I don’t know why I keep getting surprised by this……
….but I always am.
When we assess a client’s business we take into account an enormous range of aspects. Primary research, secondary information, industry trends…..the list goes on.
This research is inevitably expensive for us to compile, time-consuming and exhaustive. And often useless.
The best information we always get is the information we get from sitting down and chatting with the client. Not “Okay, let’s identify the issues” chat, but a general “Let’s have a chat” chat.
We might talk about the weather, sport, their kids – anything really. Then we move towards the essentials – how the business is really going, what the owner’s problems are, how he sees the company in the future.
Sure, it’s not all neatly package like that. But the information we most need is almost inevitably provided by just sitting down and having a chat. Often over a meal or a beer.
This is simple stuff that works. Chat with your customers. Find out what they really want and need. They’ll tell you after a while. And you build a relationship of trust and caring. Both essential elements for building a business.