We all know that when we need specialized medical services, let’s go from a certain type of doctor to provide us with this consultation, we do not go to the dentists, nor by the family doctor (until before sending us to specialized analysis).
So why do we have this “Mesterul Manole syndrome” when it comes to technology, marketing, interior design, design and others?
Many times I have heard, especially when we organize commercial events to Lean Startup Bucharest between 2015-2019, that “I have an idea, I just need someone to put it into practice”.
Somehow, the fact that we have an idea seems to be halfway, probably on the same metaphorical logic of the type A The recognized error is half forgiven, which is actually rarely true when it comes to cases in court.
When we talk about business, however, we are talking about concrete things, how we get from point A to point B taking into account certain budget constraints, the time, effort and energy of the people involved.
It is not enough to have ideas on the systems if we cannot put them into practice and it is not useful to have ideas on how the specialist should work.
The first specialist is usually “sacrifice”
I noticed it empirically and discussing with other companies, that is, reformulatedly, it is difficult to help as a specialist who does not even know the “ABC” of what you do.
It is likely that you will also observe this when you are in the position of specialists and your customers who do not know how to buy, how to ask, what to ask or how to ask for the problem.
Time is limited and we do not have the resources in general to be able to verify in detail the things that the specialist does for us.
Therefore, our mind will try to make decisions quickly and generalize.
There are some prejudices (cognitive prejudices) that we have and that we cannot easily separate when we make decisions. An interesting book in this sense is that of Daniel Kahneman – Slow thought, fast thought.
Basically, if we do not have time to understand what is offered to us, the natural reaction is to decrease the importance of these things.
If the difference between the consultant level of the know-how and that of the customer is very high, then it is very likely that, regardless of how many efforts the consultant will never satisfy the needs of the respective customer.
The reasons can be varied:
- Perhaps that customer believes that “a site should cost so much, that my friend has purchased one from some”
- Perhaps that client believes that the work of that consultant is much simpler than it is actually – in the end, the customer is not the specialist
- Perhaps that consultant is not suitable for that customer for different reasons (lack of alignment, values, communication, etc.)
“How much does it cost me? Well, I just want a site (like Facebook)”
I think the most important thing we can do before working with a consultant specialized in an area that we do not master, both knowing this ABC, so that we can have a common language and have adequately calibrated expectations.
If we already have a specialist in that field, then we can call that person, before discussing a consultant. When you have such a specialist, your possibilities are that you will have a long-term professional relationship and the company will be able to benefit from this know-how.
If we have not been lucky for any of the above options, we believe it is better to ask the new specialist consultant directly with which we are questioned that the options we have.
Usually there are different variations, some simpler, some more complex and include the differences between them is essential.
A good consultant will be able to help you understand “what is eaten” a certain field in an easy, transparent, direct.
“But it is better that he ask for advice on other customers like me”
This can be a solution and adapts to many situations, but not all of them.
When it comes to performing certain personalized services, we are talking about weddings, hairstyles, web applications or advice, there will be a sufficient dose of subjectivity in communication and to evaluate the services offered.
The more personalized the services are, the more difficult it is to understand if “it will adapt to me”.
Consulting involves a lot of work with people, who is more art than science.
If two people do not understand each other, this does not mean that a corollary will not be understood with any other third person. But obviously I thought of it when I had a successful experience with someone.
It is better if you can extract the “common objective elements” from those testimonies.
In particular, my business does not need a “digital transformation as I want, that my company is special from others”, but it may need “a step-by-step work system and a management software of activities”.
After these “common objective elements” have been identified, not subjective, the recommendations can be heard and the following questions make sense:
- What work processes have been modeled? Do we have these work processes at that level of granularity or do we need more/less?
- How was the communication: rapid, occasional, rare?
- How were deliveries? Were there?
- “Will we put the solution in my arms” or have we had a time when the transfer of know-how/training was carried out?
Specialists who (not) are specialists
However, there are sufficient cases in which specialists are quite auto -chiarite, in the sense that they do not have the practical experience necessary to carry out projects.
However, it may happen that the practical experience is insufficient, which is why there are specialists who deal with the banking area, others in the retail area, others in companies and others in SMEs.
It is unlikely that a specialist can serve all these segments well, if it is not surrounded by specialists dedicated to specializing even more in their respective fields and offering even more value.
In order to prevent unpleasant collaboration situations, it would be useful to be a more detailed discussion relating to the desired objectives.
In general, a good specialist will cost enough and the solution offered will help a company to move on to the next level.
For example, if we implement an activity management system (both methodology, training and software) which will cost several thousand euros for 20 employees in a production company and makes their work more efficient, within a time, this investment is cushioned.
But the benefits are much bigger than what it has efficient with 20% of work. With a centralized work system, you can easily see the volume of work and where there are blocks, and this can lead to a standardization of the processes that can be automated.
It is not for the benefit of anyone to carry out an excessive bureaucratic or administrative work, both similar and digital is happening.
On the other hand, in the absence of specialized support, the respective company could remain with the same obsolete work procedures, which are not digital, and since 2021 this becomes a vulnerability for companies.
This year everyone will compete with everyone for digitization, above all because there is the promise of funds assigned in this regard.
In short
It is important to know that ABC and understand what such a specialized consultant can offer you.
It is not enough to have a new and sparkling computer system.
In our practice we emphasize people and support and transfer of know-how and the IT system is secondary.
We could not successfully implement a temporal measurement system if people do not want it or if they are not prepared for this.
And yes, it is more difficult to make this customer service towards digitization, but without it we do not have a catalyst for digitization. Digital transformation is human.
Cloud computer systems have already existed for at least a few years and information on how to work and how to be “Mester Manole” and do it alone at least 10 or 15 years.
But in the absence of specialized support, many errors can be made to inhibit the adoption of digitization and a specialist can help you achieve the result faster and this is what should import.
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