Be a “Constant” During Change
Changes in your customer’s organization can mean change for you as well. Therefore, it is important to stay aware of these changes as they occur and find out how they may affect you. The more you understand about these changes in customers’ organizations, the better able you will be to maintain your business relationship with those who may now be making decisions that directly affect you.
Periods of change in a customer’s organization can be one of the most important times to focus on your relationship with them. In fact, you may be one of the last things that doesn’t change. You may be the only “constant” that was not eliminated or changed. In this role, you can do a great deal to help the new players in the organization move toward their own goals and objectives. These changes may also provide new opportunities to be of service to the customer.
How can you be the “constant” that stays the same during changes in your organization?
How can your continued relationship with the customer help them adapt to changes in their own organization?