Defining your smart market approach
Customer centricity – Profitable execution

Most organizations understand they need to satisfy their customers and make them happy. But when is it better to say no to customers? Would you do anything to please your customer? An architect will design your house until it exactly meets your requirements. Yet at a fast food chain you only have a limited set of meal options. Whilst an IT firm usually is prepared to adjust functionality to your situation so long as you pay.

Likely you need to make similar choices. You want to satisfy your customers, but there are limits to how far you are prepared to go. You need to find a balance between a fully tailor-made product or service, versus a completely standardized offering. You need to decide how far you let the customer influence the way you operate your business.

Such decisions depend on external factors such as your market situation, which customers you target, and your value proposition to them. Are they a one-off customer or do they intend to stay with you for the long run? What are they prepared to pay for?

The decision is also influenced by internal considerations such as delivery lead times and the need to efficiently use owned assets. How complex is the product or service the customer buys, and how easy is it for you to deliver your promise? Moreover, you may wish to decide differently per customer type, or even per each individual customer…

SOLIDIFY can help you decide on the right level of customer centricity in your go-to-market approach. We help identify customer types and who you want to be for which customers. We also help you identify the point until which customers influence your operations and what is the optimal level of configurability of your products or services.

How may SOLIDIFY help you?
Training
  • Customer centricity
  • Outside-in thinking
  • Consultative selling
  • Value propositioning
  • Network thinking
  • Team collaboration
  • Management games
  • Business games
  • Roleplays
Consulting
  • Client decoupling point setting
  • Supply chain blueprinting
  • Value proposition development
  • Value proposition health check
  • Sales pursuit orchestration
  • Team coaching
  • Value stream mapping
  • Organizational design
  • Workshop & meeting facilitation
  • Project management
Education
  • Supply chain management
  • Logistics
  • Business cases
  • Talent programs
  • Module & curriculum design