Many organizations struggle with identifying their “secret” to success. Often, founders are insufficiently clear about their own unique approach. They can do the job themselves, but they don’t know how to describe what makes them successful. Great organizations have identified their success factors and can teach others to replicate what has taken them to their current level of success.
Be Clear About Your Success Factors
Identifying what the customer values requires great listening and questioning skills. The customers and the non-customers (those who are doing business with your competitors) can identify the Critical-to-Success factors that they value in your organization. Critical-to-Success factors are the product features, customer-supplier interactions, and other intangibles that cause customer loyalty and new customer acquisitions. Once the Critical-to-Success factors have been identified, they guide your business to increased revenue and profits.