MIDIOR Consulting

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Description

At MIDIOR, we treat the start of each engagement as the beginning of an engineering problem waiting to be solved. Since we are engineers by training, we naturally have a disciplined, methodical approach to each project. We also assume that we don't know anything, other than what questions to ask first.

The organization barrier : When the sales and implementation process cuts across organizational boundaries, the sales cycle becomes more complicated. Different functional areas will look for different benefits from a product and will often require different justification and even returns on their investments. By extension then, different buying criteria will be used by each of the parties involved when evaluating your product.

Is your product so innovative that customers need to change something about the way they do business in order to take advantage of what you have to offer? We know that this sounds like a good thing, but in fact, more often than not, it is an obstacle to sales. Most people find change difficult, and there are often very good reasons why their current behavior works for them. It is easy to underestimate the cost and disruption that can occur from your new product or even your idea of a beneficial enhancement.

Profile on multiple dimensions : Go beyond the interview and get creative about how to segment your customer or prospect base. Size of company, geography, specific behaviors of the buyer or user are good places to start, however, take the next step and push beyond the conventional.

In addition to parsing the details into a tabular format, we make sure to capture direct quotes from each discussion. The quotes may highlight expressions of interest or disinterest, likes and dislikes, perceived opportunities and pain points. We read these quotes carefully to catalog things that seem alike or different from customer to customer, since it's often the outliers that point to a need for further discussion.

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