As a pre-sales consultant, it is very important to have an in-depth understanding and analysis of the client's current situation, problems and needs, after all, you need to prove that the construction content is based on the client's reality, because we cannot sell things that are not related to the client. 1. Here's what I often see, and I try to analyze the possible shortcomings in the graph:
Figure 1 provides the status quo and the problems, but as a customer, my doubts are what these issues relate to me and what I need to do.
Figure 2 provides more information than Figure 1, there is more information than the problem, but as a customer, I still don't know where my problem came about.
IIHow can we systematically explain the current situation, problems and needs?First, let the customer understand how the problem came about.
The easiest way is to unfold the business process, and it is clear what problems exist in each link in the business process. If it is data governance, you can pull out the process of data governance first, the processing process of data governance is naturally very long, but the customer obviously does not need to be particularly detailed, and can be abstracted appropriately, such as data collection, cleaning governance and external services are the basic links, based on this processing process, the data will be taken from the business, and finally serve the business The concept is explained.
Secondly: Explain the main problems clearly for each link.
Based on the processing process, explain the current problems of the customer in each link of the work, and explain the ins and outs of the problem in the link and the impact caused by it.
For an enterprise that has not carried out data governance, the question is naturally how many or how much, but it needs to be emphasized.
The so-called focus is the intersection of the customer's own problems and the most important ability points of the link itself. For example, in the process of collecting data, the customer needs to collect the data of various production equipment to do a smart factory, and the customer's production line has been changed for several generations, the equipment manufacturers are complicated, and the data standards are different, especially some equipment cannot directly collect data, and it needs to be collected through industrial protocol conversion.
In such a complex data environment, what is most needed is the data integration capability of this link, whether it can be eclectic and inclusive.
After all, most of the customer's IT departments are in a state of less people and more work, and how to help them reduce the difficulty of data collection and docking is obviously a key consideration in this link.
Finally: Summarize the customer's important questions into needs.
According to the business process, the important problems existing in each link of the customer are analyzed one by one, and finally these problems are summarized into several demand points, and it is better to be able to map the problems and needs.
For example, as shown in the figure below, after the customer's requirements for data governance are summarized into data standards, development technologies, indicator systems, and material traceability, an additional requirement will be derived, that is, who will implement these problems.
The technology department itself cannot drive the business department, and if you want to get these work to the ground, you need to have the corresponding organization and processes to ensure it. But this is not required, and there are some technical leaders who are particularly influential in the company and can ignore this part. 
In comparison, according to the above diagram, it should be possible to explain the current situation, problems and needs to customers more clearly, but the previous film is not unusable.
This refers to the fact that communication is not only about film, but also about human participation, and people can supplement the deficiencies of the film through language to achieve a more ideal state, but this requires people to have strong communication skills.
Of course, there are also cases where some people deliberately leave some of the content on film, but this is purely personal style and will not be discussed here.