It’s Not Always Location, Location, Location
Published: November 19, 2010
I was recently speaking with a prospect, and he asked me how we could serve and support a customer in a location like his, where we don’t have a big team of people. Specifically, he wanted to know how we compare to another firm that has a local presence in his city.
Most of the time we all think it is much better to be closer in proximity to the client. But I think it depends on the type of problems you are solving. The more complex the issue, the more important expertise is rather than location. If a customer needs something that is more of a commodity, then proximity is a key factor.
Our approach is simple. It’s the people, not the location of the office, that matter. Even if I had the best person for that particular project in the same city, there is no guarantee that he or she would be available at the time. Because of the size of our team and the level of experience our people bring to the table, we are able to respond to customers’ needs with the right expert to best solve the problem, regardless of where he or she lives.
Many, if not most, problems can be solved remotely with simple technology. The real trick is to find the person with the background and knowledge to provide the best answers.