People make decisions, not companies. And often, the reason business is won or lost has very little to do with whether your service or product is the best in the market. Because to put it simply that’s a level of subjectivity defined by the market, based on how well you’ve understood your prospects, their market and their issues.
In particular, you need to understand how they define value in the products and services you offer and your relationship with them – both of which are often unspoken and unconscious.
We find that the key to gaining this understanding – and developing strategies and communication pieces that win work – is to uncover their true buying drivers.
So that’s what we do.
We get inside the minds of your customers or prospects to understand the world through their lens. We deconstruct:
We uncover your customer or prospect’s criteria for value to ensure your communications and relationships match these criteria.