Produce Value

Three Moments That Shape Customer Relationships

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Three decisive moments determine your future relationship with a customer. 1. Your “First Contact” Moment: Customers don’t care about your product or service – they care only about the amount of value your product or service can produce for them.  Be customer-centric.  Focus on learning their story, needs and goals.  How do they plan to achieve their goals?  Explore how your competencies can help them. If you work in isolation to solve only a customer’s …

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Competitive Advantages Don’t Last Forever

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Business needs evolve over time. The distinctive offering that drives your growth today has been productive because it enabled your company to solve your customers’ problems and produce value for them better than anyone else. But tomorrow those same customers will have different challenges. Will you be ready to meet them? Today’s competitive advantage will not produce the same value for your customers tomorrow.  Like you, your customers must remain competitive so their needs and challenges will change.  Remaining …

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