The Five level model refers to a set of necessary steps by end users that eventually lead to purchasing particular services and products. Those five steps include problem recognition, information search, evaluation of alternatives, purchase decisions, and post-purchase behavior.
The steps are self-explanatory. However, the impact of each step may be different for each business depending on products and their respective life cycle, availability and deliverability, demand, seasonal impact, and many other factors. Essentially, those five stages are virtually dependent and different for each business based on the individual nature of its products and services.
The five levels model illustrates a dilemma at World Consulting Group, where most deliverables are services. The most significant factor in management consulting as well as at World Consulting Group, is the first step of problem recognition. Each client has or will have determined that there are organizational issues that can be improved on. It is not necessarily an admission of failure nor an illustration or reflection of a lack of internal competency. It simply recognizes the opportunity to advance and achieve greater effectiveness and efficiency. Once this becomes obvious and the respective clients recognize that problems are not necessarily a reflection on them or their personnel, it is much simpler to move forward.
The next two steps are less of an issue at World Consulting Group. The evolution of electronic communication and the information age has eased issues relating to information search and evaluating alternatives. At World Consulting Group, we do what we preach; utilizing the World Wide Web to reach and communicate with customers is, in our opinion, the only true and meaningful way. Hence, at World Consulting Group, we emphasize our efforts to populate and increase our online presence, allowing our potential clients to find and compare us to our competitors.
Further, at World Consulting Group, we strictly avoid any kind of traditional sales pitch or sales presentation. After the initial contact with potential clients, which entails mostly online presentations of our capabilities and track record, World Consulting Group staff responds to solicited questions followed by a one-time follow-up on potential outstanding issues. Otherwise, the decision is left entirely to the clients. Here at World Consulting Group, we do not believe in traditional sales pitches such as those deployed by our competitors. We don’t think that our clients require us to sell them something rather than help them resolve the issues that are already recognized as potential improvement points. It is not to say that during our relationship with our clients, we won’t point to additional points of improvement, but we do not try to sell anything.
The last points, including purchase decision and post-purchase behavior, are also treated uniquely at World Consulting Group. Once our clients are ready to select us as their preferred management consulting service provider, they only meet with senior company managers that can negotiate and have decision-making powers. There is never a need to have a second meeting or communicate back to reach a consensus. The post-purchase behavior is also treated uniquely. The clients’ top management personnel have direct access to senior management consultants at World Consulting Group without the need to go through several layers of mid-management or front-line employees. Essentially, the response time to any inquiry has never exceeded a four-hour threshold.
Ultimately, this proven method that has served World Consulting Group very well is not unique but is also one of the rather important factors in client and business acquisition and retention. Being part of the solution from start to end enables our clients to achieve greater success that, in turn, allows them to deploy World Consulting Group services in more sectors and divisions, which eventually leads to an in-depth and interlinked business relationship.
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