The human experience is distinctly relational. It is “who-centered”. Our lives are filled with friends, family, colleagues, neighbors – each having a different role in our lives. Companies are also filled with relationships. Customers, prospects, employees, supply chain, sales channel, and competitors – they all relate to a company in a unique way.
GeoStrategies’ foundational work always starts by answering the critical “who” questions. Who are your customers? Your competitors? Your resellers and suppliers? Who are the cheerleaders within your company, and who are the disengaged and disgruntled?
Successful battlefield advancement always starts here, with a simple “Who?”.
Who did what? This is the next layer of GeoStrategies’ discovery process, often solved with data that already exists, and people who already know.
What does a customer (or prospect) do, want, like, dislike? What are competitors doing or not doing? What do employees, channel and supply chain partners, like or dislike about a company? What do they think of its products and services? What is the next great emerging product or service that the market will demand?
Because they deal with the past, the “what” questions are typically the easiest to answer.
Because “who” and “what” questions are about things that are external and visible, they are relatively easy to answer. Answering the “why” question is far more difficult. After all, “why”, is the motive behind a person’s actions – and you can’t “see” a motive.
GeoStrategies specializes in answering the “why” questions for our clients. Why are customers purchasing, and prospects not? Why did a competitor discontinue a product line, or a channel partner expand into a new area? Why are certain geographies of the country being avoided by a competitor? Why is a company’s employee turnover rate so high?
EBITDA always suffers when companies guess wrongly at the answers to these critical “why” questions.
After the who, what and why questions are credibly answered, GeoStrategies provides go-to-market support.
With the who question answered we can guide a company where it should go. We can identify where to open manufacturing or distribution centers, retail outlets or service centers. Because we have answered the what and why questions, we can provide answers to the how questions: how to go to market, how to advertise and attract customers, and ultimately how to increase profitability and reduce costs.
“Who” – “what” – “why”, then moving on to “where” – “how”. Our approach is simply this: Ask the right questions, and get the right answers.