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CLIENT
A
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A prospective
client briefed us about how its sales volume was falling because
its traditional market was starting to reject its product.
Taking on the project, we insisted that we look at:
•
current customer preferences, to detemine whether change
had occurred, and if so, why,
•
competitive product offerings, to see whether a clone might
have
been introduced at possibly cheaper prices,
•
distributor sentiments, to establish whether something new or
unusual was happening at the actual point-of-sale,
•
manufacturing standards, to assess whether there was any
change in work processes which might have had unexpected
consequences down the line,
•
client practices, to affirm that nothing had changed between
the time when business was good and the time
when business
began to slide.
Initially, the client was resistant to our suggestions mainly
because of the perceived time involved in such an examination
and also because of the anticipated high cost of such a thorough
job. |
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