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
