Not good
There’s this problem we’ve been dancing around.
We dance rather than doing something about it - not from want of an answer. Everyone knows what needs to…
Customers are good a describing their current way of dealing with a problem – ranging from dancing around whilst avoiding dealing with it to a custom solution that’s low cost and fits their workflow.
They’re also extremely good at moaning about the flaws in their existing solution.
What they’re not good at is describing something better.
You’re job is a two-step: Understand their problems and the weakness in their existing solutions (aside from vested interests, they should be qualified, motivated and willing to help); build the product or service that makes their world better (something you’re qualified, motivated and able to do) – ideally at a lower cost and better fit.
In other words, do your research, ask questions, look for evidence and conformation, build and test and build and test.
(Note the lack of wild leaps and unchallenged assumptions.)
Skippy strategy: Act on the assumption that assumptions are dangerous. Ask.
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Category:
Skippiness
Everyone’s looking for a good deal.
When you’re on the buy-side of the equation, particularly when dealing with strategic suppliers and partners, the calculus is based on…