Enterprise Customers The Potential Value For Small And Medium-sized Engineering, Analysis And Mining System Design And Evaluation

Due to the specialty of the construction industry, there is a large amount of small and medium-sized engineering business enterprises (SMEBEs) , which have gradually formed an economic force with special status in local economy environment. With the arrival of customer-orientation strategy and the increasingly fierce competition in the market, customers' importance to the enterprises has been greatly realized. Meanwhile, Limited resources of SMEBEs make them impossible to completely satisfy customers. Therefore, they have to mine customers' potential value and understand what customers really need, so as to satisfy customers' needs with specific purposes. This paper takes customer's instrumental value as a subject and analyzes it in detail.Firstly, after analysis of characteristics of the construction industry enterprises, we set forth a customers' value model, classified the value of customers into invisible value, visible value and potential value. Analysis of the transformation mechanism of the potential value and visible value was made in this paper. By means of case study, the paper also summarized customer's values and analyzed the difference of customer's value from customer's perspective and SMEBEs1 perspectives, so as to identify the potentiality of customer's value.Secondly, this paper put forward a mining system of customer's potential value in engineering business enterprises based on above study, which consists collections and analysis the data of customer's value, practical application of the result of customer's value, judgment on customer's potential value and customer's potential value analysis.In order to utilize the mining system and monitor the result, the paper also proposed an evaluation model with some indicators for the mining system, which includes mining application and management , resource input and effectiveness evaluation.Finally, the paper evaluated the existing system of a company of SMEBEs in Shenzhen area, and proposed recommendations for its improvement, making the Mining system of Customer's potential value and the evaluating system into practical use.