Importance
"Just because you can, does not mean you should."- my words of advice
In last two posts I talked about understanding the Issue and Impact of a problem that you are trying to solve for your client. The two pieces are powerful when combined BUT they are still not enough.
What!
Yes, understanding the problem creates a bond between you and your client. Providing a visual confirmation assures the client that a solution can be found and that you have invested a bit of time and money. The impact understanding is the icing on the cake. It assures the client that you know the value of the problem.
So what is the problem?
Just because you have knowledge of the problem and the impact it might not be enough. The problem has to be worth solving for you and the client to benefit from it. If you do not benefit from it then it is a win-loss and you should turn the sale down. Unless you have a win-win and the importance is high for you both to work towards the solution, it is better to walk away and focus on another opportunity. You can always suggest someone that the client can work with. Possibly even your competition.
Today's question is:
"How do you evaluate whether a problem is important enough to solve?
"Just because you can, does not mean you should."- my words of advice
In last two posts I talked about understanding the Issue and Impact of a problem that you are trying to solve for your client. The two pieces are powerful when combined BUT they are still not enough.
What!
Yes, understanding the problem creates a bond between you and your client. Providing a visual confirmation assures the client that a solution can be found and that you have invested a bit of time and money. The impact understanding is the icing on the cake. It assures the client that you know the value of the problem.
So what is the problem?
Just because you have knowledge of the problem and the impact it might not be enough. The problem has to be worth solving for you and the client to benefit from it. If you do not benefit from it then it is a win-loss and you should turn the sale down. Unless you have a win-win and the importance is high for you both to work towards the solution, it is better to walk away and focus on another opportunity. You can always suggest someone that the client can work with. Possibly even your competition.
Today's question is:
"How do you evaluate whether a problem is important enough to solve?
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