I recently had another classic customer conversation.
It sounds clear at first, does it not?
But after a few focused questions, suddenly nothing was clear any more. 😉
Why exactly a shuttle?
Where does the real problem lie in the process?
And what if a shuttle is not the best solution at all?
After several rounds of discussion, it became clear that the challenge was not transport, but buffering.
In the end, we developed a completely different solution—one that was ideally suited to the process.
💡 For me, this demonstrates once again:
Systems sales begins where we question the initial brief.
It is not the “what” that matters, but the “why”.
And that is precisely what makes this profession so exciting for me: working with the customer to identify the real need and develop a solution that nobody had considered at the outset.
Because the moment often arrives when the customer says:
“That is true—this is actually our real challenge.”
👉 Have you experienced projects in which the original brief was ultimately turned completely on its head?