EP72: Value Engineering 101 with Paul Harris

In this episode we delve into the concept of value engineering and explore its significance in the tech industry. Paul explains the importance of understanding both the technology and the business needs of customers. 

We cover how to effectively bridge the gap between technical solutions and financial outcomes.

Paul Harris has worked in technical pre-sales for many years.  He is the co-host of "The Wandering Tech Podcast" and is Director of Pre-Sales at Loftware. 

Show Links

• Ben Pearce LinkedIn -  https://www.linkedin.com/in/benpthoughts/
• Tech World Human Skills Home - https://www.techworldhumanskills.com
• Paul Harris Linked In -  https://www.linkedin.com/in/paulfharris/ 

Takeaways

• Value engineering is about understanding customer problems and providing solutions.
• It's essential to bridge the gap between technology and business.
• Understanding how a business makes money is crucial for tech professionals.
• Financial acumen is as important as technical knowledge in pre-sales.
• Using relatable analogies can simplify complex business concepts.
• Crafting a business case requires understanding both revenue and costs.
• Value engineering helps in making technology investments stand out as business projects.
• Consultants need to help customers articulate the value of solutions to decision-makers.
• Key financial concepts include revenue, costs, and operating profit.
• Continuous learning about financial principles can enhance consulting effectiveness.

Keywords

value engineering, business acumen, technology solutions, financial concepts, pre-sales, consulting, enterprise sales, ROI, customer success, supply chain