Create a Customer Information File - Step 1

The first step in creating a Customer Information File (CIF) is to do an audit of your existing customer data files. You may have an existing customer database or record of transactions, or the information may be scattered among several Excel files. Some sales organizations have found that their best customer data is on 3x5 cards stashed in their sales reps’ automobile trunks!

The audit should involve a review of missing data, recency of information, and purchase data and its link to unique customer information. Third-party lists can be used to append customer lists to fill in for missing data.