Effective communication & value proposition
I touched on communication in my previous article. Some more thoughts on communication. There is a lot of communication & information floating but is it effective? Does it add value to the listner?
Many a times an offshoring vendors describe how they solved a similar situation for e.g. in USA on a higher volume commitment (400 FTE in USA to customers 3FTE in Sweden) and from offshore (while the customer wants them to start onsite). Does this give value to the customer? Does the vendor really understand the customer?
Communication becomes effective when the speaker knows the audience and talks in their language. Communication is efficient when the information given is relevant to the listner. When the information has a purpose, intent & outcome to the listner.
For e.g. the business customer is not interested how the IT vendor is “technically” solving the problem. The business needs to understand certain aspects to take correct decision. The information should be relevant & concise. The business is interested to know the expenses. For e.g. the servers were put up when needed based on SLA. Not ahead of time and in a hurry costing the customer more than neccessary. What type of data is needed for tests? When is the acceptance tests going to be performed? etc.
So be effective & efficient in communication & base it on value proposition so that the customer can take the right decision.
