Although it may seem unlikely, there are many. Companies that do not know who their main client is. Although very often companies claim to be. Customer-oriented, on numerous occasions a DW Leads problem arises when they understand “customer” to mean any. Actor that forms part of their activity (the so-called stakeholders: suppliers, customers, consumers. Retailers, etc.). This adds difficulty in focusing business strategies, which can lead to a loss of competitive. Advantage over other companies that have clearly defined their main customers and are truly focused on them. To solve this problem, the harvard business school has proposed a four-stage process to help.
Identify Who the Main Customers Are
Companies get to know who their customers are and how to focus their business strategies. Identify who the main customers are the main clients are not always the ones that generate the greatest volume of income. But rather the ones that add the most value to the company . While in hospital email database some companies the main. Client will be the final consumer, in others it may be a supplier or an intermediary. The key concept. Is that the strategic choice of the primary customer should be considered the defining factor of the business.since it determines which resources are to be used and how they are to be distributed. For example, for a pharmaceutical company that wants to position itself in private doctors at the best price in madrid, the main. Clients are not the final consumers, it is these doctors.
Understand What the Main Customer Values Most
Who prescribe the drugs that provide the greatest. Value to the business. Inesem business school course in market research and consumer behavior (university degree with 5 ects credits) more information understand what the main customer values most once the main customer has been defined, the next thing is to know their preferences : to know which are the attributes of the company’s product or service that they value the most by monitoring their purchases. Knowing customer preferences is not an easy task, especially when there is the possibility that there are main customers with clearly different preferences. As a solution, the important thing is to know what tools to use to define the preferences of the main clients, and how to cover them to offer them added value.