This is an assignation for you to come on with me as I work with one of my guests to help them get ready to present their results to a client in the stopgap of getting them interested enough to start to move forward towards a trade.
You will fete a lot of what we are going to be doing, but there might just be a couple of surprises along the way.
Meet The Client
My customer has formally met with their implicit client and presented three high-position IT results to them. The client appeared to be interested in all three of the presented results and asked for a follow-up meeting in which further detail would be presented. This is where effects presently stand.
I got brought in to help out because my customer does not actually have any of the three product results that they presented-they’re all POSSIBLE products. Indeed if you’ve no way done this ahead, you may have done commodity analogous in presenting features that weren’t relatively”there” yet.!
The Plan
When I sat down with my customer, we started the discussion with the one question that every product manager should ask before meeting with a client what do we want to get out of this meeting? The customer has enough simple things they want to collect enough information to slim down the list of three possible results to just one and get the OK to make an offer for that result. How hard could that be?
The Preparation
All product managers will fete this challenge- the limited time before the meeting with the client. Since the three possible results have formerly been presented to the client, this was the stylish place to start. Still, there was not going to be enough time to dive deeply into any single result-we were going to have to cover all of them down one or two different situations.
Face time was the budget that we had to spend. The meeting with the client was listed for two hours in the autumn. Quickly, that would be too long to spend making a product donation. My customer and I agreed that target an hour for the donation and the remaining time for discussion and post-presentation serape-up. Now, all we had to do was decide what we wanted to talk about.
Planning The Donation
My customer had planned on doing the traditional In- Focus projector darkened room donation; still, I talked them out of it. When I had asked them how numerous people would be attending from the client’s side, they had said that they estimated about four. I told them that since it was going to be that small of a group, it would be a better idea to change the” feel” of the meeting from a donation to further an active discussion. They liked the idea.
Donation Content
This all led up to what was going to be in the donation itself. I refocused out to my customer that they could not be neutral about this-which of the three results would THEY like to apply. For a variety of specialized and, of course, fiscal reasons, there was one result that was the clear winner for them.
Every result has its advantages and disadvantages. I induced my customer to present the other two results first and also conclude by presenting the result that they wanted their client to elect. This was a variation on the Goldilocks” too hot, too cold, just right” strategy.
Eventually, as my customer was creating the material that they would cover during the meeting, I had them include enough detail for each result so that the client would be suitable to fantasize how the result would look if they enforced it in their company. The specific details of how it would be erected or connived to their being systems were left out” to be bandied latterly.”
Final Studies
As product managers, it’s rare that we have an occasion to be present at the birth of a new product, let alone one that’s being directed by a client. When these openings show up, we need to be suitable to guide the discussion with the client so that their pain points are revealed, and we’re suitable to design a product that stylishly meets their requirements.
Still, also you’ll have to plant out how great product directors make their product (s) fantastically successful If you can find a way to do this successfully.
