It’s a trait that everyone claims to have but what does it actually take to be Customer Focused? And what benefit is there in adopting such an approach when pursuing an opportunity or client?
To be Customer Focused you need to understand:
•Your client’s objectives
•What is most important to your client about the product or service they are buying
•How best you can support them achieve their objectives
•How to articulate a compelling benefit-driven case that links your solution to their objectives and requirements
Industry leading organisations adopting a Customer Focused approach win more business, at higher margins and are already positioning themselves ahead of the next opportunity.