Problem Solving › Strategy
Il cliente che ti chiede di scegliere tra lui e il suo concorrente · Strategy · Beginner
You have served two competing companies for years, 22% and 17% of your revenue, with separate teams and information walls that have always held. Now the larger one, in aggressive expansion, forces a choice: sector exclusivity or you lose the contract at renewal, in four months. You suspect a partial bluff: switching from you is costly for them too. The smaller one has been a client longer, grows faster and is technically more interesting, but is worth less today. How do you play the four months?
Servi da anni due aziende concorrenti tra loro, il 22% e il 17% del tuo fatturato, con team separati e muri informativi che hanno sempre retto. Ora la più grande delle due, in fase di espansione aggressiva, ti impone una scelta: esclusiva di settore o perde il contratto al rinnovo, tra quattro mesi. Sospetti che sia un bluff parziale: cambiarti costa caro anche a lei. La più piccola è cliente da più tempo, cresce più in fretta ed è tecnicamente più interessante, ma oggi vale meno. Come giochi i quattro mesi?
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