How can a small company apply customer-driven techniques to grow against dominant competitors?

How can a small company apply customer-driven techniques to grow against dominant competitors?

Revenue Expansion Opportunities:

• What approaches would reduce customer returns and complaints?

• What processes would speed up production and delivery to benefit your customer?

• How can you improve a customer’s market position and image?

• How would adding a name brand impact your customers’ revenues?

• What product or service benefits would enhance your customers’ operation?

• How can you create differentiation that gives your customers’ a competitive advantage?

• How would improving re-ordering procedures impact revenues?

Cost Reduction Opportunities:

• What procedures would cut customers’ purchase costs?

• What processes would cut customers’ production costs?

• What systems would cut customers’ production downtime?

• What approaches would cut customers’ delivery costs?

• What methods would cut customers’ administrative overhead?

• What strategies would maximize customers’ working capital?

Source: Business Problem Solver: The Strategic Business Plan in Action, P.128

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