Know Your Customer (KYC)
Jaspal Tiwana 03.09.2015
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Today's market is very demanding, diversified and unpredictable. I will take example of IT. Lots of firms are working their way up in this tough market and doing all possible things they can to keep themselves in the business and retain their customers. I have observed during years is, in most of cases, we generally don't know who our customers are. Who will be end user using our software. We never interact with end users of our software. That's the biggest challenge these days. Requirement reach to the developer through lot of layers and at every layer it looses some of its clarity or actual

Today's market is very demanding, diversified and unpredictable. I will take example of IT. Lots of firms are working their way up in this tough market and doing all possible things they can to keep themselves in the business and retain their customers. I have observed during years is, in most of cases, we generally don't know who our customers are. Who will be end user using our software. We never interact with end users of our software. That's the biggest challenge these days. Requirement reach to the developer through lot of layers and at every layer it looses some of its clarity or actual requirement. The developer doesn't know in what business his software will be used in and if any refinement is required, why is it required. So interaction with end user or business owners should be there to understand their problems and requirement. I guess the key to this is:

1. Know your customer
2. Understand what he is looking for
3. Regular feedback from customer to improvise
4. Trust relationship
5. Think long term

Everytime an IT person is developing something, he should ask, What and Why ?
In most cases, if you are clear on these two questions, chances are that all your ducks will be in a row for rest of the project.

Regards,
Jaspal


  • Very nicely written. I guess the point of concern is flow of information from top to bottom. When a client shares a requirement to a Sales Rep. The sales person should capture everything including the end user details which should then flow down to the executing team. There is no set process for capturing information, its all on the smartness of the Sales Person, considering the fact that clients are reluctant to share end user details due to whatsoever reasons.