Understanding the two clients
At mas advisory we always consider two clients: our own client and our client’s client – the end-client. Effectivity starts here.
Every sustainable business model depends on the readiness of the end-client to value and to buy a product. His perspective is the reality of business. While this is generally valid, many changes in customer behavior are occurring driven by digitalization, by cultural and social changes. Therefore, an extrapolation of the past would be hazardous. Then again, banking on megatrends only, ignoring existing values and patterns would be highly risky. Using different techniques such as Delphy Studies, joint Product Design and Backwards Engineering, we make sure to have a solid understanding of the end-clients position.
Profoundly understanding our own client is equally crucial, as the practicability of an apparently great solution may be incompatible with the company’s DNA, or the business model is not suitable for a given product or service. Another classical and omni-present pitfall is the inside-out perspective that ignores the outside reality. As sparring partners, we make sure all these topics, and more are carefully challenged and addressed at the very beginning.