Peter Drucker

Salute Your Solution

Do you want your website to help build awareness of your brand, generate leads, and help you close more business?  Who doesn't, right?

I've worked with a lot of B2B services who want to sell solutions to their clients.  I'm still amazed when I ask what they mean by "solution" and I get the deer-in-the-headlights look, followed by an overly complex answer.

Simply put, a solution is a unique combination of the products and services offered by your firm.  The best way to determine what solutions your customers will buy is to uncover their needs using a consultative sales process.

Rarely will a customer sit you down and tell you about their every requirement.  In many cases they don't even realize there is a better way to build their mousetrap.  Their needs are implicit, not explicit and it's your job to bring their pain to the surface.  Once you've done that, it's time to present your solution!

 

Creating the Agile Business

 

Change happens. Do you want to spend your life’s resources resisting change, or leverage it to produce at a higher level?

If you’re ready to accept the inevitable, consider applying the philosophy behind agile software development - where change is welcomed, planning adapts, product is evolutionary, and quick deadlines drive progress - to your business.

Fear of change is the enemy of innovation. Arthur Schopenhauer, a German philosopher who lived from 1788 to 1860 once said that “All truth passes through three stages. First it is ridiculed. Second, it is violently opposed. Third, it is accepted as being self-evident.” While he was referring to big questions of the day, like whether the earth was flat or round, his observation continues, 200+ years later, to describe innovation in the vast majority of enterprises.

But for every company that insists on being the last buggy whip manufacturer, there are those who “pivot” and go on to greatness. Did you know that YouTube started as a video dating site, or that PayPal started as a way for people to beam IOU’s between their Palm Pilots? Pivot is the hot buzzword right now, but it’s really all about seeing the opportunities in front of you and responding to change. Agile management can help you connect the dots.