Just a place to write
Before to visit a customer and recommend anything, it’s always good to remember this picture:Think about this: How much inside knowledge you really have? How deep you know your customer? How strong is your delivery to deal with the real issues?
The digital transformation journey is complex and you can easily lose yourself looking for alternatives and going back and forth without results. What is what we call “digital”? Let’s start first on what is what everybody calls digital. The business is business and this has not changed, what has changed is the context, and by … Read more
Reporting consumers are very hungry about the data, the details and the different perspectives they want to have on a single topic. I have not objection on the existence of reports for management, but there is a limit on all of this so we should be focused on the customer and not just doing internal … Read more
IT consulting companies provide a wide portfolio of solutions where there are basically a discovery phase and an implementation phase. I’m referring to consulting areas, not to products that reproduce reports based on input information. Some companies give it for free. The two main arguments are simple: If you understand in deep the problem your … Read more
Value is a perception, your clients see you by the value you provide, not by the amount of hours you work. I’m not inventing the wheel but I have repeated this basic statement more than I thought. Look at the things you do from the “value” point of view, in short term you will deliver … Read more
You are evaluating an opportunity and all the different components of the opportunity are there. The customer has a pain, you have the right solution and some technical people understanding the issue working for them. You know you can build the solution in a couple of weeks, that you are competitive in that niche. You … Read more
A customer did that question to me; very simple question, no bad intentions behind it. He was looking for the basis. I remembered him something so as old as the wheel: how the data to turn into information is really a repeated cycle. BPOs and IT staff is really used to work with a volume … Read more
Some notes for reminding when you are dancing with your customer procurement department. This is pure negotiation, there is not IT or project logic at this point. There are conditions and a transaction in place. The customer IT lead that requested you the offer, is not the decision maker for a while. He will be … Read more
You have a sales catalogue, know people who perform some of these solutions and the people behind this delivery. But with respect your customer, do you have the necessary credibility? has your customer confidence on your acquired commitments? The capabilities of your company can be bad or good, but they will be there for a … Read more
I, as part of a management team and lead of a Line of Service, am in the service delivery management escalation. In the ITIL books you can read a lot of pages about what does means, your responsibilities, expectations around the role, typical actions…. But, does the books talks about how your customer see this … Read more