Cost v Value? Look At The Big Picture When Planning Your Training

Chatting to our staff here in the Kuala Lumpur office I'm hearing stories about customers who decide to go with competitors to save a few dollars (And it really is a small saving, some of our competitors just go slightly below Pink prices just to be able to say "we're cheaper!") But then we often get a call a few weeks later when the customer needs to re-sit an exam and their chosen supplier is not interested - maybe because there's no money in coordinating exam re-sits??? Even while we were talking, the phone rang and someone asked if they could come along to our V2-V3 Manager's Bridge exam session on December 18. Apparently they did a similar course with someone else, failed the exam, and were told "you need to contact the exam body yourself to arrange a re-sit". If only they'd come to us in the first place. Not only would they get a great course - possibly even a better chance of passing the exam first time - but because we value their business, we're ready to help with any exam re-sits, no problem. If you don't take a long-term view of customer relationships, how can you expect customers to come back? Unfortunately, there's still a lot of people - both customers as well as suppliers - who simply can't differentiate between the cost of something, and its value.

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