Mercator

Know That Your Consumer Knows You

Whenever we work on B2B projects we find that our clients are often surprised by how much their customers know about them - things like changes in ownership structure, or re-financing, or HR issues that the client assumes have been kept under the radar but, more often than not, are well-known by the customers. It’s worth remembering that these customers have a vested interest in the success of their suppliers. Good suppliers make their jobs easier and often make them look better in the eyes of their customers. So, apart from the very human interest in ‘shop talk’, your customers will want to keep an eye on you and maybe the best response is to keep your door open rather than pulling the curtains shut. [Link]