Back in my early career I read a book by Mack Hanan. In the book, he describes an outing with one of his sales reps. When they got to the client site, the rep says, “We are here.” The manager asks, “Where is here?” The rep replies, “You know, the client site.” To which the manager says, “That’s not what I am asking. What I mean by ‘here’ isn’t the name of the account, but the problem we are here to solve. So, what is it? And what are we going to do about it?”
How many times has this scenario played out in your organization? It could be a sales person calling on you or you are in the process of implementing a software project. If you don’t know the problem you are trying to solve, then how can you know what success looks like?
I have often worked with clients to implement their EAM system and when we got started it was amazing that we either didn’t know or didn’t agree on the problem we were trying to solve. Without clarity on the problem, how can we have a clear direction or an end goal?
I know that if you work to clearly articulate the problem you are trying to solve you will have no problem achieving success. And if you can’t, then stay in the car.
Until next time…I’m Marty, make every minute count.
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