Identyfikacja potrzeb jako sposób budowania długofalowych relacji z klientami przez pryzmat sektora MSP
Identifying Needs as a Way to Build Long-Term Relationships with Clients through the Prism of the SME Sector

Summary/Abstract: Recognizing the needs of buyers is one of the obvious elements of entrepreneurial activity, also, and perhaps above all, of those operating on the B2B market. However, practice shows that SMEs are often unable or, moreover, do not see the need to identify the needs of their target customers. The purpose of the discussion is to verify the thesis: presumably in the SME sector there are still gaps in both the awareness of the need to investigate buyer needs and customer service levels and build long-term relationships with it. The results of the direct examination presented are based on interviews with accredited business trainers. The work of this professional group is based, among others. to implement effective programs in companies to better identify target customers and help them effectively investigate their needs and, in a broader perspective, to build long-term relationships with buyers. The form of face-to-face interview with respondents gives you the opportunity to test your free character, which often leads to widening the conversation spectrum and introducing additional threads related to goals.

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