
If you want to win a contract, be it TVs, toasters, or teacups, you need to understand what is valuable to your customer. Answer these questions to understand what your customer values: What pains, dependencies, or risks does the customer want to avoid? What functionality does the customer require? How can I exceed the customer’s expectations? For example, if the customer wants to build a service desk for widget technical support, understand any relevant pains, dependencies, or risks. The customer might have to divert its R&D staff from more important work to respond to requests for technical assistance. Or the customer might have a hard time trying to solve problems right the first time, which drives up costs and drives down customer satisfaction. Next, understand all the functionality the customer requires such as call, email, and chat functionality and 8/5 coverage. In addition, exceed your customer’s expectations by offering tangible … Continue reading A Recipe for Best Value at the Lowest Price