As a solution architect, you are responsible for designing and delivering solutions that meet the needs and expectations of your clients and stakeholders. But how do you demonstrate the value of your solution and justify your decisions and recommendations? In this article, we will explore some tips and techniques to help you show the value of your solution in different scenarios and contexts.
The first step to show the value of your solution is to understand the problem that you are trying to solve. You need to identify the pain points, goals, requirements, and constraints of your clients and stakeholders, and align your solution with their vision and strategy. You can use various tools and methods to gather and analyze information, such as interviews, surveys, workshops, use cases, user stories, personas, and business models. By understanding the problem, you can define the scope, objectives, and success criteria of your solution, and communicate them clearly and effectively.
Quantify Benefits: Identify and quantify the benefits your solution will bring. This could include cost savings, revenue generation, efficiency improvements, risk reduction, or any other relevant metrics. Use data and analytics to support your claims. Benchmark and Compare: Compare your proposed solution with alternatives or existing systems. Demonstrate why your solution is superior in terms of cost-effectiveness, performance, scalability, and other relevant factors.
Cost Analysis: Provide a detailed cost analysis that includes not just the initial implementation costs but also ongoing operational costs. Show how the solution provides value by either reducing expenses or increasing revenue in the long run. Use Case Scenarios: Create realistic use case scenarios to illustrate how the solution will function in real-world situations. This helps stakeholders visualize the benefits and functionality of the solution.
ROI (Return on Investment) Analysis: Calculate the expected return on investment and payback period for the solution. Show how long it will take for the investment to pay off and begin delivering value. Feedback and Validation: Seek feedback from key stakeholders at various stages of the solution design and implementation process. Address their concerns and incorporate their suggestions to improve the solution.
Visualization and Presentations: Use charts, graphs, and presentations to make your case visually compelling. Visual aids can simplify complex information and make it more accessible to non-technical stakeholders. Case Studies and References: If applicable, provide case studies or references from similar projects or clients where similar solutions have delivered value. Real-world examples can be very persuasive.
There’s a material difference between showing your potential client that you understand the problems of the market (demonstrating expertise) vs their specific problems (becoming their trusted advisor). For various reasons, you won’t always have the luxury of knowing your client’s specific areas of concern in to prepare in advance of a demo. In this case, coming to the demo prepared with a list of typical market concerns and some open ended questions that will help you mine for insights about your potential client’s specific concerns is a great strategy to help you provide them with a tailored demo on the fly and follow up with resources and guidance that makes them feel heard. Always choose tailored over generic when possible.
The next step to show the value of your solution is to define the benefits that your solution will provide to your clients and stakeholders. You need to quantify and qualify the value proposition of your solution, and explain how it will address the problem, improve the situation, or create opportunities. You can use various techniques to define and measure the benefits, such as cost-benefit analysis, return on investment, net present value, key performance indicators, and value stream mapping. By defining the benefits, you can demonstrate the impact and outcomes of your solution, and justify your investment and resources.
The third step to show the value of your solution is to compare the alternatives that are available or feasible for your clients and stakeholders. You need to evaluate the pros and cons of different options, and highlight the advantages and disadvantages of your solution. You can use various frameworks and criteria to compare and contrast the alternatives, such as SWOT analysis, feasibility study, risk assessment, gap analysis, and decision matrix. By comparing the alternatives, you can show the trade-offs and choices of your solution, and convince your clients and stakeholders that your solution is the best or most suitable one.
adding to this, doing the fit-gap for pros and cons will help to assess the existing situation and compare it to the desired state. it will also help to identify the gaps between the current and desired conditions. This analysis helps highlight areas that require attention and enables the formulation of effective solutions.
The fourth step to show the value of your solution is to use visual aids to illustrate and communicate your solution. You need to use appropriate and effective diagrams, charts, graphs, models, and prototypes to present and explain your solution. You can use various tools and standards to create and share your visual aids, such as UML, BPMN, ERD, wireframes, mockups, and demos. By using visual aids, you can make your solution more understandable and appealing, and engage your clients and stakeholders in a more interactive and collaborative way.
The fifth step to show the value of your solution is to gather feedback from your clients and stakeholders. You need to solicit and collect their opinions, suggestions, questions, and concerns about your solution, and address them accordingly. You can use various channels and methods to gather feedback, such as meetings, emails, surveys, reviews, and testing. By gathering feedback, you can validate and improve your solution, and build trust and rapport with your clients and stakeholders.
I would add think about previews and Prototype testing/AB testing with key stakeholders or early adopters. Engage stakeholders early to gather diverse perspectives, insights, and expertise in pilot tests. Try to understand their concerns, expectations, and requirements related to the problem and its potential solutions.
The sixth and final step to show the value of your solution is to adapt to changes that may occur during or after the delivery of your solution. You need to monitor and evaluate the performance, results, and satisfaction of your solution, and identify and respond to any changes in the problem, requirements, expectations, or environment. You can use various practices and principles to adapt to changes, such as agile, lean, DevOps, and continuous improvement. By adapting to changes, you can ensure that your solution remains relevant, valuable, and effective for your clients and stakeholders.
Make sure your program/tool is scalable. Consider both conventional and innovative approaches, weighing their feasibility, cost-effectiveness, and potential impact on the business.
I would add 2 more steps to complete the steps: 7. Develop an action plan: Create a detailed plan outlining the steps, resources, and timeline required to implement the chosen solution. Define key performance indicators (KPIs) that can measure progress and success. 8. Monitor and adapt: Continuously monitor the implementation of the solution and assess its effectiveness. Make necessary adjustments or refinements based on feedback and results to ensure the problem is adequately resolved.