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Customer Development Process

In: Plan to Win

Author

Listed:
  • John Garside

Abstract

The process for identifying customer needs and winning orders is probably the least well-defined business process. It also has the widest spectrum of techniques for accomplishing the task. The process described in this section is based upon a high-technology manufacturing company seeking to move up the supply chain, providing products and services with a higher value-added content. It aims to outline an effective set of procedures ensuring the finite resources available to secure new business are targeted at the best opportunities in the marketplace to meet the strategic objectives of the business.

Suggested Citation

  • John Garside, 1998. "Customer Development Process," Palgrave Macmillan Books, in: Plan to Win, chapter 3, pages 59-93, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-37489-8_3
    DOI: 10.1057/9780230374898_3
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