With... |
Our interviews can uncover... |
Existing clients |
- Opportunities for further account penetration.
- Immediate and longer-term opportunities for your firm’s
products and services.
- Account management issues that may affect revenue
growth.
- Immediate and longer-term competitive threats.
|
Recently-won clients |
- Specific reasons why prospect initially considered your firm.
- Specific reasons why the prospect selected your firm.
- Competitors considered and how they compared to your
firm.
- Expectations for future relationship.
|
Prospects |
- Perceptions of your firm that may affect willingness to
consider or do business with the firm.
- Satisfaction with current supplier(s).
- Likelihood of prospect to switch to a competitor.
- Specifics of what prospect is/would be looking for when
considering another supplier.
|
Lost clients |
- Specific reasons why client decided to no longer do business
with your firm or has decided to substantially reduce the
amount of business done with the firm.
- Competitors the client considered, who they chose, and why.
- How the client views your firm vis-à-vis the competition.
- Perceptions of your firm and potential for future business.
|
Lost prospects |
- Specific reasons why the prospect initially considered your
firm.
- Specific reasons why the prospect did not select your firm.
- Who the prospect chose to work with and why.
- Perceptions of your firm and potential for future business.
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