Clienti mari sau mici? Autohtoni sau internationali? Multi sau “cati se pot duce”?
Este imposibil atunci cand cunosti oameni si afaceri sa nu observi si abordarile de business ale directorilor companiilor.
Ai ocazia astfel sa vezi daca respectiva companie lucreaza cu clienti mari (peste 100 de angajati) sau daca se orienteaza catre clienti de mai mici dimensiuni. Constati de asemenea daca este mai interesat sa castige clienti internationali sau se axeaza pe a face lucruri deosebite pentru cei locali.
Cand se realizeaza o analiza de afaceri – si mai ales un plan de afaceri – este de dorit sa fie luate in calcul cat mai multe variante. E clar ca o perioada orice firma inseamna recuperare investitie. Cat dureaza insa aceasta? Unii spun ca o firma devine productiva cam in 2 ani (daca “patronul” nu are clienti foarte mari de la bun inceput).
Important in alegerea clientilor este si timpul care se doreste a fi alocat – a lucra in acelasi timp pentru clienti din Romania si din SUA inseamna program prelungit avand in vedere diferenta de fus orar.
Un alt criteriu sunt fireste si banii obtinuti – multi spun ca cei din afara sunt mai buni platnici si de asemenea accepta si preturi putin mai mari.
Desigur si investitia necesara participarii la diverse evenimente la care participa astfel de potentiali clienti – evenimente din Romania si internationale – trebuie luata in calcul.
In final conteaza sa stii foarte bine ce iti doresti (apropo de o insemnare a lui Filip), sa fii consecvent in alegere si mai ales sa nu iti depasesti limitele. Daca stii ca a ta firma poate duce 6 clienti, atunci este de dorit sa ai 6 – nu 10.
Politica de afaceri este asadar una peste care nu trebuie sa se treaca usor cu vederea. Daca de exemplu ai o companie ce ofera consultanta si servicii intr-un anumit domeniu, si exista un departament comercial si desigur departamente care asigura prestarea serviciilor in cauza, atunci este de dorit ca numarul de clienti adusi de comercial sa fie in concordanta cu numarul de clienti de care se pot ocupa si carora le pot fi oferite servicii de calitate de catre ceilalti angajati.
Din pacate sunt sigura ca unii dintre cei ce citesc aceste randuri sunt in postura de clienti care din pacate nu au avut parte de servicii de inalta calitate si la timp – pentru ca prestatorul are prea multi clienti. La fel altii se regasesc in postura de persoane cu functii de decizie, care au luat deja anumite hotarari de afaceri si care acum probabil analizeaza consecintele.
E important insa – atunci cand esti sef – sa te mai opresti uneori pentru cateva clipe si sa incerci sa afli care este parerea clientilor, cat de multumiti sunt si daca se respecta termenele precizate. La fel este important sa incercati sa aflati daca angajatii sunt multumiti de locul de munca.
Dar este vineri. Si s-ar putea ca multi sa nu aiba prea multa vreme pentru meditat. Asa ca ma opresc aici si sper ca am reusit sa ii fac pe multi sa se gandeasca la aspectele prezentate.
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