By Mike Brown, founder of The Brainzooming Group, and an
Talk to B2B service or product providers in transportation or logistics, and you'll likely hear about solution selling.
Fair enough. You don’t want to buy something and still have the problem afterward. You want your problem to go away and never come back another day.
The challenge is there are often multiple problems and multiple solutions. If it’s unclear which problem and which solution the potential client and provider are trying to address, the provider’s proposed solution can be way off the mark. If multiple providers are competing for the opportunity, they may be trying to solve different problems. That further adds to the likelihood of problem-solution mismatches.
We had one recently.
A potential client had already identified a time window for a strategic thinking session, the senior management group to participate, and the expectation of having a productive conversation leading to greater brand strategy clarity.
The company had contacted another firm to facilitate the discussion. Due to schedule conflicts, the other potential provider referred the company to us at the last minute. With no actual direct conversation with the potential client, we created a strategic thinking session plan for answering the brand strategy questions and issues we identified based on skeletal information.
After multiple emails, we finally talked with the client two days before the planned discussion time. Everything was going well as we discussed our approach and the proposed end deliverable: a definitive, consensus-oriented, strategic roadmap for the company to address its brand situation.
Then we got to the price.
Our price was five times higher than what the other potential provider proposed.
Doh!
Discussing this with the potential client, the difference was clear.
The other provider’s solution was showing up to be a neutral, albeit knowledgeable party, who would “host” a discussion.
That was a solution, but only to a VERY narrow interpretation of the problem, i.e., managing the allotted time for a discussion with a little follow up.
We were addressing delivering the answer they needed to move forward with a brand strategy and implementation in the few months their management group is expecting. We’d proposed addressing the bigger problem the potential client was admittedly facing. The other provider had proposed (and set a price expectation) for a small solution to a much narrower problem.
The big learning was even though I don’t use the term, we are solution selling. We don’t just show up and facilitate. We identify, plan, manage, and deliver a strategic outcome. In other words, our focus is creating strategic impact. That’s why we ensure all the planning and meeting conditions lead to a real result. That’s why we create a definitive series of exercises leading to the desired strategic outcome.
That’s why we don’t simply stand in front of a whiteboard, ask a few questions, and capture some notes.
It’s all part of the difference between facilitating a meeting and creating strategic impact.
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