At Vayomar, we have developed a methodology that is designed to solve this exact issue. We call it “value-oriented communication, “a model that enables us to start seeing the world through the eyes of our customers and their desired goals – and help you change your perspective as well.
The model is comprised of four building blocks, each representing a different area of focus:
- Value (desired outcome) – Discovering the end-goal they are trying to achieve.
- Obstacles – What prevents them from achieving their end goals?
- Solutions – Different methods that can overcome any obstacle, and help you provide real value.
- Resources – What you need to execute your chosen solution.
For every interaction with our customers, we try to categorize, each raised “request” or “need” so that they fall into one of the model’s four building blocks. If what we learn isn’t an end-goal, it is our job to keep asking highly-focused questions until the bigger picture becomes clear.
At Vayomar, we work with many large, international IT companies whose customers tend to ask for the automation of different process they use. The easiest thing for those IT companies to do is simply supply what their customers demand. However, our value model helps us help them understand that automation is a Solution, a means to their end. Do they need automation to speed up a process? Or maybe to eliminate human error? What is the desired outcome?
Understanding when an ask is a means versus when one is an end-goal can promote the successful completion of any project and ensure that the customer is truly happy. Doing so is the key to promoting real, long-term value that encourages retention and a better bottom line. After all, the information your receive will shape the solution you ultimately provide.