Absolutely all B2B entrepreneurs answer this question correctly, but only a few actually do it. And the question is simple: what is more important to know — your product or the client's business processes?

If an entrepreneur does not understand how exactly the consumer uses the product and derives economic benefit from it, then their commercial offer will need to be interpreted. This requires extra energy that not everyone is willing to expend. Therefore, by studying our client's business and its processes, we can make a targeted offer that requires no effort to realize its value.