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Don’t start 2014 before you answer this question

“What are my customers’ three major headaches?”

This is such an important question, and not enough executives take the trouble to ask it. Perhaps that’s because it’s tricky to answer. Or perhaps it’s because the question will force companies to find problems with their products and services. But it’s a different way of looking at the customer that can produce some terrific new insights.

Don’t start 2014 before you answer this question

  1. 1. © 2007-2013 IMD 1
  2. 2. © 2007-2013 IMD – International Institute for Management Development. Not to be used or reproduced without permission. 2
  3. 3. © 2007-2013 IMD – International Institute for Management Development. Not to be used or reproduced without permission. 3
  4. 4. © 2007-2013 IMD 4
  5. 5. © 2007-2013 IMD – International Institute for Management Development. Not to be used or reproduced without permission. 5
  6. 6. © 2007-2013 IMD 6
  7. 7. THE IMD DIFFERENCE IMD is a top-ranked business school. We are the experts in developing leaders through high-impact executive education. Why IMD?  We are 100% focused on real-world executive development  We offer Swiss excellence with a global perspective  We have a flexible, customized and effective approach www.imd.org © 2007-2013 IMD 7
  8. 8. Don’t start 2014 before you answer this question Read full article © 2007-2013 IMD 8
  9. 9. www.imd.org © 2007-2013 IMD – International Institute for Management Development. Not to be used or reproduced without permission. 9

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“What are my customers’ three major headaches?” This is such an important question, and not enough executives take the trouble to ask it. Perhaps that’s because it’s tricky to answer. Or perhaps it’s because the question will force companies to find problems with their products and services. But it’s a different way of looking at the customer that can produce some terrific new insights.

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