There is no question that the world is facing an extremely challenging set of economic scenarios. Unlike the past years, we are no longer in a rapid expanding global economy scenarios and we all know that the world is in the midst of an economic upheaval of unheard proportions. Given all the bad news we've been seeing on the TV and in the newspapers, it would be really easy to consumed by the crisis ! It is tough but it is no time to lose confidence because in every crisis there is somes dangers but some opportunities as well and there is first the opportunity to transform ourselves in order to thrive in this new reality. Lets go back to the basic adopting the new reality behavior requirements vs old habit we used to do a few months ago.
Thriving versus Winning : In the new reality you don't necessarily need to make a lot of money in your pocket to feel succesfull but rather you can thrive in 2009 by adding more values to your customers, spending more time with them, sharing with them your knowledge industry issues (what you have learnt from others customers) discovering their pain points and finding out how you can help them and having an idea of what they should do in order to solve their problem and eventually having fun doing it
Contribution versus Competition : In the new reality, you have to think in term of contributions rather than competition : that means how can you today make this day a better day and how can you today make as a contribution your company a better place to live and work in.
Work Smarter versus Work harder : Unless you didn't work too much in 2008 I don't think it could be possible for most of us to work harder in 2009 ! I think that trying to work harder could end up into an worthless spiral without additional value or results. In the new reality you have to try to be smarter ( or less stupid i don't know) focusing on the Pareto's law : 20 % of the work drives 80% of the results and therefore we will have to focus on the right thing to do rather than systematically doing all the things right.
Simplicity versus Complexity : The customer business processes are often complex and will continue to be in the new reality no doubt about it, but our job is to make them simpler through our system software and through the value message we deliver to them. Simplicity is difficult to obtain but supremely powerful and beautiful (and visual and simple slides vs boring bulleted point slides are part of it)
Personalization versus Standardization : Being closer to the customer in the new reality will allow us to run more personalized software demonstration in the customers language and with relevant master data that will sound familiar to them ( and not widget data)
Possibilities versus hopeless world : Do not fall into the world of doubt, fear and uncertainty but take this world's new reality as still in essence full of opportunities and possibilities with freedom, abundance and spontaneity. Be fearless, trust yourself and trust your company.
Innovation versus Execution : Flawless sales and pre sales execution does matter in the new reality but innovation and creativity are more. The new area requires thinking differently in order to better serve our customer and to better help our colleagues. Creativity means not being paralyzed by old practices and expert knowledge but being able to think outside the box (but not as a cliché from job resume) to find solutions to unforeseen problems.
No comments:
Post a Comment