Customer Centric Strategy
By focusing on being customer centric, your business development professionals will be able to adopt a "partnership/team" approach with current and prospective customers.
In this way, you will be able to build a solid business relationship and genuinely understand your customers' set of opportunities, their customers and their competitors, how their decisions are made, their company's culture and values, and lastly, their specific objectives, needs, and priorities.
Therefore, being customer centric requires an adjustment to your company's business development expectations with a new mindset:
- Learn your customer's business so you can create value for them
- Understand how they do business so you can help improve it
- Recognize this type of selling takes longer (account plans, and business plans)
- Company management has to foster and reward this behavior