A sales person and a technologist walk in to a factory. For an Industrial firm, this is a powerful duo when it comes to winning new business.

The sales person is the strategist, able to see the way forward and to guide both organizations through the problem investigation. The technologist is the designer. Having defined the true problem a Customer faces, the technologist designs solutions.

The realization of a strategy, a technical solution that works, is the original design intent of a product for commercial use. And whether this “ah-ha” moment was last year or last decade, understanding this history is vital to your future success.