The Solution-Centric Organization
IN THIS SUMMARY
Simply bundling products and services and targeting different market segments does not mean a company is selling solutions. Being solution-centric means that an organization defines itself by the problems solved for customers, rather than by the products or services it provides. Every activity within the company, from marketing to research and development to manufacturing, is undertaken with customers and their problems in mind. Value is gauged not just by revenue or earnings, but by the results and positive outcomes that customers achieve through the use of the company's products and services.
Moving from product-centric to solution-centric requires a revolutionary new way of thinking and acting, and, according to the authors, requires four fundamental transformations. In The Solution-Centric Organization, Eades and Kear define these transformations and explore how companies can become solution-centric and more competitive in the global economy.