PRIMARY GOAL WHEN ENGAGING A CLIENT:
¥ Earn their
trust.
¥ Impress upon
them that we are highly skilled and knowledgeable.
¥ Determine
what they really need- not just what they want.
¥ Understand
their objective (Compliance testing, violationÉ)
¥ Let them
know we can support their effort and handle the challenge
¥ Understand
their business
¥ Try to
discover who the power person is that makes the purchasing decision.
¥ Determine
whether or not we can be their solution.
¥ Convey CAEÕs image of
quality vs. price.
¥ Assess the
opportunity presented.
¥ What will it
take to get them to their goal?
¥ Get their
problem solved in an efficient manner.
CAEÕs
Value Delivery System
Exhibit II
Employee Comments from Survey