survey of senior directors, a literature review, case studies and a series of recommendations that can be used to start achieving ROI from customer service. (Published 2011).
This product is a downloadable PDF
Sponsored by O2, South Yorkshire Passenger Transport Executive and BT
This report examines:
— the activities that lead to a customer service ROI
— the relationships between customers and organisations that lead to ROI
— how organisations are begining to measure intangible aspects of customer service such as loyalty, experience and sentiment
— how the more intangible aspects of customer service bring the greater returns
— how ROI in customer service is a developing discipline
It also contains a set of detailed recommendations that organisations can use to achieve a good ROI from their customer service activities.
Main findings
— customer service contributes to the success of organisations
— strong customer relationships are the key to success and profitability
— front–line staff play a critical role in forging close customer relationships
— customer satisfaction is a reliable indicator of business performance
— soft, relational dimensions of customer service are increasingly important but difficult to measure
— ROI in customer service is a developing discipline
Who is it for?
Anyone who is involved in:
— making a case for customer service at a strategic driver
— finding ways of achieving some form of return on investment in customer service
— measuring customer satisfaction, sentiment and other more intangible customer measurements
— measuring return on investment
Published 2011.