Knowing your Customer matters, everything else is secondary

By November 10, 2016Insights

What if you could change the value of your enterprise by accessing and monetizing assets you have but largely ignore? When the CEO of a major multifamily and CRE company was asked how much he knew about his tenants, he said, “We know quite a lot — for our apartment tenants, we know income, age, sex, education, occupation; and for our commercial tenants, we know a fair amount about their businesses.” When asked how that compared to what Facebook or MasterCard knew about those same tenants, he shrugged. “We’re just not that focused on our customers or the data we have about them.” Having a deeper understanding of who your client is can have a transformative impact on your business.

Rachel Elias Wein

Rachel Elias Wein

Rachel Elias Wein founded WeinPlus, a strategy and management consultancy focused exclusively on retail and real estate organizations, in 2008. A consultant to Fortune 500 companies and an experienced development executive, Ms. Wein serves as the principal strategic advisor for industry-leading public and private real estate owners, a top-tier grocery retailer, as well as several boutique real estate firms nationwide.

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