Circles and lines

“What will you be demonstrating at the customer conference?”

Well, I hardly know.  Who is going to walk up?  What will their needs be?

And so, before demonstrating solutions to generic problems, I engage in discussions about their business, their challenges, their needs.

Between us, on a blank sheet of paper, circles and lines form expressing a conceptual solution with the myriad players and processes involved.  Then I demonstrate specific solutions to their problems, hitting the points meaningful to them.

I used to tear off the sheets and hand them to the patron as a keepsake but these days they snap a picture with their phone and walk on.  Next year, I’ll draw them out on my iPad and email them.

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