If you have had the opportunity to do business in Washington, DC, you know that they have this thing they love to roll around called the Request For Proposal.
I know other places have it, but in DC it is a fine art.
The reason I am so down on it is because it doesn’t provide for solution based thinking. Basically you receive a list of needs and are asked to provide solutions in that framework, whether or not that is the best avenue.
Now, let’s leave DC behind and think about how you are dealing with your own clients. Are you taking things at face value when someone calls you on the phone, or are you asking a really important question, “Why?”
The difference is between being an order taker and dealing in solution based thinking.