1. Where is the solution difficult to write? Many people have no confidence in writing plans. When it comes to plans, they are helpless and ask for help everywhere. Being recognized as a scheme beater means that writing a scheme is like a typist. Because you dare not let your colleagues know that you can only write the plan in a little time, let them worry about the quality and progress guarantee of the plan, and then have no confidence in the quality of the follow-up work. It is not difficult to write a plan, but it is difficult to know how to write it. Where there is structure, there is an idea, and where there is an idea, there is a plan. In addition, people who really write plans will never be satisfied with their own plans. Only in this way, he will make a little progress every time, and the level and quality of the solution will continue to grow with the company's ability. The reasons can basically be classified into four categories: 1. 1. The first is that there is no system. Once the user puts forward a solution about PDM, many people have a blank mind and don't know where to start. Many people seem to know a lot of selling points when they talk about their products, but they really feel that they can't write them if they really want to write them. This situation is generally caused by the author's unfamiliarity with his own product system. It is not difficult to know one or two or even more product selling points, but the difficulty lies in the system. Knowledge is composed of systematic points, not discrete statements. Because the employees in this industry say you're welcome, most of them don't have a deep study on the management system they sell. They are all half-way monks, starting from scratch, getting familiar in the process of learning and understanding in the process of familiarity. So it is very painful to control an overall plan at once. Only when a person has a systematic idea of a product can he write a complete plan, otherwise even a unit will be entangled. Therefore, if a person wants to write a good plan, he must first have a comprehensive understanding of the ins and outs of his products, functional modules, adaptation fields and the implementation of typical customers, so as to establish a complete knowledge system, and then gradually supplement the knowledge of competitors and some technical knowledge to deepen his knowledge system. 1.2 The second is no idea. After reading the templated scheme, many users hope to see some personalized content suitable for their own business. At this time, some people can barely cope with the modification according to the standard scheme template, but they are at a loss about the targeted scheme of personalized content. This situation is fundamentally caused by the author's unfamiliarity with the business of the enterprise. To write a plan, especially a targeted plan, we should not only know the needs of the enterprise, but also know under what business requirements these needs are generated. What problem does the user want to solve by making such a request? Clear up this problem, and you will have a general and targeted solution. With ideas, you can naturally write a good plan. So if a person wants to write a good plan, he still needs to understand the business of downstream customers. The most effective way to understand the business is to do several detailed business surveys in person. With business research as the foundation, he can grasp the key and difficult issues that users pay attention to in the process of research, and naturally he can better determine the personalized content of the scheme. The solution is to build a logical bridge between the interests of customers and the characteristics of products. 1.3 The third type is people who don't usually write plans and have no materials. When writing a plan, even if they have ideas, they are often very tired, just because they lack enough materials. At present, many projects are bidding, and different users may have different bidding needs. It is difficult to have a plan to suit all users, so each plan has some contents to prepare. These contents are basically universal, but if there is not enough accumulation, it will take a lot of time to prepare each time, resulting in a long completion cycle of the plan. Therefore, to write a good plan, we must meet these three conditions. First, the scheme maker must be familiar with the business of the enterprise or have relevant business research experience. Second, the scheme maker is very familiar with the product, and at least has a clear role in the functional modules of his own product. Third, the scheme makers have a large number of public material banks. 1.4 The fourth is that there is no grade. Many people are new to users. In order to show their importance to customers, they immediately indicated that they would provide solutions. Of course, some customers don't know what they want when they first choose the model, and they also hope that the supplier will provide a plan immediately. As a result, it is easy to clap your chest, but difficult to write a plan. I had to ask the company that I couldn't write it myself. The company didn't arrange anyone to know the situation, so I had to make one according to the template. When users saw that the contents of several suppliers were similar, they felt bad and summarized some personalized needs, so everyone began to toss about the second round of programs. In fact, there are different strategies in different stages of scheme preparation, so don't provide schemes easily. A project cooperation proposal can be provided at the beginning, similar to a feasibility report. The project needs to examine software technology, and you can provide a standard white paper on product technology. After pre-sales research and preparation, you can provide a solution or tender on the basis of knowing yourself and your competitors before and after the demonstration. Providing a plan too early can only be done hastily, the time is short, the quality is naturally not high, and the plan is naturally difficult to write. Things that can solve problems in a hurry can't be done by ordinary people. If you want to write a good plan, you must be careful. It takes time to write a high-quality plan in a few hours. You can't write a good plan if you study it carefully. The only thing missing is skill. Writing a plan is a technical job. Knowing this, everyone can write a good plan through practice. 2. 1 The first easy mistake: only parameters, no parameters. Bad solutions look heavy, but in fact they are all function lists, like a summary version of a product manual, unlike a plan book. A bad plan is a lot of content, submerged in piles, and I don't know what to say. I'll give you a thickness certificate to prove the high quality of our work. Many domestic corporate customers, especially large enterprises, are very concerned about this and think that the importance of the project can be seen from the thickness of the scheme. You can't write a good plan if you study it carefully. The only thing missing is skill. Writing scheme is a technical activity, and there is a pyramid writing principle, that is, the article must have structure. So a really good plan is not necessarily thick, but it can be seen that you are serious and careful. A bad tendency of current solutions is "long, rough and comprehensive", which seems to be all-encompassing, but it is not helpful to decision makers. There is no difference between all the schemes. Every supplier says that he can solve these problems, and there are all successful cases. In this way, all the schemes can't give decision makers a concise judgment basis, so they have to make greater efforts to make product demonstrations and user visits. In fact, few corporate executives don't know their own problems. In the enterprise, you can talk to whoever you want, but in the enterprise, you may not find anyone who can tell you how to solve these problems. Looking at this plan, there is no research on why enterprises have so many problems. The question is, what caused these problems? Why are there so many problems? But keep saying, "I can! I can! Pick me, pick me! " . If we can't find the reasons to solve these problems, simply solving these phenomena is just like treating the disease before it happens. Such a templated and self-expanding scheme is difficult to impress users. The biggest problem of a bad solution is like writing an argumentative paper, which can find problems (this is also a template, but unfortunately most domestic enterprises don't realize that many of their problems are not uncommon, and always think they are a special kind of enterprises), and put forward the answer (informatization), but there is no argument (why is informatization related to enterprise management progress? )。 No matter how complicated the content is, no matter how scary the term is, nothing without arguments can impress users, especially rational users. When you see the plan, in fact, many users are not sure, and he will feel that every family is similar. If people who haven't seen the plans suddenly see them, why do they think a plan is well written? The point is that some plans are well drawn. Through the drawings and tables, you will feel that this company is not bad and very standardized. But the recognition of the content is not high, in fact, I don't understand it. 2.2 The second mistake that is easy to make: When a business solution becomes a function list solution, an easy way is to list the product function description as the content of the technical solution, or consult the software user manual. This scheme is not compiled according to the user's business, but according to the software manufacturer's own preferences, which is difficult for users to recognize. Generally, users of solutions organized according to the function list will have an experience, which is huge and long, but it is difficult to see what they want to see. Moreover, this scheme has another feature: a question is repeatedly raised, and a question is pointed out in the business background and explained in the value analysis. When introducing the function, it simply explains the ins and outs of a problem, giving the user the feeling that it is a pile of data. Where is the pertinence of the scheme reflected? The practice of preparing the scheme according to the function list will not disappear for a long time, which is related to the fact that we are generally 4P salespeople and lack SPIN (consultant) salespeople. In the case of insufficient resources, in order to ensure efficiency, only a function list scheme can be provided. ) Comments (0)