From: “What's your problem? We can solve it. Whatever your problems are, we have many capabilities. There's something we can do for you if we look hard enough.” You end up solving different problems in different ways, making it virtually impossible to scale. To: “Here's the problem we are the best at solving … with our repeatable solution we have delivered 100 times. Do you have it? No, you don't have it? Do you know anyone else who might be interested?” We're not saying you don't find out about the specific situation and pains of a customer, but there's a difference between understanding
...more
