Understanding Clients
"It was fascinating when we had the joint day with our client, in most cases meeting individuals for the first time. Even before you met them you felt you knew from doing the exercise together what type of person they were. This stimulated lots of conversation, and as we had done the exercise together it created a feeling of real team building. We also got to know the "make up" of both parties and analysed possible strengths and weaknesses."
Merchandising specialist - Lever Faberge
"Working with our B2B clients has given people a chance to really
understand each other, outside of the day-to-day commercial situation. I
now have an excellent insight into what drives particular buyers, how
they would want to receive information, whether they appreciate diversion
from getting on with the business, whether they'd be interested in the
detail or if a more top line approach is better."
"It was good to see the relationships between the buyers and the commercial
managers - and how the buyers interact with each other. And also to get a
view on what our clients value as an organisation."
"And the benefits? It's worked well when preparing for meetings and
presentations for particular buyers."
Business Manager - Lever Faberge
"The real benefit of working with our client partners in this way is that it
has broken down some barriers between the teams and made it easier to
understand why people want information in certain ways, and respond better
to different types of communication."
"It has certainly made me see people in a different - clearer - light. I
found doing it with the customer really insightful and valuable and it has
definitely improved my relationships!!"
Customer Activation Manager - Lever Faberge
