In the "What Is Your Recession Selling Strategy?" white paper conducted for The Customer Collective, found that more than half of multinational corporations have customers who are asking them for additional discounts "as a direct result of the recession." But for self-described entrepreneurial companies the percentage was much lower, about one in three.
Mid-sized companies weighed in at 43.8% and small businesses at 39.7%.
The question is, "What do entrepreneurial companies do, that multinational corporations do not do, that makes them less of a price concession target?"
I say it is that they move faster. A recession is not just a time of reduced buying activity, it is a time of profound business change. In changing times, companies that can adjust their value propositions quickly will keep the highest value in the eyes of customers. Entrepreneurial companies can simply move faster. I would love to hear your thoughts. Please post them!
Download the survey for free (registration required) at The Customer Collective
Very useful and important you have asked in this post that "What do entrepreneurial companies do, that multinational corporations do not do, that makes them less of a price concession target?"
Posted by: Proposal Software | March 30, 2011 at 03:26 PM