Fitting Reverse Solution

The fit of the service/product offering brings success

When discussing the success factors for a service offering that appeals to the customer with the sales department of a company, one often hears: The service offering simply has to fit. This means that the fit, the adaptation of the service offering to the customer's needs, must be right.

This is exactly where many companies usually have problems. As a rule, they try to convince their customers with a long list of advantages and string together the generally valid arguments. Often these are recurring arguments: time to market,   extension of function, cost reduction, minimization of risks. In general, the arguments are valid in many cases and when taking a closer look at the customer situation, only a few specific arguments fit the customer situation.

A successful solution design therefore starts with the analysis of the customer situation and the elaboration of the real drivers that are relevant for the customer. The requirements and the solution offer should be brought to fit in order to generate interest and motivate the customer to buy.
This is the only way to create a service offering that excites the customer.

Effective design of a service offering starts with customer analysis and adaptation of the services to the real needs.

>>> Reverse Solutioning is the key to a successful solution concept.