Too often, we are presented with a situation, and our instinct is to leap into action and solve it.
Here’s an example. One of my clients is looking to aggressively grow their marketplace business. The first and most obvious thought was to boost marketing and get more leads into the top of the funnel.
But as they dug into the situation, they realized the real problem was that they couldn’t onboard the leads they already had coming in fast enough.
The right problem to solve was not at the top of the funnel, it was at the middle. In fact, trying to add more leads would have only made the problem worse.
So they added more customer success reps to speed up onboarding and are now positioned to take on more scale when they are ready to ramp up marketing.
There are three things to consider in trying to figure out if you are solving the right problem:
There is definitely a slow down to go fast mentality that flies in the face of our fast twitch react-and-respond world.
But when you think about it, the organizations that win don’t solve the most problems, they solve the right ones.
Until next time,
Helping Founders Build Rocket Ships
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