Today in the capital equipment and machinery market, business volume is growing and so are the targets. But, you know that you have a plum order from the "nice customer is all yours”. Then one day, you go to your customer one fine morning, after several weeks, and ask him about “my order”
[ look at the arrogance] .And he says “Oh that order, it went to the competition Ltd”.." I thought that you weren't interested and my boss was asking about it" . Your card castles collapse as you realize that the order is lost forever-the one high value order on which your target was built up on...sounds familiar?
Say, you are looking over 20 accounts, do an accounts versus sales analysis. You will find that at the most 5 or 6 account for 70% to 75% of your sale. You try to find out how many visits you made this year in 7 months, and it so turns out that you made only 1 visit, because you thought that would buy only from you. In addition, you tried to sell to the 15 customers who give you maximum 25% of the sales. What foolishness! What audacity! You took your customer for granted and that is never done!
I know a gentleman (very senior) who is now in IOCL Gujarat Refinery. We still keep in touch. And I know that if I go to him with a proposal, he will consider it, because he will be sure that what I propose is a win-win thing.