A repeat order is not always a strong relationship. Understanding the customer’s priorities helps you create value beyond the next transaction.
One action to start with
Choose one important customer. Ask what is changing in their business and what a successful next six months would look like for them.
What this can look like
Regular contact focused only on the next order can miss a change in the customer’s strategy that will affect future demand.
Illustrative example. This is a short application guide to chapter 20, not the full chapter.
Bring it into the business
Ask your team where they see this pattern. Agree one decision, one owner and a date to review what has changed. Start small enough to act on what you learn.
Use the leadership meeting pack ↗Want an outside perspective?
Work through the commercial priorities, owner dependence and recurring decisions that are holding the business back.
Read the full chapter
Chapter 20 starts on page 101 of The Questions You’re Not Asking.