We can do what the customer might do. When the customer’s in the market to buy something, they generally have a look around. They might ask for referrals, they might be a member of groups where five people are mentioned within the same thread, and they go off and have a look.
And what are they gonna do? They’re gonna have a look and start benchmarking and making a mental note or even a spreadsheet. What do I get? How much does it cost? So one thing we can do to insulate against this is be aware of the market as if we’re a buyer.
So I suggest we go out there, and I’m not saying we’re going to just find our position within that. I’m just saying we should know what they see because that’s what we’re up against. And we want someone to be in a position where after they’ve done all that research, our proposition still looks very attractive.
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