Meetings & Presentations are the staple of corporate life. Not a day goes by without a concerned set of people getting together and collectively staring at some slides capturing sales, revenues, costs, and the like. Endless debates ensue. There is high drama and great passion as the issues are thrashed threadbare, options are explored and decisions are taken.
What strikes me sometimes is that so many of these are focused around problems and priorities of the company – how can sales be increased, how can revenues be pushed, how can costs be cut.
But none of these are the problems of the customer – these are problems of the company.
Sometimes it is good to inverse the point of view and start with the customer’s problems – and the sales and revenues will probably follow. That after all is the purpose of a business.