Using the information you have uncovered during your Customer fact find, answer the following statements:
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Based upon your score here, there is a definite need to engage with your existing customers or focus on winning some new ones. Either way, it is important that you create a plan for the next three to four weeks to engage with your clients and find more to work with. There are still a number of assessments to complete in this Bounce Back Pack – as you go through the next five sections, think about which areas will contribute most to you developing your customer base. In terms of timing, this is a good time to be looking to add more customers to your portfolio. With the amount of change and uncertainty over the last four months, many organisations will be reviewing their supply chain and reimagining their hiring strategies for 2020. Chin up and find some good customers to work with. The mission entitled I need more jobs could be exactly the right one for you to start with after you’ve completed the Bounce Back Pack.
RECOMMENDATIONS
Not too bad. If you believe that you could benefit from more jobs to work on, the best place to start is with your existing customers. Customers are the easiest to sell to: You have trading history, terms in place and lines of communication are easier to open. How many of the organisations you work with work with other agencies? What would you consider your market share to be with those organisations? Perhaps the regular managers you talk to aren’t hiring imminently but there could be other managers you’ve yet to discover who will. Expanding the number of managers you engage with will increase your visibility of what is happening in your customers and help you become more proactive on their behalf. If on the other hand, your customers don’t have hiring plans for 2020, still stay close to them. Reactive hiring can catch organisations by surprise. People leave, those on furlough may elect to not return and sudden spikes in their own customer demands can create an immediate need.
RECOMMENDATIONS
Great result. You’ve clearly got a good handle on your customer base and relationships with the right profile of decision-makers in the right businesses. As good as your score is it is important that you avoid becoming complacent. For every client you are working with that has told you they will hire in 2020, they could be a lead or prospect for multiple competitors. For those that you work with in competition with other agencies, what is your plan to increase the commitment you get from your customers? How can you elevate your status to that of partner rather than supplier? For every customer you have who gives you good feedback and talks with high levels of commitment, put together a Service Level Agreement. This marketplace will still have some vulnerability to it. Committed customers will be critical. It’s exactly the same for your customer – a fully committed recruitment partner will be critical in this uncertain market to help secure the right talent. When you can see that you’ve got a healthy customer base it can be easy to relax the sales activity. Now is the time to up your sales work – your market is buoyant and there is going to be more (potentially better?!) business out there. As a proven player in our market, you can win more clients whilst in the privileged position of being able to choose who you want to work with.
RECOMMENDATIONS
I have a broad range of clients across my market
Strongly disagree Strongly Agree
I have had recent dialogue with multiple contacts across my customer base
Strongly disagree Strongly Agree
I have an indepth knowledge of my customers hiring plans for the immediate future and the rest of 2020.
Strongly disagree Strongly Agree
I feel confident that my existing customer base will provide me with enough jobs to maintain my pipeline.
Strongly disagree Strongly Agree