How Customers Assess Value
Bob Schultek Author of The Gauntlet Whether you provide a product or a service, its value to your customers depends on their goals. Your success in earning their business depends on your ability to discover what your customer values and why. If the customer’s business is mature, then proposing solutions that reduce cost typically capture attention. Cost reduction targets are easily identified and validated; they directly impact net profit. And, unfortunately, they make it easier …
