As you enter the RONO™ negotiation and commercialisation process, your journey starts with targeting and ranking potential customers. It’s about CREATING OPTIONS. This PRINCIPLE addresses establishing customers (or parties) of ‘best fit’ for the best deal. In doing so consider potential complacency on both sides, targeting and ranking those customers for ADDING VALUE and rekindling old customers/relationships. Then, what if there is only one customer?
There are 7 strategies for this principle.
The first step. Customers of best fit.
This is the first step. A common mistake in business in the early stages of forming RELATIONSHIPS, is focusing too much on an alliance with a potential customer which may not/cannot offer the most commercial/business compatibility at the expense o...
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