Subscribe in a readerWhen some customers have problems they can take from 3 months to 2 years to address it. Especially if you have to go through a competitive bid process. The best thing you can do for your business and your customers is to build relationships that allow you to provide solutions without having the work go to bid.
A difficult proposition in some industries, but very possible. What follows is a simplified view of the competitive process from a customers prospective:
How many things could have changed since the customer first identified the problem? How much damage has been done?
The only way to secure this work and solve the customers problem is to be involved with that customer as a trusted source, since day one. So many things can go wrong when experts are not involved -- obviously customers wouldn't have problems you can solve if they were experts in what you do. Nothing guarantees correct problem definitions, they aren't addressing symptoms, and many other mistakes can run this process out months.
This is why the principles of strategic business relationships are so important. Having strong ties to customer, properly utilized, can put your business in the right place at the right time. You'll secure more work and solve customers problems before they cause long term damage.
Executives, key managers, and leaders in business-to-business companies can learn how to benefit from business relationships with a subscription to "Applying Strategic Relations" To learn more about subscribing visit /newsletter
Why wait for your customers to post a competitive bid may not even win, when you can be there when they need you. Ask yourself, "What skills do you need to get closer to customers and solve their problems sooner than later?"
/ applying-strategy | interaction-points /
By Justin Hitt at July 1, 2003 5:50 PM
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