Acquisiremo nuove quote di mercato, scarteremo prodotti e clienti poco profittevoli e punteremo all’eccellenza. E’ questo un bel proposito che fate una o due volte l’anno? Magari a Natale e ad agosto, quando la mente è più libera dagli impegni quotidiani e può compiere voli pindarici.
Un proposito molto simile a quelli altrettanto nobili del perder peso, andare in palestra, smettere di fumare, etc. Tanto nobili quanto veloci ad esser fagocitati dalla frenesia che giornalmente ci avvolge e facendoci spostare in avanti nel tempo un sogno che non avendo una data di inizio, né obiettivi pratici, non può far altro che rimanere tale.
Competere non è un obiettivo; competere è un modo di essere che conduce ad obiettivi.
Dobbiamo avere il quotidiano desiderio di non essere – in quanto imprenditori – gli unici generatori di buone iniziative. Dobbiamo impostare una azienda che si nutra dei feedback che giungono dal mercato, senza timore di ricevere critiche, desiderosi di capire come risolvere ciò che impedisce oggi alla nostra azienda di essere all’altezza delle aspettative del cliente.
Frasi come: “il cliente sta diventando sempre più pretenzioso”; “i commenti online sono sgradevoli, non sono clienti, sono leoni da tastiera”; “il cliente è ignorante e presuntuoso”; “non posso piegarmi alle schizzofreniche esigenze dei clienti, sono solo scuse”; denotano un approccio che non porterà a buone conseguenze sull’andamento aziendale.
Fare impresa è amare il soddisfacimento di un bisogno a fronte del quale il cliente ci premia pagando un prezzo che ne giustifica il valore. Ho sentito venditori lamentarsi dei propri clienti; è evidente che non fossero bravi venditori.
Osservare il comportamento del cliente e l’uso che fa delle soluzioni che gli vendiamo può aiutarci ad identificare nuove nicchie di mercato; ascoltare le sue obiezioni e comprendere quale prodotto della concorrenza acquista quando non compra da noi ci consente di capire a cosa attribuisce un valore che noi non siamo ancora in grado di produrre. Vuole una consegna più rapida? Vuole un prodotto più tecnologico? Vuole un prodotto meno complicato? Capita spesso che la risposta sincera sia: “non ne abbiamo idea”. Bene, questo è il problema vero. Se non sai cosa vuole il tuo cliente non sarai in grado di soddisfarne il bisogno; è un miracolo che tu sia ancora vivo.
Un approccio positivo, proattivo, indagatore, da innamorato inquieto è condizione necessaria a garantire il successo di qualunque iniziativa di business. E’ necessaria ma non è sufficiente.
Osservare i bisogni della clientela deve tradursi in progetti di miglioramento e i progetti sono portati avanti dai propri collaboratori che potrebbero boicottarli, preferendo accomodarsi sulle routine esistenti.
I nostri sogni di miglioramento potrebbero quindi infrangersi per le resistenze al cambiamento della squadra interna che ha il compito di trasformarli in attività. Favorire un dialogo proattivo tra la rete vendita e la ricerca e sviluppo, ad esempio, implica un costante lavorìo.
Nella prima fase litigheranno, perché ciascuno nel suo ruolo è convinto di avere in mano una verità assoluta: la rete vendita è convinta che qualunque bisogno proveniente dal mercato vada assecondato senza alcuna analisi dei costi e dei relativi benefici e vede i colleghi che si occupano di ricerca e sviluppo come antipatici generatori seriali di cavilli. Il reparto di ricerca e sviluppo sente su di sé la pressione di personale incompetente che scarica ogni “vezzo” del cliente pur di non promuovere correttamente i prodotti già presenti a listino. Una lotta sterile e dannosa che spesso porta l’imprenditore a rinunciare a far dialogare i due reparti. Manca loro un obiettivo unificante. Quanti nuovi prodotti e/o quante nuove esigenze vogliamo soddisfare nei prossimi tre anni? Quanto budget vogliamo dedicare a tali iniziative? Qual è la priorità alla quale tutti dovranno uniformarsi?
Se i due reparti iniziano un dialogo proficuo potranno osservare i diversi fabbisogni e testarne gli effetti.
Lo sforzo “straordinario” che è richiesto è di rintracciare non solo il bisogno esplicito; ammettiamo di essere i proprietari di una pizzeria. È ovvio che se il cliente acquista una pizza vuole che sia buona, ma l’azienda dovrà apprendere che il cliente vuole anche non svegliarsi alle tre di notte in preda ad una sete soffocante, vorrà mangiare in un ambiente confortevole e non rumoroso, vorrà sentirsi a suo agio e non essere servito da un cameriere opprimente né assente.
Per competere dobbiamo trovare soluzioni che ci distinguano dalla concorrenza. Non basta quindi osservare quanto il cliente sia scontento della nostra soluzione, ma anche quali aspettative nutre e non trova nella soluzione proposta dagli altri competitor. Al tempo stesso, dobbiamo tenere lo sguardo allenato al modo in cui i nostri attuali competitor si stanno rinnovando e quali strategie hanno in mente di adottare. Per farlo, oltre ad ascoltare i clienti in comune, è necessario tenere un buon dialogo con i fornitori comuni e compiere periodiche analisi sui dati di bilancio disponibili.
Anche i fornitori possono essere una minaccia o una opportunità. Qualora un fornitore sia indispensabile per il nostro business, perché detiene una condizione di monopolio sul mercato e può dettare il prezzo, rischia di acquisire una quota rilevante del nostro margine. Qualora il fornitore sia intenzionato a conquistare il mercato a valle potrebbe dotarsi delle stesse tecnologie e acquisire i nostri clienti.
Competere è una attitudine, fatta di traguardi da raggiungere e nuovi obiettivi da porsi. Una attitudine che coinvolge tutti i reparti aziendali e ci costringe ad innovare al fine di mantenere alta la soddisfazione della clientela attuale ed attrattivi nei confronti della clientela da acquisire.
Il tema sembra aprirsi come una rosa, i contorni sfumano e il pericolo di perdersi nelle cose da fare aumenta. Michael Porter ci viene in soccorso con un modello pubblicato nel lontano 1979 e ancora valido. Mette l’azienda al centro della competizione, notando come si restringe il margine aziendale al crescere della forza dei clienti, dei fornitori, dei prodotti sostituti, dei concorrenti e la facilità di nuovi entranti di accedere al mercato. Nel tempo è stato analizzato come anche i prodotti complementari possono giocare un ruolo nella scelta del nostro prodotto; in ogni caso, il modello di Porter è una pietra miliare per riconoscere la nostra forza o debolezza relativa e per aiutarci a non perdere la rotta in un sistema di interazione tra attori altrimenti complesso.
Effettuata l’analisi tramite il framework fornito da Porter, possiamo spostare il focus su quale valore vogliamo dare ai clienti, quali processi interni intendiamo modificare per assecondare i loro bisogni e di quale formazione abbisognano i nostri dipendenti per gestire i processi che intendiamo modificare. Analizzando le iniziative strategiche e ponendo obiettivi numerici possiamo tenere sotto controllo lo sforzo che l’azienda sta facendo per stare sempre sul mercato.
Per approfondire il tema partecipa gratuitamente al workshop del 21 Marzo c/o Villa Peretti – Gela ore 16.00 . Iscriviti qui o visita la sezione eventi
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One thing is that if you find yourself searching for a education loan you may find that you’ll want a cosigner. There are many scenarios where this is correct because you will find that you do not use a past credit history so the loan provider will require that you’ve someone cosign the borrowed funds for you. Interesting post.
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