April 17, 2020 
The emergence of the Coronavirus is, in all probability, one of the most unexpected situations that the human race is facing. The virus, apart from damaging the health of people, is also turning into a problem for economies all over the world.
The private sector, especially, is grappling with unprecedented challenges. The improbable increase and decrease in customer demands, supply chain issues, important regulatory measures, economic recession, unemployment, and growing uncertainties about the future have all of us on edge. It is hard to stay calm and optimistic in such an environment. However, it is essential to lay the groundwork for recovery right away as impromptu plans rarely succeed.
The benefits of planning now include:
- It minimizes the impact on employees
- It can have a lesser impact on the supply chain of the organization
- Service deliveries can function better
- IT infrastructure will be in a better state to handle any crisis
- The reputation of the organization won’t suffer
- There will be a reduced impact on the organization’s financial status
- The organization can recover and return to the normal state of affairs soon
Businesses can secure a stronger position and recover faster by being proactive. China, the first country to fall victim to the virus, is already showing indications of an economic recovery. The plans and insights listed below can aid your businesses’ recovery process after the crisis ends.
Analyze the effects of Corona on customers
The grievances of customers vary for different industries, and with the advent of the Coronavirus, new pain points come into the picture. Making a note of the customers’ hardships due to the pandemic and analyzing them can help you plan the next move. The creation of an organization’s sales pitch and market designs according to the analysis can address specific apprehensions and challenges of the customers in a better manner.
Asking yourself the questions listed below can enhance the quality of the analysis.
- Are supply chain interruptions bothering your customers?
- Do travel restrictions worry them?
- Is the work from home scenario for everyone not a suitable option for your organization?
- Are the unpredictable demands and market uncertainties a struggle?
- Is it difficult to manage the cash flow?
- Is your organization facing a shortage of essential supplies and inventory prompted by panic buying and stocking up of consumers?
In a crisis period like the present, these challenges can be harder to manage. A business can reconstruct their goods and services to mitigate and help with the issues the customers are facing.
For instance, an organization offering video teleconferencing solutions, the current situation where customers are working from home is an ideal time to provide additional consulting and support services. To cite another example, a company offering logistics services can connect with customers to offer probable solutions to the current transportation issues plaguing the global supply chain.
Go for New Sales Channels
With the spread and extension of lockdown measures in the country, businesses need to serve their customers through alternative sales platforms. To cater to consumer demands despite regulations, organizations need to figure out new approaches. For example, restaurants can offer takeaways or contactless food delivery options because of a reduction in in-house customers.
As the lockdown measures restrict foot traffic, companies can increase their e-commerce services and online marketing efforts. Conversing in social networking sites like LinkedIn can take the place of in-person sales meetings. Most B2B organizations, particularly the digital or software service providers, are equipped for these changes. Other businesses may need to incorporate more digital and online solutions to cope.
Focus on Long-term Investments
If your company deals with B2B sales, the current scenario provides you with an opportunity to make long term investments in the business. Due to the present short-term slowdown, businesses can reorganize their channels, operations, and processes to suit strategic long-term planning.
This time can also prove to be beneficial if more energy and efforts are put in lead management and develop long term opportunities with potential prospects. Constantly checking with your leads, reassuring them with your contingency plans, and being available to help out with any issue can help in fostering better relations.
The unpredictable situation is resulting in many cancellations like concert tickets, business conferences, airline reservations, etc. There is a chance that B2B sales are not affected much except if the crisis extends for a long time and results in cutting back investment and spending. It is advisable to develop a business’s leads with long term prospects in mind even if the current scenario feels strange and uncertain.
Design a New Business Model
It is hard to say that the post-Corona world is going to revert to the way it was before the pandemic hit. Designing a business model keeping in mind all the changes that are prevalent today should be a priority.
In the B2B market, the revenue and sales cycle estimates will not be valid if your client is laying off employees, closing down for some time, or if their sales are dropping. The fluctuating demands in the consumer market have thrown business plans and assumptions into disarray.
New financial metrics, receivables, and even the number of days the capital can last are important considerations that should be taken into account when formulating a new business model.
Make provisions for Market Demands
The recovery of Chinese businesses, post the coronavirus pandemic, is surprisingly fast. Companies cutting back on their spending on a big scale can be at a disadvantage after the crisis. It can be beneficial for companies to take steps now to address the issues plaguing the market and the customer.
Since organizations are always facing various pressures and threats to their work, preparing and adapting their business strategies according to the situation can make them achieve a stronger position after the Corona crisis.
Crisis Management Framework
If your business doesn’t have crisis management in place, then it is the time to start working on creating one. An ideal management plan should include the following:
- Crisis Preparedness Framework
- Team to monitor situations and gauge any changes in severity
- A team to review implications on the finance and treasury of the organization
- Establishment of crisis communications programs
- Team to review the impact of crises on business operations
- Team to analyze IT operations and supply chains
The COVID-19 pandemic is turning into a nightmare for businesses. Preparation for the future, however, can put you in a more stable situation. It is time for businesses to invest in crisis management to better combat difficulties.
