By Stephen Kozicki
Published in Business Today, Oman, February 2017
In 2017, put yourself in your best customer's shoes - customers in a B2B world want more value now than ever before. Moving from a product focus to a value - added approach requires a significant mind-shift in your team.
The major benefit for you is if you can logically explain the financial benefit to them in a clear and persuasive way. If you can't do this then you will fight on price with their purchasing team and the cheapest supplier wins!