True story from this week. I start a new project with
a new client who invites me to the annual commercial kick-off with all the
commercials, before-sales and experts. This firm is a real success in a new IT
field, specialized and business oriented.
At the middle of the morning, a Business Unit boss
says when talking about a new innovative offer “let’s sale it first, we will
figure out afterwards how to perform the project”. Hearing that, an expert
explains why he disagrees: “We will not be able to properly charge based on a
new business model”. The BU boss answers “We will figure out at this moment”
and carries on his speech.
World translation:
This Business Unit boss lives in a World where selling
is a normal start to offer a new product on the market. In his mind, no offer
would be sold if we should wait 3 years before his delivery teams figure out
how to implement this new offer; the first client would be the opportunity to
deal with that.
The expert lives in the industrial World: there is no
way to sell a solution before the delivery process have been designed and
tested…and it doesn’t matter if we need to spend three full years before
selling the solution.
Analysis: the topic is not to determine the right statement.
The real topic is that the manager probably did not understand that the expert
might not help him to sell the solution before the industrialization has been
achieved because of a lack of confidence. The manager did not get the point
that the World of the expert is too far from his own.
P-Val advice remains the same: when you launch a new
strategy, a new offer or a new idea, take your time to understand if the World
of your teams matches your strategy. If you have no idea, give a call to our
awesome consultants.
Bruno Jourdan
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