Skills vs. Solutions: What Do People Want from IT Professionals?
Posted December 26th, 2012
It’s easy for tech types to get caught up in the scramble for skills. It’s like a high-stakes poker game – Python trumps C++, but Java trumps Python – and since technology evolves so rapidly, the rules are constantly changing. But here’s the real deal: none of that actually matters to clients or departments outside of IT.
OK, it really does matter – but not in the way you think. Non-techies truly could not care less which “.skill” you have. What they want to know is, what can you do for them using those skills? Engineering types love to get into the intricacies of bits and bytes or feeds and speeds – they are proud of their knowledge, and justifiably so. But try that with someone outside of IT, and watch how fast their eyes glaze over. To sell your services to clients – be it consulting or inhouse – you need to be able to translate all that tech talk into one simple thing: a solution to a problem.
This may seem obvious for those offering consulting services, since consultants are hired to troubleshoot and make problems disappear. However, as organizations look to improve their bottom line, there is also a movement afoot to shift corporate IT departments from cost centers to value centers. Executives are looking for IT to drive business, and directly contribute to the bottom line. Whether you’re trying to demonstrate contributions internally, or land that plum consulting gig, here are three easy ways to translate skills into solutions:
- Put “why” before “how.” Before developing or deploying a tool, carefully assess what the end user is trying to achieve. Understanding the businesses needs behind a technology, e.g. improved customer communication, more refined sales data, etc., will help you deliver the best value to your customer.
- Emphasis product over process – When “selling” a technology, focus not on how something works, but what it actually does. Managers may not care about the inner workings of SalesForce, but they would most certainly value a more accurate sales forecast.
- Quantify results – Put a number to the results your skills achieve whenever possible. “Upgraded customer interface on website” is a snooze – but “reduced calls to customer help line by 15%” will make even non-techies sit up and take notice.
When budgets are tight, the last thing IT professionals want to be is a commodity – which is how those who focus solely on skills are often viewed. Harvard business professor Clayton Christiansen notes that what customers really want is someone to solve their problems, make their pain go away, and take care of all the jobs to be done. It’s the tech professional who has the skills – but sells the solution – who ultimately holds the winning hand.
If a new IT position is in the cards for you, consult the technology employment specialists at Bayside Solutions. Our recruiting professionals hold the perfect pair of insight and experience, so contact us today!
