sexta-feira, maio 18, 2007

Ainda a propósito da proposta de soluções

Ainda a propósito do artigo de Ranjay Gulati "Silo Busting - How to Execute on the Promise of Customer Focus", publicado no número de Maio da Harvard Business Review, este trecho carregado de sabedoria:

"There are few downsides to developing true solutions. The risk is that in the rush to stand out in the crowd, many companies forget that solving customer problems requires a deep knowledge of who their target customers are and what they need. Some customers are better off purchasing products and services piecemeal. Leaders at GE Healthcare originally targeted solutions at large national accounts—which, it turned out, bought largely on price. These clients almost by definition weren’t good candidates for the solutions offering. The company consequently refined its target customer profile to focus on "