Customer Needs Assessment identifies opportunity cost

An anonymous US provider of management software had proposed a new $700,000 solution required by a hospital client who wanted to keep up with the latest technology. Because the system was regarded as “nice to have” by hospital management the purchase had been postponed as funds were allocated elsewhere on a priority basis. The software company met with the hospital CFO to determine if the CFO knew the cost implications of delaying the system until the following year and pointed out that thes...

BPIR Categories

4.2.1 Manage sales & sell products & services
1.2.3 Identify new innovations that meet customer needs