When Do You Know The Project Is Off-Track Interview Questions Vendor Didn’t Have the "Bench Strength" to Satisfy Their Sophisticated Customer

You are searching about When Do You Know The Project Is Off-Track Interview Questions, today we will share with you article about When Do You Know The Project Is Off-Track Interview Questions was compiled and edited by our team from many sources on the internet. Hope this article on the topic When Do You Know The Project Is Off-Track Interview Questions is useful to you.

Vendor Didn’t Have the "Bench Strength" to Satisfy Their Sophisticated Customer

Even a seasoned supplier makes mistakes. In this case study, an industry giant overachieved, won the opportunity to expand into a new market, then fell flat on its face. A formal candid feedback project gives the customer the opportunity to express his expectations. The vendor implemented improvements and escaped early termination.

This is one of a series of case studies highlighting “Questions to Ask and Course Corrections” drawn from 20 years of B2B customer perspective projects. All the names are not real, but the situations are real. The case studies paint a picture of how important it is to learn what your B2B customers are thinking–but not saying. These are real-world examples of how asking for and acting on customer feedback has helped companies hold on to customers longer, grow relationships and get new business faster.

Case study: The seller is “common.” The customer wants “special.”

Key Question (asked by a CEO of a 7-figure account): “Is this vendor performing at a ‘peer’ level?”

Course correction quote:

CEO: “No. The people in the top two positions are pretty impressive, but that’s the case everywhere. It’s at the next level down that we find them lacking. For example, account management is weak and reactive. We need formal meetings, formal reviews, good follow-up, etc. We bring that to their attention. I’m not sure they get there on their own, and that’s frustrating. The our best salespeople hire, develop and retain great people from top to bottom. We don’t grow dependent on average salespeople. We need the ‘special.’ These guys are average.”

The Client’s Difficulty:

This is a cold glass of water in the vendor’s face. They know their customer is frustrated, but they think they have a simple communication problem. They thought they had overcome the worst of it but reached out to customer feedback just to be safe. After they read the customer feedback report, they knew they were still in trouble.

Conclusion:

They are in over their head: Their customer is sophisticated, the market is unfamiliar to this vendor, and they don’t have the bank strength or the strategic vision to deliver according to their customer’s standards. They won the business based on a strong presentation by senior executives, but the customer soon realized that their account was not staffed by an experienced team. In the end, their contract was not renewed, but to their credit it was not terminated early. This unbiased evaluation of where they stand allows them to make what changes they can to improve their performance during their last 15 months.

I categorize projects as assessments, investigations, treasure hunts or rescue missions. This project is an investigation because the client’s question starts with “why?” “Why is this customer so hard to please?” Customer dissatisfaction has not yet escalated to the point of requiring a rescue mission. At that stage the question is, “Can this marriage be saved?”

Video about When Do You Know The Project Is Off-Track Interview Questions

You can see more content about When Do You Know The Project Is Off-Track Interview Questions on our youtube channel: Click Here

Question about When Do You Know The Project Is Off-Track Interview Questions

If you have any questions about When Do You Know The Project Is Off-Track Interview Questions, please let us know, all your questions or suggestions will help us improve in the following articles!

The article When Do You Know The Project Is Off-Track Interview Questions was compiled by me and my team from many sources. If you find the article When Do You Know The Project Is Off-Track Interview Questions helpful to you, please support the team Like or Share!

Rate Articles When Do You Know The Project Is Off-Track Interview Questions

Rate: 4-5 stars
Ratings: 5738
Views: 32574302

Search keywords When Do You Know The Project Is Off-Track Interview Questions

When Do You Know The Project Is Off-Track Interview Questions
way When Do You Know The Project Is Off-Track Interview Questions
tutorial When Do You Know The Project Is Off-Track Interview Questions
When Do You Know The Project Is Off-Track Interview Questions free
#Vendor #Didnt #quotBench #Strengthquot #Satisfy #Sophisticated #Customer

Source: https://ezinearticles.com/?Vendor-Didnt-Have-the-Bench-Strength-to-Satisfy-Their-Sophisticated-Customer&id=8502164

Related Posts

default-image-feature

Four Ways To Incorporate Question-And-Answer Techniques Into A Presentation Case Methods in Management Education

You are searching about Four Ways To Incorporate Question-And-Answer Techniques Into A Presentation, today we will share with you article about Four Ways To Incorporate Question-And-Answer Techniques…

default-image-feature

For Each Of The Questions A-R-E Below A Wire Gardening Tips and Tricks For Late Autumn

You are searching about For Each Of The Questions A-R-E Below A Wire, today we will share with you article about For Each Of The Questions A-R-E…

default-image-feature

Focus On The Family Questions To Ask Your Perspective Son-Ln-Law Pioneers in Christian Counseling – An Interview With Grace Ketterman

You are searching about Focus On The Family Questions To Ask Your Perspective Son-Ln-Law, today we will share with you article about Focus On The Family Questions…

default-image-feature

Fact-Finding Feeling-Finding And Tell-Me-More Are Not Questioning Formats Walking The Path of Spiritual Growth

You are searching about Fact-Finding Feeling-Finding And Tell-Me-More Are Not Questioning Formats, today we will share with you article about Fact-Finding Feeling-Finding And Tell-Me-More Are Not Questioning…

default-image-feature

Examples Of Leading Questions And Five Examples Of Non-Leading Questions Cultivation Through Discovery Calls

You are searching about Examples Of Leading Questions And Five Examples Of Non-Leading Questions, today we will share with you article about Examples Of Leading Questions And…

default-image-feature

Exam Questions I Have Created Some One Pmp-Exam-Sample-Questions.Blogspot.Com Introduction to PMP Certification

You are searching about Exam Questions I Have Created Some One Pmp-Exam-Sample-Questions.Blogspot.Com, today we will share with you article about Exam Questions I Have Created Some One…