To win or to serve?

#thewilltoserve #patrickpose

#ONETeam #SNAPS #SageandNotableAdvisesfromPatrickSalazar

Sharing some of my thoughts as a solution architect in the BPM industry. All my Teams’ goal across the organizations I have been part of always start with our executive leadership pushing the Deal Team to win, to be #1, to have the most competitive price, to have the most impressive transformation strategy, and to be better than the competition. Also, depending on which Practice Team(s) joins the solution calls, a long list of capabilities from their menu are piled up to be part of the solution.

But close to 4/5 times… these senior executives and Practice leaders never read the RFX document yet.

To all the Solution Architects and Deal Teams who will read this hashtag#365SNAPS article… don’t you just hate hearing this line from a few of the senior executives… “I haven’t read the RFX document yet but this is what the client needs blah blah blah..”

Those who do read the RFX document….. validate their understanding with a client coach or ask their own questions during the Q&A stage aside from asking the team for questions to raise or tell the Deal Team I am not familiar with this & we need a more specialized expert to join the Solutioning. I love working with this brand of senior executive leaders.

You will know it and feel it because they guide the Deal Team more intimately towards how we can provide the global best SERVICE to the client and their customers versus the desire to win, the desire to increase revenues and the desire to sell transformation tools.

Hence, the secret to winning deals is when our goal changes from “wanting to win” to “wanting to serve”.

*About the photo

These are some of the awesome and aMAzing Mission Ambassadors I met during a business trip to Chesapeake. I was thrilled to know how their programs and activities are aligned to what my MAs implement from the Philippines. I was humbled to know they patterned it to the “Associate Life Cycle” model that a senior executive shared to them after his visit to the Philippines.

They even know of the “Patrick Pose”.