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Got Customer Requirements?

To clinch a deal, some businesses will promise anything, even if it’s beyond their capabilities

Akhilesh Gulati

PIVOT Management Consultants

Thu, 07/07/2011 - 15:36
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Wanting to be known for his hospitality in the neighborhood, a restaurant owner advertised take-out Thanksgiving turkey dinners, ready to go. With the holiday coming up, Joe planned to have friends over for dinner and decided to take advantage of the offer. When he called in his order, he was assured he’d get the turkey in time to pull it out of the oven and that it would be perfectly cooked.

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However on Thanksgiving Day, when Joe went to the restaurant to pick up his order, the owner apologized, explaining that they had had some challenges. They were having a new cook come in shortly, and it would be just a bit more time. A few hours later, Joe returned to pick up his order. This time, instead of handing over a cooked turkey dinner, the restaurant owner had some questions as to the dinner’s requirements: what type stuffing, what side dish, what kind of gravy. Joe’s guests were due to arrive in less than an hour; in the end they had to settle for turkey salami.

As compensation for his inconvenience, the restaurant owner offered to send a free, if late, turkey dinner to Joe’s house. Six months later, the turkey dinner was finally delivered.

 …

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