Paul Wilson,¬†Vice President, Business Development & Marketing and Ken McLaughlin,¬†Director of Automation Systems with JMP Engineering talk about creating business value.¬† For these two it all starts with recognizing that every customer – and every individual within that customer – is different and has a different spin on exactly what “value” is.
- Plan – Paul aims for investing 50% of JMP’s time understanding what customers want to accomplish and why.¬† (Think about the magnitude of that time investment…)
- Choose – That is, decide which of the many combinations and permutations of components and vendors make for the best overall solution.¬† (Very interesting perspective here on the difference between recommendations – the JMP way – and quotes – the more typical approach.)
- Manage – Including change management during implementation as well as ongoing support and service
Listen closely for a whole series of insightful nuggets!