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Don Peppers

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Not to be confused with baseball player Don Pepper.
Don Peppers
NationalityAmerican
Occupation(s)Author, advertising executive

Don Peppers is an American advertising executive, author, and was a founding partner of Peppers & Rogers Group, a global customer-strategy consulting firm sold in 2010 to business process outsourcer TeleTech Holdings, Inc..

Biography

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Peppers graduated from the United States Air Force Academy in 1972 with a B.S. degree in astronautical engineering, and earned a master's degree in public affairs with a concentration in foreign policy from Princeton's School of Public and International Affairs in 1974.[1]

Peppers's career in advertising began at Saatchi and Saatchi in 1982 as an account executive. Two years later, he moved to Levine, Huntley, Schmidt & Beaver, where he was new business director and gained a reputation as a rainmaker. In 1988, he moved to Lintas as an executive vice president and in 1990 to Chiat/Day/Mojo as worldwide head of new business development.[2]

In finding new business, Peppers gained a reputation for his self-promotion and outrageous tactics, such as sending flowers to prospective clients and putting life-sized cardboard cutouts of himself outside their homes, according to The New York Times.[2] In 1995, he drew on these experiences in a book on sales techniques, Life's a Pitch...Then You Buy.[3][4]

With co-author and business partner Martha Rogers, Peppers wrote a series of business books beginning with The One to One Future: Building Relationships One Customer at a Time published in 1993, which helped popularize customer relationship management as a marketing strategy.[5]

Rogers and Peppers founded the consulting business Peppers & Rogers Group together in 1992. Bob Dorf joined the firm in 1993 and became its president.[6] The company was headquartered in Stamford, Connecticut before moving to Norwalk, Connecticut in 2000. At that time it had 178 employees in Connecticut and 218 worldwide.[7] TeleTech Holdings, Inc. purchased an eighty percent stake in the company in 2010.[8]

Peppers was named to the first "Forty Under Forty" list published by Crain's New York Business.[citation needed] Peppers was inducted into the Data & Marketing Association (formerly Direct Marketing Association) Hall of Fame, along with Seth Godin and Martha Rogers.[9][10][11][12]

Bibliography

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  • The One to One Future: Building Relationships One Customer at a Time (1993) with Martha Rogers[5]
  • Life's a Pitch...Then You Die (1995)[4]
  • Enterprise One to On: Tools for competing in the Interactive Age (Doubleday, 1997) with Martha Rogers (professor)[13]
  • The One to One Fieldbook: The Complete Toolkit for Implementing a 1 to 1 Marketing Program (Doubleday, 1999) with Martha Rogers and Bob Dorf
  • The One to One Manager: Real-World Lessons in Customer Relationship Management (Doubleday, 1999), with Martha Rogers
  • Peppers, Don; Rogers, Martha (2001). One to One B2B: Customer Development Strategies for the Business-to-business World. Capstone. ISBN 978-1-84112-312-7.
  • Customer Experience: What, How, and Why Now (BookBaby, 2016).
  • Peppers, Don; Rogers, Martha (2022). Managing Customer Experience and Relationships: A Strategic Framework. John Wiley & Sons. ISBN 978-1-119-81533-4.
  • Peppers, Don; Rogers, Martha (2012). Extreme Trust: Honesty as a Competitive Advantage. Portfolio/Penguin. ISBN 978-1-59184-467-9.
  • Peppers, Don; Rogers, Martha (2008). Rules to Break and Laws to Follow: How Your Business Can Beat the Crisis of Short-Termism. Wiley. ISBN 978-0-470-22754-1.
  • Peppers, Don; Rogers, Martha (2005). Return on Customer: Creating Maximum Value from Your Scarcest Resource. Doubleday/Currency. ISBN 978-0-385-51030-1.

References

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  1. ^ "Don Peppers". www.executivespeakers.com. Retrieved 2023-07-16.
  2. ^ a b Rothenberg, Randall (1 March 1990). "The Media Business: Advertising: Chiat Gets 'Rainmaker' From Lintas". The New York Times. Retrieved 18 July 2023.
  3. ^ Berger, Melanie (October 1995). "Book notes – A winning pitcher: Life's a Pitch and Then You Die by Don Peppers". Sales and Marketing Management. 147 (10): 134. ProQuest 211826517.
  4. ^ a b "Life's a Pitch...Then You Buy by Don Peppers". Publishers Weekly. 31 July 1995. Retrieved 18 July 2023.
  5. ^ a b Schneider, Peter A. (October 1995). "Book Review: The One to One Future: Building Relationships One Customer at a Time". Journal of Marketing. 59 (4): 108–109. doi:10.1177/002224299505900411. S2CID 169312277.
  6. ^ Stableford, Joan (7 December 1998). "Entrepreneurs on track with Marketing 1 to 1". Fairfield County Business Journal. 37 (49): 12. ProQuest 216415734.
  7. ^ Khasru, B.Z. (5 June 2000). "Peppers and Rogers Moving Headquarters to Norwalk". Fairfield County Business Journal. 39 (23): 2. ProQuest 216414432.
  8. ^ Soule, Alexander (16 May 2011). "Buy-back option caps an unusual deal". Fairfield County Business Journal. 47 (20): 18.
  9. ^ "Don Peppers – Speaker Profile | Celebrity Speakers". www.csaspeakers.com. Retrieved 2023-07-16.
  10. ^ "Don Peppers Speaker Profile". Speakers.com. Retrieved 2023-07-16.
  11. ^ Peppers, Don; Rogers, Martha; Dorf, Bob (1999). "Is Your Company Ready for One-to-One Marketing?". Harvard Business Review. 77 (1): 151–152. PMID 10345390. Gale A54003854.[non-primary source needed]
  12. ^ "Don Peppers – Bio | Keynote Speaker | Premiere Speakers Bureau". premierespeakers.com. Retrieved 2023-07-16.
  13. ^ Meade, Bill (October 1997). "Enterprise One to One: Tools for Competing in the Interactive Age". Journal of Business and Entrepreneurship. 9 (2): 73–77. ProQuest 214231305.
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