“I need a new heart. Don’t need any scans – google is never wrong.” 😱
Before a #SalesforcePartner takes on a new client/project, we always need to do a discovery to understand the landscape before we can assess fit in terms of
🍩can we help them solve their problem, and
🍩DO we want to help them solve their problem?
Many ignore donut bullet number 2.
Not all organisations are ready for a change, and may have underlying issues which might prove to be huge obstacles to success.
My controversial take: discovery needs to happen, in some shape or form.
If a partner takes on a client or project without doing a more formal discovery than the rapid pre-sales templated questions, then they won’t able to unearth the Known Unknowns.
Whether or not you charge for the discovery, or you absorb it – the costs will be paid, whether in 💰💰 or in the more invisible form of blood, sweat and tears as you try not to step on any landmines that you cannot see! 😫
I like to think of discovery as part of the sales process for implementation.
Because if we do our job right – they will want us to complete the job and do that heart transplant and make sure they survive and thrive the process! 😁
(Don’t you just love my analogies??)
Otherwise, you’ll just end up with war stories of projects gone wrong because no (or inadequate) discovery was done!
Do you have any horror stories?
I have too many to count!😬
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ps: If you want to know more, buy my book Salesforce Discovery 101 at an Amazon site near you! 😁
See link in comments 👇🏻
#OKHusbandIPluggedTheBookRUHappyNow
#OnThePeiroll
