Do your customers have a ‘survive’ or a ‘come back stronger’ mindset?

There probably isn’t a single industry or organisation that isn’t being affected in some way by covid-19. A few sectors – healthcare and food retail amongst them – are seeing increasing demands for their services and increasing stress on their ability to deliver. Others are seeing an often-precipitous decline in demand.
Many of the latter industries and organisations are now restricting their purchasing – particularly when it comes to discretionary as opposed to inevitable purchases – to those things that are essential to their immediate mission and objectives.
Many are urgently reviewing their current cost bases in order to identify expenditure that now appears to be a “nice to have”, rather than critical to their current mission. Regrettably, many have already reacted by laying off staff – and despite the intervention of governments around the world, there will inevitably more to come.
Some – typically the better funded organisations with