Not a Seller … Not a Buyer

It is often that the narrow mindset prevents the Executive from seeing the true picture of His/Her approach to Business. The way you see your business has the ultimate say on whether you grow or not.

The thing is, it is not only that the majority of Enterprises fail to see themselves as an I&T Enterprise. Thus, failing in moving at the same pace of the market. But even more, another persistent issue is the mentality of seeing the Enterprises Prospects as pure Customers, a “Buyer”. An that the Enterprise is nothing more than a “Seller”.

Such mentality works as a heavy pull-down force on the success of the Enterprise. Preventing the Enterprise and its Culture from progressing and evolving in the correct direction.?

The Buyer

The Buyer has no interest in the Seller besides the merchandise. Thus, Price and service are the main focus.

And the Buyer feels his importance to the Seller from this point of view only.?

The Seller

The Seller's interest in the Buyer does not pass the money transfer resulting from a successful sales operation. Anything and everything beyond that is nothing more than Liability. The Buyer is merely a sack of money.?

The Profit

In the Seller/Buyer scheme of interaction, the Profit is the drive of the relation. Anything besides that considered extras that must be avoided.?

Beating the Market

To get ahead of the combinators, the Enterprise must alter its Culture. The Seniors must shift their mindset and evolve to a newer level of Business conscience.

But how, and why??

The Success Story

When any Business interaction is viewed and managed with the goal of creating a Success Story. The Mindset shifts a bit.

The Goal of the connection between what so-called Seller/Buyer must start based on the agreement of creating such a Success Story.

?The Success Story would not be successful if it failed in delivering “Value Co-Creation” instead of what so-called “Profit”.

In this scenario, both parties are partners in generating that Value. Each taking part in the Co-Creation.

?From here we clearly see that Stakeholder Engagement becomes a must. Each and every Stakeholder has the rule to play. But not that, even more, must assess the other Stakeholders to play their part.

?The result of such cooperation is the generation of what is nowadays known as “Customer Success”. Where the Prospect achieves their goal within the total picture with the highest possibility of success. Such achievement draws Customer Satisfaction on the ground of real life.

?The End Result is always a Success Story.?

One Last Thing

The above cooking receipt is missing another ingredient. One crucial ingredient that has a great effect on the success or failure of the Meal.

That ingredient is no other than a proper Project Management Approach.

The Stakeholder's representatives form the Project Board with the Executive Monitoring the ROI. And where the Mandate is turned to Project Brief and then Project Initiation Documentation (PID).

?I know what you think. And yes, anything and everything is a Project. And dealing with that anything and everything as a project guarantees success.?

At the End

You are not a “Seller”. And your prospects are not “Buyers”. You all merely Partners in that Joint Venture.?

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