It is a common misconception that in order to talk with technical people, you need to talk their language. It’s wrong and it’s dangerous and it’s expensive… let me explain.
This might feel painful, but you will understand more of the process at the end.
When you are talking to a (good) consultant they will have a breadth of knowledge about their specialist area. They also want to find the best solution for you within your budget. Let’s use cars as an analogy. Everyone knows about cars?!
You sit at home and you know that the ‘best’ electric car is a Tesla.
You also know that you want to carry a lot of luggage, so you want a Tesla Cybertruck
You go to your car consultant and tell them to source you a Tesla Cybertruck in green.
A friend down the pub/coffee shop/round the water cooler had told you that you wanted a green car.
You live in a difficult area, so you also want strong windows. (See this video if you want to see why this is a funny request.)
Your consultant explains to you that that Cybertruck only comes in bare metal and there are ‘issues’ with the windows.
At this point there are typically 4 responses. The potential customer:
1) Mutters about how useless the consultant is in not being able to source a green Cybertruck. Cost zero, but time wasted… which is money.
2) Splashes the cash for a Cybertruck ($70,000), and then paints it green. Cost >$70,000
3) NHS response: there are no products in the market that 100% fit the list of requirements, so employ a very expensive set of consultants to set up an Electric Vehicle research department, a manufacturing facility and end up with something way over budget, that doesn’t work. Another NHS funding fiasco is born. (Thinking in a few years the NHS can achieve what it took Tesla 10 years to achieve.) Cost millions and millions and millions. Rinse and repeat. I worked in the NHS in the 80’s. They were doing it then, and they are still doing it in their IT systems.
4) Continue to engage with the consultant… there could be money-saving ahead…
At this point, a consultant should ask.
WHY?
Why do you want a Tesla Cybertruck in green?
You start to explain that you want to be part of the ‘green revolution’. A kind consultant does not laugh, but explains that ‘green’ is about using energy responsibly and from renewable sources or energy sources that have minimal adverse impact on the environment. You like the idea of this. They explain how by choosing the right car you can significantly reduce your running costs.
They ask you about the sort of trips you do. You tell them your driving is around the city. It is just you who ever uses the car. You need plenty of luggage space for your three bags of shopping every week. So they are just about to suggest a Renault Twizy. A ‘car’ for 1.5 people with a very limited range. Job done… and you have exactly the WRONG car.
In a flash of honesty, you also explain that you also like to make trips of around 200 miles on these trips you need to comfortably fit 2 adults and 2 children in the car. A Twizy would not have been right, at all! In this case the consultant might suggest a Renault Zoe — a car with great range and good seating. You decide that now you have a green car, you would like the paint job to be orange, the future being bright.
(When the consultant asked the question, ‘Do you EVER do long trips?’ the temptation is to say ‘no’ in order to save money. In this case, it would have been a costly mistake that the consultant would probably have been blamed for. Try to answer honestly. If you do long trips, but rarely, the answer might be to buy a Twizy and use the money saved to hire a vehicle for the rare times you do very long trips. See how variations in your answers can vary the proposed solution.)
Oh, and that problem with the ‘difficult’ area… you still have room in your budget for an armoured garage and security system ;-) On the other hand, it might be cheaper to move.
That all said, I have no associations with Tesla or Renault. My expertise is in Salesforce… I love it when people tell me what they are trying to achieve, and their budget. I can often save them money and get them something better than they asked for.
One final thing: When a proposal comes through, the temptation is to scrimp on the section that says, ‘training’. Your people will pick it up. (Like they still don’t know how to use styles in their word processor, after 25 years, so have to manually type and update tables of contents and indexes, wasting many hours?) Would you really want to be driving around in a car with an unlicensed driver? Oh! The stories I could tell.
Talking of training… we have some free training coming up… see our front page for details.
