Quality Assurance and Project Management

Feb 8 2011   12:06PM GMT

Five Golden Guidelines While Heading For A New Customer Win

Jaideep Khanduja Jaideep Khanduja Profile: Jaideep Khanduja

In today’s scenario there is no life on this earth without its dependency on any software in one way or the other in professional or personal front. This is what technology and its advancement does, it makes us more dependent on it by providing us more accuracy, comfort and satisfaction. We do something only because we have some trust in it towards the desired results. Same thing happens with our customer also.

When customer buys or orders for a software to us, there is a essence of trust and loyalty hidden behind it in wake of a timely solution that works properly, accurately thereby giving a high level of comfort to customer.

Software that helps customer in getting desired business results definitely increases their satisfaction level. Some points need to be followed while building software for your customer that can be listed as below:

  • 1. Tag your product with appropriate and realistic price that can be justified to customer and equally is digestible by them. A delay at our end due to our lacking or inefficiencies has nothing to do with an increase in cost to customer. Whatever pricing model you adopt, ensure that it is neither under-realistic nor over-realistic; it should be just realistic to head for a win-win situation for both ends.

    2. It may happen that something unique for the first time is being developed for a specific customer need. But that may not be the case always. In case of horizontal deployment of your software to a new customer, ensure to produce a detailed list of your installation of the same product. Claiming all installations as 100% successful would be something easy to raise customer’s eyebrows. Start with your most successful installations depicting most satisfied customers but do mention some failed installations and their reasons so as to raise an alarm in advance.

    3. Ensure to understand your actual efforts involved before submitting a commercial proposal to your customer. Understand customer business and their requirement/ expectations from the software you have to build/ supply very clearly before any getting into any commitments. Ensure about the flexibility limits required in the software as per customer’s expectation. Understand the difference between plasticity and elasticity.

    4. Listening to your customer about their business process, pains and expectations is more important than boasting about your product and its capabilities. Before you understand first what customer expects or address to his which business pains, your songs may be irrelevant and may go unheard totally.

    5. Demonstrate by way of doing. A well designed presentation about your product and its capabilities may win customer’s hearts but will never be able to run their business and address to their requirements. That can be achieved only by way of software application.

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