Illustrative example
A service business wants to grow repeat orders from 10 to 15 a month. Its technician knows customers’ equipment, but nobody reminds customers about the next service. Customers ask about regular maintenance, and a competitor offers an annual package.
Choose a strength — equipment knowledge — and an opportunity: interest in regular maintenance. One option is to offer service by a familiar technician. Willingness to pay for the package is still unknown.
First step: by Friday, the manager discusses the offer with five customers and records their replies. Those replies will help decide whether to test selling the package. Fifteen orders remains a target.