Soft power of the architects found

Chapter II found

As an architect, should seize every opportunity to meet with clients, both sides need to exchange crucial information.

2.1 understand the customer

. a partnership with the sales, marketing and new product development department
b and client meetings.
prepare and customer access:

• The need for a confidentiality agreement
• You can access their private right of way
• What are my competitors related products

Client meetings:

1. Customer role
2. Organized nature of the organization's customers are located
3. Do you understand the customer's workflow
4. The advantages and disadvantages of this way of working client
5. Is there a need to interact with other systems or integration
6. Problems to the system if need notification that the range
7. Does the customer to identify all the problems facing
8. The customer's current system is satisfactory
9. Customer budgets for this product
10. Other potential customers to know whether competitors
11. Risks associated with whether or not to solve problems

c. summarize client access, capture the user's voice
d. delight customers

• Master their "pain points"
• How to make them efficient
• As far as possible to meet their needs

2.2 understand the market

. a we enter a market to grasp the following factors:
1. The impact of our products in those markets
What is the market opportunity 2.
3. The solution is to regional or national
4. This solution is easy to copy? Is it easy to implement
5. Why did no one did, are there any new opportunities
6. What people think is "good enough"? "Outstanding" What is?
7. enter the market there is no guarantee, such as certification or license?
8. There is no integration necessary? Users typically use those tools? The user can not be achieved seamlessly
9. Is there a similar product
10. Your program What is unique about
11. What difficult problems
12. There is no natural market level or packet (in favor of the workflow established)
13. around this product, what performance or scalability requirements
whether 14. each client has its own characteristics, there is no need for custom configuration
15. the decision by the customer what factors (company employees it will kickbacks )
16. you are to provide a complete service, or part of the service
17. What is the barriers to entry? If you meet the requirements, can be resolved through cooperation between the

. B understand the customer's customers:

1. Customers who customers are? Their concern, they care more about what
2. How do your products help customer service to their customers
3. Customer sales model
4. Your products can help customers make money, capture the market, enhance their competitive advantage

c. to know where customers are more willing to spend money
d. grasp what competitors are doing, their advantages and disadvantages of the product
e. If it is possible to listen to different customer needs, to find their common needs, improve the reusability of the system

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2.3 Know your business

a. Upon completion of a project, to write down strategic thinking, conveniently a similar project to reuse
similar to the "elevator pitch" every time the last sublimation

b. to provide users with as much value