Reflection – visualization 

 Challenge       & selection 

 When I started my new job as a business developer at e - Durable two months ago , I had a basic understanding of the cable industry , but no real customer experience . My first client was the owner of a restaurant who had just sent us the termination letter because our competitors ' offers were 68 % cheaper AND he was upset by the fact that our cable company had decided to no longer support his ISDN telephones , forcing him to replace all his ISDN equipments with IP telephones and call center at his own expense . 

 I decided to use the Vizualisation Thinking technique to start engaging with the client , show him that our solution was best for him and that the low price offered by the competition did n’t include all the options that were included in our offer ( he had to compare apples with apples ! ) 

 Application 

 With the help of the client , I started to draw on a sheet of paper the building , the offices , the existing telecommunications and computer equipments , the staff and restaurant customers . Since the client is not a computer professional and the telephony installation was done 10 years ago , it took us several attempts to get a complete and accurate picture of the installation . 

 Then I used another sheet ( see Appendix ) to explain our proposed new setup and the advantages of our solution ( less maintenance work for him as many functionalities were migrated to our cloud ; a more robust service which was a key risk for him : a break in the phone line means a loss in the reservations and therefore a loss of revenues ) . 

 He realized that our price included interesting options that the competitor did not offer . 

 During the visualization reflection exercise , we tried different options ( signal strength tests to locate the IP phone bases , looking for ways to connect the new IP phones without having to rewire the building ) , in order to save the client time and money . 

 Back at the office , with the map in hand , my pre - sales team could give me the optimal configuration to prepare my commercial proposal . 

 Insight & Approach 

 What I learned from this exercise is that having the client and the service provider work together on a new solution around drawings , helps the communication , builds trust , limits mistakes , facilitates the search for innovative solutions , leading to the signing of the contract ! 

 The Visualization Thinking technique also allowed me to quickly obtain the right information from my technicians , which allowed me to build the best possible business proposal . 

 I think the client appreciated this approach because he signed our proposal without discussing the price too much . He told us that he trusted us to have understood his needs and to have found an acceptable solution ( we were also able to convince our management to give him a few months of free service ) . He also believed that there will be no hidden costs later on . 

 Olivier Collet 1/2 

 This exercise was done quickly because there were only two participants from the client . Engaging with larger companies would require me to divide users into groups to gather their needs using the same Vizualization Thinking technique . 

 Appendix 

 Olivier Collet 2/2 

 Le 14 

 2è étage 

 1er étage 

 RdC 

 PC David Bello 

 PC Mr Bello Senior 

 iphone David Bello 

 2 lignes : 1 pour le   restaurant + 1 pour Mr Bello senior 

 Central téléphonique 

 Nouveau routeur 

 Répondeur 

 Soft client 

 iphone de Mr Bello senior 

 Soft client 

 Backup ( 4 G ) 

 DECT 

 Soft client 

 Soft client 


EMAIL: 
ID_NUM: 
NAME_STUDENT: Olivier Collet, Olivier Collet
PHONE_NUM: 
STREET_ADDRESS: 
URL_PERSONAL: 
USERNAME: 

### Task: You are a PII (Personal Identity Information) Detection. Given a essays written by students, you have to identify ONLY the following:
NAME_STUDENT - The full or partial name of a student that is not necessarily the author of the essay. This excludes instructors, authors, and other person names.
EMAIL - A student’s email address.
USERNAME - A student's username on any platform.
ID_NUM - A number or sequence of characters that could be used to identify a student, such as a student ID or a social security number.
PHONE_NUM - A phone number associated with a student.
URL_PERSONAL - A URL that might be used to identify a student.
STREET_ADDRESS - A full or partial street address that is associated with the student, such as their home address.
### Input: Reflection – visualization 

 Challenge       & selection 

 When I started my new job as a business developer at e - Durable two months ago , I had a basic understanding of the cable industry , but no real customer experience . My first client was the owner of a restaurant who had just sent us the termination letter because our competitors ' offers were 68 % cheaper AND he was upset by the fact that our cable company had decided to no longer support his ISDN telephones , forcing him to replace all his ISDN equipments with IP telephones and call center at his own expense . 

 I decided to use the Vizualisation Thinking technique to start engaging with the client , show him that our solution was best for him and that the low price offered by the competition did n’t include all the options that were included in our offer ( he had to compare apples with apples ! ) 

 Application 

 With the help of the client , I started to draw on a sheet of paper the building , the offices , the existing telecommunications and computer equipments , the staff and restaurant customers . Since the client is not a computer professional and the telephony installation was done 10 years ago , it took us several attempts to get a complete and accurate picture of the installation . 

 Then I used another sheet ( see Appendix ) to explain our proposed new setup and the advantages of our solution ( less maintenance work for him as many functionalities were migrated to our cloud ; a more robust service which was a key risk for him : a break in the phone line means a loss in the reservations and therefore a loss of revenues ) . 

 He realized that our price included interesting options that the competitor did not offer . 

 During the visualization reflection exercise , we tried different options ( signal strength tests to locate the IP phone bases , looking for ways to connect the new IP phones without having to rewire the building ) , in order to save the client time and money . 

 Back at the office , with the map in hand , my pre - sales team could give me the optimal configuration to prepare my commercial proposal . 

 Insight & Approach 

 What I learned from this exercise is that having the client and the service provider work together on a new solution around drawings , helps the communication , builds trust , limits mistakes , facilitates the search for innovative solutions , leading to the signing of the contract ! 

 The Visualization Thinking technique also allowed me to quickly obtain the right information from my technicians , which allowed me to build the best possible business proposal . 

 I think the client appreciated this approach because he signed our proposal without discussing the price too much . He told us that he trusted us to have understood his needs and to have found an acceptable solution ( we were also able to convince our management to give him a few months of free service ) . He also believed that there will be no hidden costs later on . 

 Olivier Collet 1/2 

 This exercise was done quickly because there were only two participants from the client . Engaging with larger companies would require me to divide users into groups to gather their needs using the same Vizualization Thinking technique . 

 Appendix 

 Olivier Collet 2/2 

 Le 14 

 2è étage 

 1er étage 

 RdC 

 PC David Bello 

 PC Mr Bello Senior 

 iphone David Bello 

 2 lignes : 1 pour le   restaurant + 1 pour Mr Bello senior 

 Central téléphonique 

 Nouveau routeur 

 Répondeur 

 Soft client 

 iphone de Mr Bello senior 

 Soft client 

 Backup ( 4 G ) 

 DECT 

 Soft client 

 Soft client
### Output: 