REFLECTION – MIND MAPPING

Challenge & Selection

We are a well establish sales company in this region, covering direct and indirect/using  distributors sales channels. Supplying to industrial market. With INNOVATION mindset our  business began to look upon SOLUTION SELLING, new sales strategy ignited to affirm business  footage. Think out of the box.

Solution selling need a strong engagement with customers to understand their pains and need  in order to prescribe the right remedies to solve their problems and need. To make customer  confidence with our products, service and commitment.

COVID-19 pandemic outbreak which resulted in many businesses suffering business activity  constraints.  Our business is not rule out either. To meet project commissioning requirement.  Meeting up with stakeholder and contractor at each project stage is a challenge during this lock  down.

Business principle, project timeline cannot be compromised.

In time like this, an ad-hoc project team was quickly form consisting of marketing, technical, IT  and operations to review and resolve the current grid lock. Several team members have  completed design thinking and I am lucky together with the team to be able to quickly apply what  we have learned.

We agreed to adopt the Mind Mapping Tool to unlock the uncertainty and unknown conditions,  mapping out the four stages of “what is”, “what if”, “what wows” and “what works” – to Empathize,  Defiine problem, Ideate a solution, Develop & Test.

Application

“how to deliver the project on time”. Design thinking is Human Centric, more of a way to  continuously evolve your thinking and respond to meet customer’s needs. A sub-group started  several discussion sessions with the programmer, contractor and end-user to only realized an  even bigger problems beside meeting the project date line surface. We failed to see initially,  what about carrying out the project commissioning, physical installation and provide training for  end-users without physical and face-to-face interaction, which is the major challenges during  this lock down period.

Having identify the ‘what is’, we proceeded to the next stage of ‘what if’. Various possible  solutions were quickly listed, like– power-point presentations, video conferencing, training video  clips, webinar are the many options considered.

We organized and mapped out our understanding on the board to arrive our next level of decision    on “what wows?” – LIVE WEBINAR to touch base on the step-by-step installation procedures,  complemented with video clip on the FAT procedures and an end-users training module.

We first test run on the newly developed end-user training module with a smaller group of internal  and external stakeholders, which had received sound feedback to further improve and make the  training more comprehensive.

Our team are confidence with the solution proposed and looking forward to implements ‘what  works’ soon.

Insight & Approach

It is a blessing that our team members had underwent the design thinking training which have  enriched our mindset to be able to react to underlying issues which we failed to see initially and  can quickly come out with alternative solution to address the problem.

While “what wows” is on trial.  It is crucial to confirm or fine-tune the perceived solution based  on “customer” needs. The team is very positive and certain to be able to roll out - ‘what works’

This solution will become another future training methodology option, using LIVE WEBINAR to  reach out fast and to wide scope of audience for marketing products launch or training.

