Presenting Solutions

We sometimes need to be reminded that business is about present­ing solutions for clients in need. Whoever can deliver the best solution and clearly state the value therein will usually win the biz. Knowing the client's needs and offering a way to accomplish their goals is key to the sales process and ultimately essential to building a relationship, ensuring repeat business and referrals. 

I have an open-door policy at my office. When an employee has a challenge he/she cannot resolve with their supervisor, they are welcome to come to me and express their concerns. But each staff member is aware of a simple rule when approaching me: whenever you identify a problem to share, always offer a solution. Anyone can find problems within any relationship or organization. This is easy, and some people think they are brighter or more astute than the next person when they see an issue that others may not. But this doesn't impress me and rarely brings benefit to the scenario. Someone who takes the time to analyze a problem and then offer a solution is a team player and someone you can work with to im­prove the work environment. Right or wrong, good or bad, it is of great value to an individual to think through possible resolutions and offer sug­gestions. It may just help them resolve disputes on their own next time. 

Are you, as a leader, a person who finds solutions? Does your team focus on innovative answers whenever possible? There are many areas that I could suggest you look for improvement by finding shortfalls to cor­rect. Here are three where you may want to start:

1) Operations: Every business has practices they follow to keep things moving. Each department may even have their own systems in place that ensures successful workflow. Most of these formulas can be improved upon, and watching for such opportunities can enhance efficiency and bottom-line performance.

2) Leadership: The style in which we interact with our subordinates should be open to continuous refinement. Becoming a better leader must always be the goal of any manager. Having an open mind and searching (via reading, seminars, mentors, etc.) for better ways to develop and serve your team should be of great importance to you.

3) Client Needs: This may be the best place to start and the most im­portant of the areas to focus on in this exercise. If your company can offer unique solutions to client needs (in whatever arena you may serve), you will rise above the rest in your field of endeavor. Clients will often pay more for the right package that addresses their issues.

Next time an opportunity comes your way, step back and truly look at the big picture and offer up a solution that goes beyond the client's ex­pectations. This will build real value in your proposal and greatly increase the likelihood of winning the new or impressing the existing customer.