Yesterday’s post has garnered considerable traction on LinkedIn and generated some really insightful comments.
It has also led to many spinoff posts that are also quite active.
In one such discussion stream, Sam Gupta suggests that the independent analyst is dead, falling victim to the big company PR and Marketing teams.
As an independent analyst, I thought that I would weigh in with my two cents. Here is what I said:
Sam Gupta, the advantage (being an independent analyst) is that most large analyst firms focus on eating the whole buffet at once rather than strategically choosing what will produce the best dining experience.
That leaves the door open for boutique strategists and firms to deliver success to those clients who want to be successful.
Or, to put it another way, if someone asks why your clients are so successful, you can tell them it is because you choose successful clients. (How many solution providers choose successful clients or take on business with a client whom they know there is little chance of success?)
The Commonwealth of Virginia‘s eVA initiative is an example of what a successful client looks like and does – https://bit.ly/3SUWxml.
The Takeaway: Stop selling to clients who are chasing solutions and start looking for clients who want to work with you to solve the right problems. To me, this is the epitome of win-win.
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Procurement Insights
How Many Solution Providers Choose The Right Clients?
Posted on October 26, 2024
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Yesterday’s post has garnered considerable traction on LinkedIn and generated some really insightful comments.
It has also led to many spinoff posts that are also quite active.
In one such discussion stream, Sam Gupta suggests that the independent analyst is dead, falling victim to the big company PR and Marketing teams.
As an independent analyst, I thought that I would weigh in with my two cents. Here is what I said:
Sam Gupta, the advantage (being an independent analyst) is that most large analyst firms focus on eating the whole buffet at once rather than strategically choosing what will produce the best dining experience.
That leaves the door open for boutique strategists and firms to deliver success to those clients who want to be successful.
Or, to put it another way, if someone asks why your clients are so successful, you can tell them it is because you choose successful clients. (How many solution providers choose successful clients or take on business with a client whom they know there is little chance of success?)
The Commonwealth of Virginia‘s eVA initiative is an example of what a successful client looks like and does – https://bit.ly/3SUWxml.
The Takeaway: Stop selling to clients who are chasing solutions and start looking for clients who want to work with you to solve the right problems. To me, this is the epitome of win-win.
30
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