The human factor is often underestimated
Posted: Tue Jan 21, 2025 10:40 am
If the 4P model works quite successfully in the field of product marketing, then for service marketing the expanded 7P formula is more complete. It is in service that the additional three components play a particularly important role, largely determining the quality of service.
b2b processes
PEOPLE – People
Hardly anyone will dispute the fact that it is people – employees, specialists, workers, top management – who create an impression of a company, which is often difficult to change. Therefore, motivation, training, analytics, development of corporate culture, education of respect for the traditions of the enterprise and its history – all these are important components of commercial success.
Unfortunately, . Let us analyze an example of cooperation between a supplier and a manufacturer in the b2b sphere.
A manufacturer (hereinafter referred to as A) supplies concrete to a client company (B). The contract is signed, the parties shake hands and are satisfied with each other, the terms of the contract, prices and quality of the product, counting on a promising partnership. And then everything went, to put it mildly, wrong.
The deliveries of the first batches of a deep dive into the demographics of the u.s. chinese population are overdue, accordingly, the construction is idle. Sales and procurement specialists shift the blame to each other, and as a result, both parties are in the red.
What happened?
After changing the supplier, the operational staff considered this change disadvantageous for themselves, concluding that it would hit their pockets (insufficient motivation) and everyone would have to do more work for the same money (additional workload).
The efficiency and success of work is influenced in one way or another by employees at all levels of the hierarchy. Not only line management, but even the working staff can cause a project to fail. Therefore, processes should be structured so that employees at all levels have a sufficient level of loyalty and motivation.
b2b processes
PEOPLE – People
Hardly anyone will dispute the fact that it is people – employees, specialists, workers, top management – who create an impression of a company, which is often difficult to change. Therefore, motivation, training, analytics, development of corporate culture, education of respect for the traditions of the enterprise and its history – all these are important components of commercial success.
Unfortunately, . Let us analyze an example of cooperation between a supplier and a manufacturer in the b2b sphere.
A manufacturer (hereinafter referred to as A) supplies concrete to a client company (B). The contract is signed, the parties shake hands and are satisfied with each other, the terms of the contract, prices and quality of the product, counting on a promising partnership. And then everything went, to put it mildly, wrong.
The deliveries of the first batches of a deep dive into the demographics of the u.s. chinese population are overdue, accordingly, the construction is idle. Sales and procurement specialists shift the blame to each other, and as a result, both parties are in the red.
What happened?
After changing the supplier, the operational staff considered this change disadvantageous for themselves, concluding that it would hit their pockets (insufficient motivation) and everyone would have to do more work for the same money (additional workload).
The efficiency and success of work is influenced in one way or another by employees at all levels of the hierarchy. Not only line management, but even the working staff can cause a project to fail. Therefore, processes should be structured so that employees at all levels have a sufficient level of loyalty and motivation.