Thinking critically to piece together a winning proposal

Principal Solutions Architect

This solutions architect used what he’d learned on C-Lab to help a team he was part of think critically when putting together a customer proposal. He was influencing rather than mandating and it took him a number of iterations but he eventually taught the team to focus on understanding what the customer needed, rather than going with their assumptions as they had done in the past. As a result the final proposal was a better fit for the customer, easier for them to understand and ultimately successful. The team also has a framework to use for all future proposals.