Options

Home » Options » Understanding your customer(s)

Understanding your customer(s)

Critical in the OPTIONS PHASE is the need to check and understand the customer’s drivers. In this PRINCIPLE, RONO™ proposes that you keep a check on the other party’s negotiation position and its drivers. Put yourself in your customer’s shoes, recognise the need for scenario building, and watch the competition.

There are 5 strategies for this principle.

In the customer’s position.

In the RELATIONSHIP PHASE the need to come to terms with the customer’s ‘drivers’ was emphasised. A fair understanding of where the customer is coming from and what he really wants should be fairly clear by now. In the OPTIONS PHASE you need to ...

To continue reading this section you will need a RONO™ Strategies membership.

Register for instant access to the full RONO™ model, its PRINCIPLES and STRATEGIES for each PHASE of your commercialisation process.