Alan Robert Clark

From Products to Solutions: Transforming How Companies Serve Customers: Part 2 : How Solutions are Created And Delivered

This article is the second part of a two-part article explaining the development of the solutions market. The first article explained how the demand for solutions arose, and how suppliers in different industries reacted to the demand. This article explains how solutions providers meet the demand. It outlines the solution creation and delivery process, highlighting the importance of solution marketing and selling, innovation and knowledge management. It shows how these elements of the process require different roles. It concludes by explaining the importance of change management in achieving a solutions enterprise.