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provides a step-by-step guide to completing this business template. It is worded as aseries of questions designed to make you stop and think about this topic in a challenging and creative way
as if abusiness coach or consultant was sitting next to you.
What criteria will customers use when making their purchasing decisions, what is important to them?
What area does each criteria primarily relate to?
Features or attributes of the product or service itself
Aspects of the way the product or service is delivered
The way in which the supplier manages customer relationships
Aspects of cost, purchase price of value
For each criteria, what is the customers 'ideal' solution?
Priority - P
What is the relative importance to the customer of each criteria
Us - our performance
How does our product or service offering perform against the 'ideal'?
Score '10' if there is a perfect fit, and '0' if there is no fit what so ever
Finally, what is the status of our performance against each criteria?
= Immediate action is required (our competitor performs better than we do against a mostimportant criteria)
= Future action is probably going to be required
= No action required
Note: Red status should result in the generation of actions for performance improvement