There will always be something to having a personal touch and personal repore with the client. Just as there will always be cultural differences so the company which can best relate to the client will have a competitive advantage over the companies which don't understand the client's needs or the way he is stating his needs. That is why the top notch Asian companies are now setting up shop in the west.
They want to get closer to their big clients, provide that personal touch which will keep that client loyal to them, and ward off competitors who are trying to steal their clients. It doesn't hurt that local hires can better get around any cultural miscommunication quickly and easily while someone in Asia with a 10 hour time difference and no personal contact with the client might not. In the end this is just the nature of sales and every company is trying to sell something to someone.
They want to get closer to their big clients, provide that personal touch which will keep that client loyal to them, and ward off competitors who are trying to steal their clients. It doesn't hurt that local hires can better get around any cultural miscommunication quickly and easily while someone in Asia with a 10 hour time difference and no personal contact with the client might not. In the end this is just the nature of sales and every company is trying to sell something to someone.
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