How Do Women Buy Services?
Do women behave differently than men when buying professional services? Yes, according to executives at Deloitte, the global professional services firm.
Since women now occupy almost half of all managerial and professional positions in the US, Deloitte believed that understanding any differences between the buying behaviors of men and women could help its own professionals be more successful.
Among the findings of Deloitte's research: Women buyers want to know and trust their consultants personally--not just professionally; they generally prefer business lunches to dinners; and they often want to meet all of the people who will work on a consulting assignment, not just the leadership team.
Deloitte's findings have drawn some skeptical comments but, given that more than 40 percent of purchasing managers are women, the question is worth asking.
Very interesting comments and findings. I have wondered whether I should let my relationships with female clients cross over into personal relationships, and this study suggests that may be a good thing.
Posted by: Susan Abbott | January 08, 2008 at 07:21 AM
I agree with the lunches over dinner part, but I am not sure about them wanting to meet the entire team. I think that would have to do more with time constraints than gender preferences.
Posted by: Shama Hyder | December 28, 2007 at 11:02 AM