๐ ๐๐ถ๐๐ฐ๐ผ๐๐ฒ๐ฟ๐ ๐ถ๐ ๐ฟ๐ฒ๐ฎ๐น๐น๐ ๐ฝ๐ฎ๐ฟ๐ ๐ผ๐ณ ๐๐ต๐ฒ ๐๐ฎ๐น๐ฒ๐ ๐ฝ๐ฟ๐ผ๐ฐ๐ฒ๐๐ ๐ณ๐ผ๐ฟ ๐๐ต๐ฒ ๐ฝ๐ฟ๐ผ๐ท๐ฒ๐ฐ๐ ๐ถ๐บ๐ฝ๐น๐ฒ๐บ๐ฒ๐ป๐๐ฎ๐๐ถ๐ผ๐ป.
Whhhhaaaat?? ๐จ
You mean, the Delivery team now has to ‘sell’?!
It’s true!
๐๐ป ๐๐ต๐ฒ๐ผ๐ฟ๐, ๐ผ๐ป๐ฐ๐ฒ ๐๐ต๐ฒ ๐ฑ๐ผ๐ฐ๐๐บ๐ฒ๐ป๐๐, ๐ฟ๐ฒ๐ฐ๐ผ๐บ๐บ๐ฒ๐ป๐ฑ๐ฎ๐๐ถ๐ผ๐ป๐ ๐ฎ๐ป๐ฑ ๐ฝ๐ฟ๐ผ๐ฝ๐ผ๐๐ฎ๐น๐ ๐ฎ๐ฟ๐ฒ ๐ฝ๐ฟ๐ฒ๐๐ฒ๐ป๐๐ฒ๐ฑ ๐ฎ๐ ๐๐ต๐ฒ ๐ฒ๐ป๐ฑ ๐ผ๐ณ ๐๐ถ๐๐ฐ๐ผ๐๐ฒ๐ฟ๐, ๐๐ต๐ฒ ๐ฐ๐น๐ถ๐ฒ๐ป๐ ๐ผ๐ฟ๐ด๐ฎ๐ป๐ถ๐๐ฎ๐๐ถ๐ผ๐ป ๐ฐ๐ฎ๐ป ๐ฝ๐ผ๐๐ฒ๐ป๐๐ถ๐ฎ๐น๐น๐ ๐ฎ๐ฝ๐ฝ๐ฟ๐ผ๐ฎ๐ฐ๐ต ๐ฎ๐ป๐ ๐ผ๐๐ต๐ฒ๐ฟ ๐๐ผ๐ณ๐๐๐ฎ๐ฟ๐ฒ ๐ฝ๐ฎ๐ฟ๐๐ป๐ฒ๐ฟ ๐๐ผ ๐ฐ๐ฎ๐ฟ๐ฟ๐ ๐ผ๐๐ ๐๐ต๐ฒ ๐ถ๐บ๐ฝ๐น๐ฒ๐บ๐ฒ๐ป๐๐ฎ๐๐ถ๐ผ๐ป ๐ผ๐ณ ๐๐ต๐ฒ ๐ฝ๐ฟ๐ผ๐ท๐ฒ๐ฐ๐. ๐ฒ
It happens all the time.
I believe that it’s the client’s right to do so.
They are paying the #Salesforce Partner for Discovery, to find out what’s required to implement a step change in their organisation.
If we do our job right, the client will want to continue to work with us.
Actually, sometimes even when we DO do* a good Discovery, the client will still get someone else to finish the job.
๐คท๐ปโโ๏ธ Hey, that’s what people do.
If they can get away with paying less, and they’re more inclined to short term thinking to save on cost… then why wouldn’t they?
Personally, I don’t stress about it too much.
Yes, I do get a moment of miff-ness but it’s my opinion that they would probably wouldn’t be a good fit for us. ๐๐ป
I prefer to work with clients who value long term relationship and can judge our effectiveness and our trustworthiness through the Discovery process, than those who don’t.
I find the Discovery process incredibly exciting, because that’s where we build the foundation of trust so that we can deliver solutions that we can be proud of. ๐ช๐ป
It’s also why I chose to focus on Discovery as my first book.
Get the Discovery right, and 90% of the battle is won.
The project is likely to glide along at a reasonable pace towards a successful outcome.
So when Justin Dux sent me the below message, I dived over my side of the bed to flick through to p 16 (I was getting ready to hit the sack๐).
Have you got your copy of #SalesforceDiscovery101 yet?
Which page resonated with you?
*๐คญ (sorry – I blame the ninjas for the juvenile humour!)
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Want to win a space on my next Consulting Discovery Masterclass? ๐ค
You still have time to enter the 30-day #PeiItForward challenge – see below for deets ๐๐ป
