Theory of Proposal for a Solution Provider

Yuichi MORIWAKI

14 March 2016 (C) 2016 Yuichi MORIWAKI 1

Before proposing• “Solution” sometimes indicates commercial goods, food, medicine or consulting but in software business, “Solution”

need to be a service which solves customers challenges or difficulties. An organization or a person who provides those “Solution” is called a solution provider.

• There are two types of categories in customers challenges.1. “Business process difficulties” 2. “IT capability difficulties”

• For “Business difficulties”, a solution provider provides, regardless of the type of delivery, a set of software which can solve those difficulties. A provider will deliver a set of software as a SaaS or a provider may deliver a set of software together with a set of hardware. We call it a “business solution”. For “IT capability difficulties”, a solution provider provides various kinds of software capability, which includes IT consulting, Project managing, Software designing, System operation, Network design, Security servicing and training. We call it a “IT solution”.

• Customer’s requirement is wide and various so the solution provider need to carefully listen to the customers voice. Customers themselves haven’t got a clear idea about the root difficulties. They sometimes recognize some visible matters and may make misunderstanding about their requirement. So even they say they need some “Business solution”, but sometimes they need to be proposed “IT solution” like IT consultation.

• The points is DO NOT miss the customer’s essential difficulties and challenges. Then how can you find the points? “Hypothesis and Test” will help.

Superficial Demand

HypothesisandTest

CPS (Customer(Account) Planning Session) Or

Internal team discussion

Find out the true essential solution which brings better result to customer.If you can have a joint session with a customer like CPS/APS, the proposal will be more practical and clear. Even if you can’t have CPS/APS or the proposal stage is too early to have a session, you can do “Hypothesis and Test” your internal team.

EssentialRequirement

SolutionProposal

14 March 2016 (C) 2016 Yuichi MORIWAKI 2

Theory of Proposal• The theory of proposal is1. Indicate customer challenges

1. Itemize and indicate multiple challenges by list and mark the severity2. Put the reason why these are to be solved3. What is the current issue brought from those challenges4. Weight with urgency and severity

2. Propose solution1. Indicate solution for each item2. Explain the readiness, easiness, cost etc.

1. Those need to be proposed with the consideration of customer’s situation.3. Select 2~3 solutions from the solution and indicate the reason

1. Indicate the efficiency expected by application of those solution. (Charts or tables may help) 4. Present the execution plan.

1. Execution plan includes, the schedule, task (both customer and provider), cost etc.5. Introduce the conductor of these plan.

1. Make customer confident about execution of those plan. Customer always expects someone who initiates the activity, and who gives hints, guides and navigates to the right direction.

Customer challenges Propose Solution

ItemizeChallenges

ClarifyReason

Indicatethe Issue

Prioritize

Indicate Solution

Readiness & Difficulties

Impact of Solution

Explain the Plan

Introduce the Team

14 March 2016 (C) 2016 Yuichi MORIWAKI 3