#Salesforce Partner (SP): It’s so frustrating when customers keep changing their minds! 😠
Me: Tell me about your process of managing requirements.
SP: We just kind of ask them what they need and we do it.
Me: How do you document what they want?
SP: It’s in a lot of emails but we collect them into a google sheet
Me: How detailed are they, and do they get signed off?
SP: 😵
I can’t believe I still have conversations like these.
Projects don’t fail because the Partners aren’t competent on the product or platform.
They fail because they
– don’t know how to listen
– don’t know how to ask the right questions
– aren’t able to pick up the nuance of human politics and interactions
– aren’t able to articulate their understandings clearly in the visual form of process maps or written form of user stories / requirements document
– aren’t able to effectively present their solution in a compelling way to influence outcomes
In essence…
𝗣𝗮𝗿𝘁𝗻𝗲𝗿𝘀 𝗱𝗼 𝗻𝗼𝘁 𝗿𝗲𝗮𝗹𝗶𝘀𝗲 𝘁𝗵𝗲𝗿𝗲 𝗶𝘀 𝗮 𝗽𝗹𝗮𝘆𝗯𝗼𝗼𝗸 𝘄𝗵𝗲𝗻 𝗶𝘁 𝗰𝗼𝗺𝗲𝘀 𝗲𝗳𝗳𝗲𝗰𝘁𝗶𝘃𝗲𝗹𝘆 𝗱𝗲𝗹𝗶𝘃𝗲𝗿𝗶𝗻𝗴 𝗮 𝗾𝘂𝗮𝗹𝗶𝘁𝘆 𝗽𝗿𝗼𝗷𝗲𝗰𝘁.
In 25 yrs of consulting experience, I’ve run quite a lot of Discoveries of varied sizes in different sectors, and I have developed a process that helps consultants navigate this successfully.
My next Consulting Discovery Masterclass is on 11 June.
I cover key topics such as
– Consulting Engagement & Delivery
– Running & Facilitating Effective Workshops
– Requirements Gathering – Process Mapping & Design
– Critical Thinking & The Art of Insightful Questioning
– Documenting Strong Requirements
– Delivering Powerful Presentations
You can still win a spot on it if you fancy blitzing Trailhead and score some points! (I didn’t publicize this very much so there are very few entrants)… so you have a better than average chance of snapping that up! (details in comments 👇🏻)
See you there?
