Designing the best solution for our customers is not a subject of buying a surplus of equipment or throwing money to a problem, but rather spending time understanding their business workflow.
I have seen time and time again people in management recommend a solution to a customer without understanding exactly how the customer can take advantage of the technology to grow their businesses.
You would not buy a V-8 truck to deliver pizza, do not get me wrong; it would be a smooth ride. However, it would not make any sense financially. Instead, you would buy a second hand V-4 compact car. How is this example translate to technology? This is like offering a higher-end Cisco switch to small business. Would it work? Yes, but it would not make sense financially. In this case, as an IT consulting expert, you would like to recommend a lower-end Cisco switch or another vendor.
In other circumstances, I have seen other people trying to dictate customer budget when planning a customer solution. This is the wrong approach because you, as an IT professional, need to recommend what the customer really need to address their technology challenges and let the customer determine whether they can afford the solution or not.
I find the following observation accurate: “Good+Cheap=NOT Fast, Good+Fast=NOT Cheap, Cheap+Fast=NOT Good” I do not want to get credit for this statement as I found it in Linkedin.
The challenge is how to find a middle ground between engineers and sales representative or at least to come to an agreement for the best interest of the customer and the company one represents.
There is also a conflict where customers would have completely different ideas about what they are expecting from a project. To better serve our customer we will have to reconcile all the points listed previously.