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L’AZIENDA CLIENT CENTRIC DURA DI PIU’

Ho recentemente avuto a che fare con un  imprenditore per scrivere un articolo. Durante la chiachierata mi sono reso conto ben presto che il suo maggiore cruccio era la successione.  Mi ha presentato il figlio. Ho capito che non gli aveva passato molte istruzioni sull’andamento dell’azienda. Lo aveva collocato in funzione “commerciale”, non meglio definita. Ho cercato di fare qualche domanda del tipo:

_quanti clienti ha la sua azienda?

_qual’é il valore medio di ciascun cliente?

_e il relativo costo?

_ce l’ha un databasemarketing?

Mi sono accorto che non disponeva di alcuno di quei dati.

Gli ho fatto notare che se avesse avuto quelle informazioni la conoscenza relativa alla sua azienda sarebbe stata molto più rassicurante. Se suo figlio avesse avuto a disposizione quelle informazioni avrebbe potuto aggiungerle ai dati sintetici di bilancio e rendersi conto se l’azienda stia andando bene oppure no. Soprattutto potrebbe facilmente prendere in mano la gestione del business e prolungare nel tempo la vita dell’azienda stessa. Nella situazione attuale di conoscenze sull’azienda il figlio non saprebbe da dove cominciare. Il padre rimarrebbe incerto sul futuro della stessa.

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