[NewDimension]

How does one approach companies for consulting when it's process improvement? I have a product for a specific industry I'm part of, it needs to be adopted company wide as it touches on all departments. Ideally, a company would let me spend a few days to understand their processes, and I'd tell them how they can improve.

I would do the discovery phase for free, but I'm not sure how to phrase it. I fear using the word free, as I feel that changes the dynamics. And would set expectation for a cheap product down the line.

[ericmarcos]

1) Work your network. Our first few customers were personal connections or connections of a strategic business angel of ours. Identify the ones that most feel the pain you're solving. I'm talking about specific roles in these companies, not the companies as an entity. For example, imagine you're building a tool that improves collaboration between marketers and devs, find out who needs this more: the CMO? the CTO? VP Eng? a project manager? Find your champion and deeply understand his pains.

2) Even if your technology solves a company wide process, I wouldn't sell it like this at the beginning. Touching many departments it's a pain in the ass for your champion: need to convince a lot of people, etc, so it's unlikely they'll do it. Optimize for your champion pains and find a reduced version of your product that solves his pains.

3) Engage your champions in the product discovery, make them feel like if they're also defining the features (but don't build exactly what they asks for!!). Once they're excited about it start selling them the grand vision so they can sell it internally involving more departments.