A pointer
Life is a little frustrating. Whatever we want to do there’s always something in the way of doing it.
Either the technology isn’t ready or the regulations…
A willing and engaged customer will give you a pointer towards what they want. Maybe in specifications, maybe against their internal agenda, maybe in language they think is clear, and maybe none of the above. Maybe they don’t know themselves. Maybe all they have is the spec, or an internal agenda they don’t agree with or understand, maybe they’re way worse at being clear than they think they are.
With that in your pocket, you have to work it out. Paying attention to the gaps between the words, they body language, the intentions, the market dynamics, what you see when your walk through their warehouse, the conversation with the sales team, or the fella on reception.
Triangulation. Trial and error. Taking nothing for granted. Tons of communication. Teamwork. Treating each other as a partner. Daily.
Listening, playing back, delivering.
Skippy strategy: The job … clarify what they want, and deliver it.
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