Question

Tom works for a large payroll outsourcing firm. One of his key customer’s contracts is set to expire in one month. Competition has heated up in this industry and Tom’s customer asked him to make a presentation to the top management team about his firm’s services. In his presentation, he thanked the customers for their loyalty, talked about industry trends, highlighted how his firm has been successfully serving firms for decades (unlike the new players in the market), and then asked them to renew their business again by showing them pricing options. Tom didn’t get the contract renewed and wonders if his presentation had anything to do with it.

What kind of action should Tom do in order to IMPROVE his future presentations?

Answer 1

He should Provide arguments that his firm can meet the customer’s specific needs

Step-by-step explanation:

Provide arguments that his firm can meet the customer’s specific needs.

,Tom talked about the industry trends, how the firm has been successful and presented price options.

An important point that he didn't address and that is crucial in these cases: it is to explain why the firm is the best option for the customer in terms of what the firm can do to fulfill the customer's needs and help them achieve their goals. This is because different competitors offer the same services and what would set your company apart is how it can better address the customer's needs.