Jasper Consulting’s clients are primarily in business-to-business (B2B) services markets including accounting, advertising, building services, engineering, food services, information technology, legal, professional associations and transport.
Organisation that sell services to other businesses face a range of challenges including:
•Variability – Unlike factory produced widgets, services tend to vary in quality depending both on the individuals involved in delivering the service and the clients involved in receiving the service.
•Perishable product – Services cannot be produced and stored for later use. Managing utilisation is a key to financial success for B2B services businesses.
•Intangible offer – You may know your service is superior to all competitors, however this can be difficult to prove to prospective clients.
•Client power – In many B2B markets a few large clients hold formidable market power. Many organisations would struggle to survive the loss of a few key clients.
•Role of price – The value of the service in B2B markets is primarily determined by business economic use. The higher the price charged, the lower the economic value to the business client.
•Decision-making unit – Most large B2B purchasing decisions are made by committees rather than a single individual. Rarely do all individuals agree on the preferred supplier.
•Decision-making process – The decision-making process is often a multi-step process. It is not sufficient to succeed at one stage of the process alone.
We have worked with a broad variety of organisations to deal with these and other challenges.
