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A Great Experience is the Only Measure of a Business

A recent study by PWC, argues that customer experience is everything and the only viable business goal. Check the arresting headline:

Customer experience is everything – so get it right

Good customer experience leaves people feeling heard and appreciated; it minimizes friction, maximizes efficiency and maintains a human element.

How Bad is the Customer Experience Gap?

Customer experience drives a real economic imperative to get this just right. Consider the chart below. Specifically, look at the grey bar for the US and now look at the business exposure when customers have several bad experiences. The result – nearly 60% of all customers defect and stop interacting with brand…..a whopping 60%!!

Importance of Experience










So how bad are expectations already?

The answer is….it varies. If you are an airline – then you are in real trouble with satisfaction levels 33% below expectation. Even the humble bank has its work cut out with a gap of over 20%. We have written before that this could cost US banks a staggering $16 billion.

Customer Experience Expectation Gap














Why is customer experience everything?

So if everything is so bad out there, then why bother improving the customer reality?  Like L’Oreal, the answer is:

Because its worth it

As we have described before, there is extra margin to be captured if the customer experience matches or exceeds their expectations. This additional margin drives an ROI that could be generated if operational execution hits it out of the park:

ROI of Customer Experience












The full PWC study can be found here. It is a good read and sets out a roadmap of why the customer experience is the only business goal that matters. They also share their six main pathways to focus on. Getting the customer reality wrong is a disaster for the brand image and the profitability whereas getting it right leads to higher satisfaction, loyalty and the option of additional margin.

The shocker here is knowing that nearly 60% of all customers will defect the brand if multiple poor interactions are experienced. Remember there are no businesses where this exposure could be sustained.