1. Avoid giving new customers better treatment than existing ones
If you think your company is trapped in the ‘culture of the new’, disrupt it. Deals tend to be better for new customers than for sales to existing customers, which sends a clear cultural message about where resources should be invested. Customers will quickly see if their business is being taken for granted and switch to a competitor who will give them the ‘new’ treatment.
2. Don’t put lipstick on the pig