Reflection - Visualization    1.The Challenge.  Detailed Description   My company was bidding for a large technology services deal to build and operate a software test  factory for a Fortune client. After three rounds in the process, the company was facing the grim reality –  of being eliminated from the race. The reason: “I mask the logo on your PPT, and your solution or  proposal is no different from the next three,” – in the client’s own words. And we did not want to be  forced into a situation of pure price competition. To command a premium on price, however slight, we  had to articulate and demonstrate value, in the customer’s eyes.    In Tech-services, the breadth of offerings and options for implementation is mind-boggling. No one  person can be an expert in all the areas of even a single project, to be able to create a solution on  his/her own. A team of technical experts are assembled on the one hand, and the sales and relationship  team talks to the client and engages with them on the other hand, with literally a sea in between. With  the stakes high, Sales & Marketing as well as senior management was getting desperate. I was called in  to help from the consulting team. Could my team help show differentiation and value, and move to the  next round(s) in the bidding.     On investigation of the proposed solution, which was fairly complex, several stale technology, tools and  techniques were found and replaced with better proprietary and newer ones. The issue was then  narrowed down to “how to demonstrate what impact the sum total of the solution will have on the  client’s business”. Enter Visual thinking; business consultants are generally trained in visual  representation tools and techniques.     2.The Selection  Leaders and decision makers have little time to dive into complex data to figure out things for  themselves. Even those who love sophisticated and complex technology systems. In this case, we were  dealing with industry stalwarts who had to be convinced of the value of  complex technical stuff as well  as complex financials that went into pricing. Both very dry subjects competing for precious mental  bandwidth.    The natural choice was Visualization, as this was the only way we could distill tons of information into  bite-sized chunks, and convert the emotions of the viewers and audience from being oppressed into a  highly positive one – like being relieved, expectant and excited. (Other design tools had already gone  into the making of the solution, earlier)    Visualization makes especially abstract things tangible, concrete and relatable. It draws a picture in the  mind’s eye that we want to ideally convey, and tell an entire story perhaps at a glance. It highlights  possibilities that have not been considered yet. It beautifully compliments, reduces or eliminates words,  and brings everybody on the “same page”. It reveals patterns, allows exploration and shows the path  forward, helping people see things in the larger context.

The 6th video module in the week-1 lessons provide an overview of some of these aspects. Even though  our challenge (real-life) preceded this Design Thinking course, we find that the principles were the same  and equally relevant. We were fortunate in having it in our repertoire.     3.Application    We used the principles and rules of  Visualization on the to analyze the executive  deck and the solution summary deck that were  to be presented to the senior leaders and the  client qualification team, respectively. Apart  from the additions of the changes in the  solution, we found that the slides were  extremely wordy and oozing with numbers.  Guaranteed to put the viewers to sleep.

We identified the information most critical  from the perspective of the business owners –  that which helps them deliver more value to  their customers the most. We extracted this  data from the detailed solution blueprint and  used graphics to showcase the difference at a  glance.           4.Insight  The relationship managers loved the new deck. This was something that even a high school kid could  understand. Normally they are touchy about putting company staff in front of the customers, but in this  case, they were delighted and offered to fly our team across continents to participate in the discussions.  The selection was made and we were not only shortlisted, but eventually went on to win what was the  largest deal of that kind in the world. Visuals were drawn impromptu on the whiteboards and flip-charts  during negotiations by our team, applying this tool. Not only did non-verbal communication help greatly  speed up thinking and decision-making, but also increased effectiveness as well as efficiency of  communication. A lot of “story-telling” was also weaved in (another design-thinking tool) in the visuals.  It is important to note that we could have lost the deal despite having everything the customer needed,  simply because they could not find what they most wanted to hear fast enough. The success story  spread within our company and in many subsequent large deals, our team were invited to the table – a  testimony to the value of Visualization. The skill does not come easily, but it is one of the most valuable  skill to invest in.     ***

