Get out and see your customers. I
spend a lot of time traveling to
medical meetings with our
sales staff, having one-on-one
dialogue with each member of
our management team about
the customers, and I’m very
engaged in asking questions
that promote dialogue.
That’s where our best market
research is done. I still believe
being face to face with the
customer is an absolute key.
The customer is our best
source of market research so,
because I travel to so many
medical meetings, I am always
in position to be able to have
insights in terms of what the
customers needs are.
Then, during dinner conversations with employees, you
tend to replay conversations
that you’ve had with customers during the day. And by
the time you come back to the
meeting, you usually come
back with one or two ideas
that you put into the hopper
and try to get them validated,
and that kind of guides the
business.
You have to have a willingness to participate. I’ve never
considered myself the smartest
person in the world, so you’re
always attempting to understand what their issues are
and you are trying to come up
with solutions that satisfy their
needs. I’ve learned that in
order for us to service our
customers, we have to have a
strong dialogue with them.
HOW TO REACH: Lexi-Comp Inc., (800) 837-5394 or www.lexi.com
