| There is an old saying: you cannot please all the people all the time. In business, we must avoid this trap or we will try to do too much with too few resources and end up doing nothing particularly well. Rather, we need to understand where we excel, and then focus our resources on that competence. Knowledge of this competence allows us to craft a laser-like set of requirements; crisp marketing communications programs, and tightens the sales message. We know precisely what we do well, and so does our buyer. This common set of expectations shortens the sales cycle and strengthens references. Deliverable: This service uses a combination of internal interviews with all senior executives in the firm and a minimum of five external interviews (preferably with existing customers) to determine your organization’s distinctive competence. A summary report of the interviews, along with all interview detail notes, will be provided.
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