1. Best Earlier Visual

2.Intuitive New Visual


Reflection - Visualization 1.The Challenge . Detailed Description My company was bidding for a large technology services deal to build and operate a software test factory for a Fortune client . After three rounds in the process , the company was facing the grim reality – of being eliminated from the race . The reason : “ I mask the logo on your PPT , and your solution or proposal is no different from the next three , ” – in the client ’s own words . And we did not want to be forced into a situation of pure price competition . To command a premium on price , however slight , we had to articulate and demonstrate value , in the customer ’s eyes . In Tech - services , the breadth of offerings and options for implementation is mind - boggling . No one person can be an expert in all the areas of even a single project , to be able to create a solution on his / her own . A team of technical experts are assembled on the one hand , and the sales and relationship team talks to the client and engages with them on the other hand , with literally a sea in between . With the stakes high , Sales & Marketing as well as senior management was getting desperate . I was called in to help from the consulting team . Could my team help show differentiation and value , and move to the next round(s ) in the bidding . On investigation of the proposed solution , which was fairly complex , several stale technology , tools and techniques were found and replaced with better proprietary and newer ones . The issue was then narrowed down to “ how to demonstrate what impact the sum total of the solution will have on the client ’s business ” . Enter Visual thinking ; business consultants are generally trained in visual representation tools and techniques . 2.The Selection Leaders and decision makers have little time to dive into complex data to figure out things for themselves . Even those who love sophisticated and complex technology systems . In this case , we were dealing with industry stalwarts who had to be convinced of the value of complex technical stuff as well as complex financials that went into pricing . Both very dry subjects competing for precious mental bandwidth . The natural choice was Visualization , as this was the only way we could distill tons of information into bite - sized chunks , and convert the emotions of the viewers and audience from being oppressed into a highly positive one – like being relieved , expectant and excited . ( Other design tools had already gone into the making of the solution , earlier ) Visualization makes especially abstract things tangible , concrete and relatable . It draws a picture in the mind ’s eye that we want to ideally convey , and tell an entire story perhaps at a glance . It highlights possibilities that have not been considered yet . It beautifully compliments , reduces or eliminates words , and brings everybody on the “ same page ” . It reveals patterns , allows exploration and shows the path forward , helping people see things in the larger context . The 6th video module in the week-1 lessons provide an overview of some of these aspects . Even though our challenge ( real - life ) preceded this Design Thinking course , we find that the principles were the same and equally relevant . We were fortunate in having it in our repertoire . 3.Application We used the principles and rules of Visualization on the to analyze the executive deck and the solution summary deck that were to be presented to the senior leaders and the client qualification team , respectively . Apart from the additions of the changes in the solution , we found that the slides were extremely wordy and oozing with numbers . Guaranteed to put the viewers to sleep . We identified the information most critical from the perspective of the business owners – that which helps them deliver more value to their customers the most . We extracted this data from the detailed solution blueprint and used graphics to showcase the difference at a glance . 4.Insight The relationship managers loved the new deck . This was something that even a high school kid could understand . Normally they are touchy about putting company staff in front of the customers , but in this case , they were delighted and offered to fly our team across continents to participate in the discussions . The selection was made and we were not only shortlisted , but eventually went on to win what was the largest deal of that kind in the world . Visuals were drawn impromptu on the whiteboards and flip - charts during negotiations by our team , applying this tool . Not only did non - verbal communication help greatly speed up thinking and decision - making , but also increased effectiveness as well as efficiency of communication . A lot of “ story - telling ” was also weaved in ( another design - thinking tool ) in the visuals . It is important to note that we could have lost the deal despite having everything the customer needed , simply because they could not find what they most wanted to hear fast enough . The success story spread within our company and in many subsequent large deals , our team were invited to the table – a testimony to the value of Visualization . The skill does not come easily , but it is one of the most valuable skill to invest in . * * * 1 . Best Earlier Visual 2.Intuitive New Visual