The following pages contain six case studies which are based on real examples taken from a number of consultancy projects. The case studies focus on the challenges facing six different suppliers, all of whom work in different industries, and are preparing for meetings with a customer at key stages of the sales process.
Case Study 1—Medical Instrument Manufacturer
Scenario—Positioning to Service the Customer’s Current and Future Plans
This case study shows how profiling can have a significant impact on the way a supplier positions themselves. On researching the customer, the supplier learns that the customer is in negotiation to buy an American competitor. They see the potential of being able to service the customer in the ...
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