Profiling Customers
Description
Ever since the film 'The Silence of the Lambs' (1991) starring Anthony Hopkins as Hannibal Lecter, the cannibal, there has been a huge interest in profiling in America. 'Perpetrator profiling' is an investigative tool of physical and social behaviour of offenders who may have committed and/or are suspected of committing a crime, to help investigators get to know and identify (often unknown) criminals.
Profiling customers
More fun and positive is profiling potential customers. A professional negotiator (commercial managers, project manager, director, lawyer) gets less and less time to understand his internal/external customer. This is because these customers are turning away because they are overloaded with stimuli from social media and get queries from a multitude of people who now globally want something from them.
Look at yourself and try to recall the image of 10 years ago: when the customer had time for you and you could build a relationship. Remarkably, most negotiators and commercial managers hardly pay attention to understanding the customer beforehand. They still assume they get to know the customer when they sit in front of him, this while they hardly get the time to do so anymore.
As Cruijff recalled, "every disadvantage has its advantage". It is certain that parties like Google and Facebook know more about us than our own partner. Of course, they don't reveal that or do they? Yes, by cleverly and quickly looking at the multitude of data you see on the internet. This allows you to quickly create a profile of your customer and choose the right negotiating profile to match.
If you calculate for yourself how much money is lost through endless acquisition and failed tender negotiations. How much frustration you get because the other party does not understand your good intentions. If you want more success and even better contact with your internal/external customer, then let us surprise you.
Come to the meeting on 5 March 2018 and you will learn all about profiling. Plus, as a bonus, you'll get new insights on how to build your ideal project team!
Speaker(s)
The workshop will be given by Dick Foorthuis. Dick held various management positions at Osram, Hochst, Hirschmann and Rehau, among others. Dick is now interim director and also advises mostly technical companies on business development, Agile scrum and team optimisation.
LinkedIn profile: https://www.linkedin.com/in/dick-foorthuis-3ba540/
Location
The Hague
Organiser
Commercial Engineer
Name and contact details for information
Marc Lambriks