Customers and consultants often have wildly different views of a business solution.  Consultants may see the devil in the details, how all the gears line up, and what each piece does.  The customer very clearly sees their business needs.  The trick is for the consultant to be able to translate needs to wants, and articulate that solution in a way that expresses the value to the business.  All that, and without getting tripped up on complex jargon, and too much technical detail.

iHeavy Insights 66 – Needs and Wants

Tags: clients, customers