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Clients for the most part aren't even interested in doing it right -- they just want their present pain to go away. Of course, we wtill need to solve their problem in a way that we don't become tomorrow's pain, but we need to focus on their present and potential pain rather than on our orthodox views of how things should be done.
philosophical discussion a-brewing... 
Not that I disagree with the focus being on the solution rather than the mechanism, but you do need technical skills to evaluate, design and implement that solution.
Not that I disagree with the focus being on the solution rather than the mechanism, but you do need technical skills to evaluate, design and implement that solution.
Just not something we want to admit.
We've all worked very hard for our skills. We've put blood, sweat and tears into gaining them, improving them and internalizing them. It's hard to admit that the client couldn't care less about them (unless they're techie too -- and then they'll likely get them wrong or they're a middleman (person)).
The truth is there are only three things you can sell -- product (i.e. your skills), relationship (e.g.. buy [your country here] or "your neighbourhood drug store") or expertise (i.e. ability to provide a solution). Of those, two are commodities -- anyone can have the same skills as you if they're willing to put in the effort and many people have the same relationships to the client as you do. Selling the solution (or more correctly your ability to provide the solution) allows you to differentiate yourself from everyone else. And it focuses on the client's motivations for purchasing -- which means a sale is more likely.
Which is not to say that technical skills aren't necessary for delivery -- just not relevant for sales. And also not to say that the middlemen (e.g. HR) aren't focused on the tech skills.
Glen Ford
http://www.vproz.ca
We've all worked very hard for our skills. We've put blood, sweat and tears into gaining them, improving them and internalizing them. It's hard to admit that the client couldn't care less about them (unless they're techie too -- and then they'll likely get them wrong or they're a middleman (person)).
The truth is there are only three things you can sell -- product (i.e. your skills), relationship (e.g.. buy [your country here] or "your neighbourhood drug store") or expertise (i.e. ability to provide a solution). Of those, two are commodities -- anyone can have the same skills as you if they're willing to put in the effort and many people have the same relationships to the client as you do. Selling the solution (or more correctly your ability to provide the solution) allows you to differentiate yourself from everyone else. And it focuses on the client's motivations for purchasing -- which means a sale is more likely.
Which is not to say that technical skills aren't necessary for delivery -- just not relevant for sales. And also not to say that the middlemen (e.g. HR) aren't focused on the tech skills.
Glen Ford
http://www.vproz.ca
Technology is always changing thus the neverending battle.
All I'm saying is we seem to be tending to be circular in our reasoning wrt product and expertise. You state that product is skill yet the definiton of expertise is the skill of an expert not ability to provide a solution.
now tell me again how this isn't philosophical...
All I'm saying is we seem to be tending to be circular in our reasoning wrt product and expertise. You state that product is skill yet the definiton of expertise is the skill of an expert not ability to provide a solution.
now tell me again how this isn't philosophical...
The client doesn't care if your smartphone is the latest model, or that you drive a Mercedes to reach their site. Likewise, they don't care what you know -- they only care that you can solve their problems. So knowledge and skill are only a means to that end.
if a client did care what car I drove or cell-phone I use. Those items are most definitely not relevant to easing a client's pain like skills and experience. So why bring them up?
I'm with you 100% on being client-centered. Indeed providing a solution my client is satisfied with is paramount to repeat business. But no amount of listening and understanding can supply that solution w/o the prerequisite skill set.
As to the assertion that a client doesn't care what skillset that is I would have to disagree. The funny papers I read (aka job ads) are all about what technology is in-house and what the organization is looking for to mesh with that existing infrastructure.
I'm with you 100% on being client-centered. Indeed providing a solution my client is satisfied with is paramount to repeat business. But no amount of listening and understanding can supply that solution w/o the prerequisite skill set.
As to the assertion that a client doesn't care what skillset that is I would have to disagree. The funny papers I read (aka job ads) are all about what technology is in-house and what the organization is looking for to mesh with that existing infrastructure.
2 things that I've learned about clients over the years:
1) They don't want to look stupid, so don't make your solution too complicated or they won't use it
2) They don't care about hardware/software/networks. They just want to get their job done.
So I sell them a solution that's easy for them to use and helps them get their jobs done. Only if they ask will I tell them that it's using X software and Y database.
1) They don't want to look stupid, so don't make your solution too complicated or they won't use it
2) They don't care about hardware/software/networks. They just want to get their job done.
So I sell them a solution that's easy for them to use and helps them get their jobs done. Only if they ask will I tell them that it's using X software and Y database.
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