Internal Survey

Tuesday, January 7, 2014

"What are some of the best questions a consultant should ask a client?"


This was a question posted recently on Linkedin's CMO Network. What resulted was a list of questions that also could be asked by senior executives and managers to shed light on what to prioritize in 2014.


I've rephrased and grouped the questions...and added a few as well:


Customer Acquisition


  1. Why do prospects consider your company/business?

  2. Other than lowering price, what can your company do to add and retain more customers?

  3. Do you expect your customer acquisition costs to change next year? Why?

  4. What effect would a price decrease of 10% have on your customer acquisition?

  5. What effect would a price increase of 10% have on your customer acquisition?


Customer Retention


  1. What differentiates your loyal customer from those that left for competitors?

  2. Do you expect your customer retention costs to change next year? Why?

  3. What effect would a price decrease of 10% have on your customer retention?

  4. What effect would a price increase of 10% have on your customer retention? 


Competition

  1. How do your competitors position themselves against your company?

  2. Why do prospective customers choose your company over your competitors?

  3. Why do prospective customers choose your competitors?


Marketing and Operations

  1. What’s significantly different in your marketplace from last year?

  2. What’s will be significantly different next year?

  3. Could your company reduce it's cost of services or products by 10% and retain it's current net income?

  4. If the Marketing budget was reduced by 10%, what would you change?

  5. If the Marketing budget was increased by 10%, what would you change?

  6. If the Operations budget was reduced by 10%, what would you change?

  7. If the Operations budget was increased by 10%, what would you change?


It may surprise you that Transactional Intelligence is an effective and inexpensive source of meaningful insight into many of these important questions.


Call Intelligence Inc specializes in transactional analytics and intelligence. We have over 23 years of experience working on projects for the public and private sectors. We study voice interactions to determine which transactional structures, techniques, and tactics work best.