Thank you for taking the time to report the following comment to the administrator of this site.
Please complete this short form and click the submit button to process your report.
Comment in question
Written by Peter Bodifée on 28-02-2008 11:20
The reason why SI customers appear not to be very mature when stating their questions could also be the result of system integrators not be very mature in delivering answers to real questions customers have.
Customers see SI sales people doing it every time: blowing their horn on how good the SI is at solving customer problems. \"We did this for your competitor too\". Which makes the customer wonder if the SI is going to deliver him the same result as his competitor. Obviously I want a better result! So stop blowing the horn and start actively listening to the customer needs (not his wants).
And once the SI is providing real value, the customer will see no need for asking skill profiles and hourly rates. The customer would pay for the value received, which presents a much better margin for the SI as well!
Peter Bodifée http://ITarchitectureCoach.com
Via Nova Architectura is not responsible for the content of blogs, but authors and readers are asked to adhere the following guidelines. Authors are strongly encouraged to check facts, cite sources, present
balanced views, acknowledge and correct errors. Respect copyright, fair use and financial disclosure laws. Please do not disparage organizations, or individuals. Being critical of someone's practice is acceptable, when it is done in a professional manner. Prevent usage of marketing statements. Comments should be relevant to the specific post they are attached to. Spam, flaming, personal attacks, and off-topic comments are not
permitted. Readers are requested to notify
This e-mail address is being protected from spam bots, you need JavaScript enabled to view it
of any violations. The editor holds the right to remove any statements that, in the editors opinion, infringe the above guideline(s). The author receives a notification of this action.